Senior Sales Manager

The Senior Sales Manager is responsible for proactively developing, soliciting, and converting group business to achieve the hotel’s room revenue, catering, and overall commercial goals. This position manages key accounts and high-value group opportunities while actively prospecting for new business and expanding relationships within assigned market segments. The Senior Sales Manager is expected to demonstrate strong ownership of the sales process, from prospecting and lead generation through contracting, turnover, and account development. The position requires a highly proactive, results-driven sales professional who can strategically sell the hotel, maximize revenue opportunities, and build long-term client relationships.

Responsibilities

Proactively solicit and secure new group business through prospecting, account development, networking, industry events, referrals, and market research; Manage assigned group market segments and accounts, with primary responsibility for larger and higher-value opportunities; Respond to qualified sales leads promptly and develop compelling proposals designed to convert business; Conduct effective sales presentations, property tours, site inspections, and client entertainment; Negotiate guest room rates, meeting space, food and beverage requirements, concessions, and contract terms while protecting the hotel's profitability; Prepare proposals, contracts, and related sales correspondence accurately and within established response-time expectations; Maintain an active prospecting pipeline and consistently identify new accounts and revenue opportunities; Develop strategic account plans for key customers and uncover additional opportunities within existing accounts; Conduct regular sales calls, appointments, client visits, and outside sales activities; Partner with Revenue Management and hotel leadership to evaluate opportunities based on rate, room-night contribution, meeting-space utilization, food and beverage potential, and total account value; Understand hotel need periods and proactively target business that supports occupancy, ADR, RevPAR, and total revenue objectives; Maintain accurate account, contact, activity, lead, tentative, and definite business information within the hotel's sales system; Consistently meet or exceed established individual room-night, room-revenue, catering, prospecting, and activity goals; Participate in weekly sales meetings, business reviews, revenue strategy discussions, and pipeline reviews; Maintain strong knowledge of the hotel, competitive set, market conditions, renovations, destination demand generators, and competitive positioning; Develop relationships with meeting planners, corporate accounts, associations, third-party intermediaries, destination partners, and other key business sources; Represent the hotel at trade shows, networking events, sales missions, client events, and industry functions as assigned; Ensure a seamless transition of definite business to the appropriate event or operations team; Maintain ongoing client relationships after contracting to encourage repeat business and referrals; Support the Director of Sales & Marketing in executing the hotel's overall commercial strategy and annual sales plan; Serve as a leader and experienced resource within the sales department, assisting with team development and best practices as appropriate

Requirements

Minimum 3-5 years of hotel sales experience; Demonstrated success managing group accounts and achieving revenue goals; Strong prospecting, negotiation, presentation, relationship-management, and closing skills; Experience with hotel sales and CRM platforms; Strong understanding of hotel revenue management, group pricing, displacement, concessions, and total account value; Excellent written and verbal communication skills; Strong organizational skills with the ability to manage multiple accounts, leads, deadlines, and priorities; Ability to work independently while collaborating effectively with Revenue Management, Catering/Event Management, Operations, and hotel leadership; Ability to travel locally and participate in occasional industry events, trade shows, and sales missions

Nice to have

Bachelor's degree in Hospitality, Business, Marketing, or related discipline; Marriott CI/TY experience; Experience within an upscale, upper-upscale, luxury, or full-service hotel environment

Benefits

Full Time employees have access to Medical and Dental insurance; Pyramid Global Learning; 401K match; Companywide Hotel Room Discounts; Paid Time Off; Employee Assistance Program; Employee family events; Partnerships and discounts with major retailers such as AT&T, Verizon and Dish