Senior Resort Sales Executive - Corporate Groups

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.

About the Role The Westin Cocoa Beach Resort & Spa is seeking an experienced and strategic Senior Sales Executive to lead the development and execution of corporate and high-end association group sales initiatives. This role is responsible for driving group revenue through proactive prospecting, high-level account management, and strategic alignment with revenue and operations teams. The ideal candidate brings deep resort sales experience, strong corporate relationships, and a proven ability to close complex group business.

Key Responsibilities Lead proactive sales efforts to identify, solicit, and secure new corporate group business to meet and exceed revenue goals

Manage a portfolio of high-value corporate accounts, driving repeat business and long-term partnerships

Develop and execute comprehensive segment strategies aligned with overall hotel revenue objectives

Respond to and strategically qualify incoming RFPs, ensuring optimal pricing, positioning, and conversion

Partner closely with Revenue Management to evaluate group displacement, pricing strategy, and total account value

Conduct high-level negotiations for group contracts, concessions, and multi-year agreements

Build and maintain strong relationships with corporate meeting planners, third-party planners, and procurement teams

Lead and participate in client presentations, site inspections, and familiarization (FAM) tours

Provide accurate forecasting, pipeline management, and production reporting to support budgeting and revenue planning

Collaborate cross-functionally with catering, events, and operations teams to ensure seamless group execution and client satisfaction

Represent the property at industry events, trade shows, and networking functions to expand market presence

Stay informed on market trends, competitor activity, and emerging opportunities within the corporate group segment

Mentor junior sales team members and contribute to a high-performance sales culture

Drive higher than market ADR’sQualifications

Minimum of 5+ years of hotel group sales experience, with a strong focus on resort environments

Proven success in booking and managing corporate group business

Demonstrated experience selling and servicing large-scale (“big box”) hotels or resorts with substantial, dynamic meeting and event space

Strong understanding of complex group logistics, multi-day programs, and high-touch event execution

Experience working with properties that feature extensive indoor/outdoor function space, multiple venues, and diverse program needs

Marriott luxury brand experience strongly preferred

Florida market experience preferred

Strong understanding of group sales cycles, RFP processes, and contract negotiation

Demonstrated ability to drive revenue and close complex, high-value deals

Excellent communication, presentation, and relationship-building skills

Highly organized with strong analytical and strategic thinking capabilities

Experience with Marriott systems, CRM platforms, and sales tools preferred

Florida based positionKNOWLEDGE, SKILLS & ABILITIESSkills and Knowledge Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.

Possesses software knowledge (Microsoft Office, etc.).Possesses systems knowledge (Delphi and Delphi Diagrams).Must be able to “Knock on doors” to get the business

Knows how to conduct research on the Internet.

Weekly prospecting and soliciting goals

Uncovering new customers

Effective sales skills to up-sell products and services

Knowledge of menu planning, food presentation, and banquet and event service operations

Ability to manage guest room and meeting space inventories

Strong customer development and relationship management skills

Knowledge of…