Sales Manager

Step Stone Hospitality is a premier hotel and restaurant management company driven by an unwavering commitment to excellence in every aspect of our operations. At Step Stone Hospitality, our core mission is to understand the unique goals of each owner and consistently surpass their expectations. Through tailored operating strategies that complement investment objectives, we continuously enhance the value of our clients' assets.

• Generate new business through proactive prospecting, cold calling, networking, client visits, referrals, and community engagement.
• Develop and maintain relationships with corporate, government, association, SMERF, sports, social, and group clients to maximize hotel revenue opportunities.
• Conduct outside sales calls, networking events, trade shows, industry functions, and community events to generate leads and increase market visibility.
• Achieve and exceed individual and team revenue goals established through the annual sales and marketing plan.
• Conduct professional hotel site inspections and presentations for prospective clients.
• Negotiate group contracts, room blocks, banquet agreements, and corporate rate agreements while maximizing revenue opportunities.
• Work closely with clients to coordinate event details, meeting requirements, room blocks, banquet functions, and food and beverage needs.
• Maintain detailed client records and activity notes within Delphi and other sales systems.
• Utilize market intelligence, booking trends, STR reports, competitive data, and revenue metrics to identify opportunities and adjust sales strategies.
• Develop creative marketing initiatives and sales campaigns to increase market share and revenue production.
• Maintain a comprehensive understanding of market conditions, competitive hotels, pricing strategies, booking trends, and revenue management principles.
• Collaborate with Revenue Management, Food & Beverage, Banquets, Front Office, and Operations teams to ensure seamless execution of events and guest experiences.
• Upsell guest rooms, meeting space, catering services, and hotel amenities to maximize total hotel revenue.
• Manage and maintain accurate forecasting, pipeline reporting, sales activity tracking, and account management records.
• Maintain professionalism when handling client concerns, contract negotiations, service recovery situations, and problem resolution.
• Be knowledgeable of hotel capabilities, operational limitations, and service offerings that may impact sales strategies and client commitments.
• Assist in developing and executing annual sales and marketing plans aligned with hotel revenue goals.
• Maintain proper procedures related to credit control, financial transactions, contract execution, and protection of hotel assets.
• Respond to client inquiries, requests, and concerns in a timely and professional manner.

The ideal candidate is an energetic, relationship-driven sales professional with a passion for hospitality, exceptional customer service, and growing market share. They possess a strong hunter mentality, are highly organized, thrive in a fast-paced environment, and have a proven ability to generate new business while maintaining long-term client relationships.

• Strong business development and prospecting skills
• Excellent relationship-building and networking abilities
• A results-oriented mindset with a passion for exceeding goals
• Strong negotiation and closing skills
• Exceptional organizational and time management abilities
  
  The ability to balance multiple priorities while maintaining attention to detail
• A collaborative approach to working across departments
• Professional presentation and communication skills
• Strong customer service and client retention focus

• Minimum of 2 years of successful hotel sales experience within a full-service hotel environment.
• Proven track record of achieving and exceeding sales goals through proactive solicitation and account management.
• Experience selling Corporate, Group, SMERF, Association, Government, Sports, and Social market segments.
• Strong knowledge of hotel operations including Rooms, Food & Beverage, Banquets, and Catering.
• Proficiency with Delphi Sales & Catering.
• Experience creating and managing event floor plans utilizing Cvent Event Diagramming (formerly Social Tables).
• Strong understanding of group contracts, room blocks, catering agreements, and revenue management principles.
• Excellent prospecting, networking, negotiation, and closing skills
• Ability to conduct professional hotel site inspections and sales presentations.
• Ability to analyze market trends, booking patterns, and business opportunities to drive revenue growth.
• Strong communication, organizational, and relationship management skills.
• Ability to work occasional evenings, weekends, and attend networking events as business demands require.
• Ability to accurately utilize Microsoft Office, sales software, CRM platforms, and hotel technology systems.

• Prior experience with IHG-branded hotels preferred.
• Experience…