Senior Sales Manager; Market or Segment

Senior Sales Manager, Group

The Senior Group Sales Manager role is to solicit business that enables the hotel to meet and/or exceed revenue goals in rooms and food and beverage.

We welcome applicants with disabilities and provide reasonable accommodations. Please discuss accommodations with our hiring managers during the selection process.

• Solicit new and existing accounts to meet or exceed revenue goals through telephone solicitation, outside sales calls, site visits, and written communication.
• Prepare timely correspondence to group accounts.
• Manage accounts using DELPHI and other sales/account management software.
• Prospect for new business by creating new leads and raising awareness of the hotel.
• Travel to strategic trade shows and customer events.
• Target accounts, markets, or segments with a heavy emphasis on proactive solicitation and account saturation.
• Partner with internal counterparts to effectively manage business opportunities.
• Respond to and manage larger and more complex incoming opportunities for the property.
• Focus efforts on accounts with significant potential sales revenue.
• Develop effective sales plans and actions.
• Work with partners to develop creative ideas and proposals for events.
• Maximize revenue by upselling packages.
• Understand the overall market, including competitors’ strengths and weaknesses, economic trends, supply and demand, and sell against them.
• Close the best opportunities based on market conditions and individual property needs.
• Use negotiating skills and creative selling abilities to close business and negotiate contracts.
• Handle complex business with significant revenue potential and significant customer expectations.
• Build and strengthen relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, and trade shows.
• Develop relationships within the community to expand the customer base for sales opportunities.
• Provide excellent customer sales service to grow share of account.
• Coordinate all booking details with the assistance of a Sales Assistant.
• Achieve monthly and annual quotas and contribute to the annual budgetary goals for occupancy and revenue in the group segment.
• Update the DELPHI database with contact information and maintain accurate account history.
• Assist the Director of Sales with development of sales strategies and planning.
• Assist with preparation of the annual rooms budget and marketing plan.
• Act as backup sales resource, including handling leisure and corporate business travel reservations when needed.

• Proven track record in sales within the luxury hospitality industry.
• In-person attendance at least three days a week, demonstrating dedication to fostering strong partnerships.
• Knowledge and experience in Southeast and Mid-Atlantic markets (recommended).
• Hotel operations background.
• Ability to travel independently, including local, domestic, and international sales trips with detailed follow-through.
• Professional appearance and demeanor.
• Strong client/guest service skills.
• Working knowledge of reservations, sales, and catering systems.
• Ability to portray the hotel as a unique destination.
• Ability to make verbal and written presentations to both large and small groups.
• Pre-opening sales and operations experience.
• Knowledge of DELPHI, Opera, and Microsoft Office software.
• Familiarity with key U.S. cities and industry publications, general marketing, and public relations skills.

Must be able to sit at a desk for up to five hours per day. Walking and standing are required for the rest of the working day. Requires grasping, writing, standing, sitting, walking, repetitive motions, talking, listening, hearing, and visual acuity.

In the United States we are proud to be an EEO employer M/F/D/V.