Group Room Sales Manager

Group Room Sales Manager

Driftwood Hospitality Management's company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel.

As the on-property sales representative responsible for group room revenue, the Group Room Sales Manager is responsible for proactively soliciting, developing, and managing group business opportunities that generate hotel room nights and revenue. This role focuses on identifying new business, maintaining strong client relationships, negotiating contracts, and maximizing group revenue opportunities.

The Group Room Sales Manager partners closely with the Director of Sales & Marketing, Revenue Management, and hotel operations teams to achieve revenue goals while ensuring a seamless transition from sales to service delivery. The ideal candidate is a results-driven sales professional with strong market knowledge, exceptional relationship-building skills, and a proven ability to close group business.

Essential Job Functions

• Develop and execute sales strategies focused on increasing group room revenue and achieving property sales goals.
• Prospect and solicit new group business from corporate, association, SMERF, sports, government, and other assigned market segments.
• Identify, qualify, and pursue new revenue opportunities through outbound sales calls, networking, referrals, industry events, and market research.
• Meet or exceed individual room night, revenue, and production goals.
• Manage assigned accounts to increase production, retention, and repeat business.
• Understand market conditions, competitor performance, economic trends, and demand patterns to maximize revenue opportunities.
• Conduct sales presentations, client meetings, property tours, and virtual presentations.
• Create customized proposals and negotiate contracts that align with hotel objectives and client needs.
• Effectively upsell guest rooms, meeting space, amenities, and additional hotel services.
• Maintain accurate sales activity, account information, forecasts, and pipeline management through Delphi or other hotel systems.
• Forecast group room blocks, pickup, and revenue accurately and communicate updates to leadership.
• Partner with Revenue Management to maximize rates, availability, and profitability.
• Ensure proper turnover of contracted business to Convention Services and operations teams.
• Maintain knowledge of hotel products, services, amenities, and competitive positioning.
• Achieve departmental goals through consistent prospecting and account development.

Guest Satisfaction

• Build strong, long-term relationships with clients by providing exceptional service throughout the sales process.
• Maintain proactive communication with clients from initial inquiry through event completion.
• Ensure client expectations are clearly communicated and met during all phases of the group experience.
• Coordinate with operations teams to ensure successful execution of group stays.
• Conduct client follow-up after departure to strengthen relationships and encourage repeat business.
• Address client concerns professionally and promptly while identifying solutions.
• Create loyalty by delivering personalized service and demonstrating ownership of the guest experience.

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

• Demonstrate commitment to Driftwood Hospitality Management's operating principles and service standards.
• Take ownership of sales performance, account management, and revenue results.
• Collaborate effectively with hotel leadership and cross-functional teams.
• Adapt quickly to changing business needs and market conditions.
• Make sound decisions using available information and business insight.
• Maintain accountability for personal performance and team objectives.

Building Relationships

…eliminates insular…