Group Sales Specialist

EMPLOYMENT:

12–15 month full-time contract

Director, Sales & Partnerships (dotted-line to Group & Events Manager)

Fogo Island Inn is a 29-room luxury hotel and member of Relais & Châteaux with Three MICHELIN Keys, built on principles of sustainability and respect for nature and culture. Owned by the charity Shorefast, 100% of operating surpluses are reinvested into building a resilient future for Fogo Island.

We are looking for a candidate who thrives on turning inquiries into relationships, and relationships into confirmed business. The Group Sales Specialist will focus on managing all inbound group, wedding, social, and buyout sales inquiries, owning the commercial sales process from initial inquiry through signed contract, including qualification, proposal development, pricing, negotiation, and contract execution. Reporting to the Director, Sales & Partnerships, with a dotted-line working relationship to the Group & Events Manager, this position will drive group revenue while enabling seamless event execution through clear communication, disciplined documentation, and close collaboration across departments.

• Manage all inbound group, wedding, social, and buyout inquiries, qualifying leads based on availability, seasonality, operational feasibility, and strategic fit
• Develop tailored proposals and itineraries that align group objectives with operational capabilities, leading sales conversations through negotiation and contract execution
• Respond to inbound RFPs and sales requests through applicable platforms and channels, tracking inquiry volume, response time, conversion rates, and revenue performance

• Support the development and execution of group sales strategies, pricing guidelines, minimum stay requirements, and sales parameters
• Identify opportunities for repeat group business and referrals, and represent Fogo Island Inn at sales calls, client meetings, trade events, and familiarization visits as required

• Lead a formal sales handoff process for all confirmed group bookings, including contracted terms, pricing and concessions, group objectives, and key commercial considerations, ensuring all information is accurately documented in Salesforce
• Conduct a structured handoff meeting with the Group & Events Manager for each confirmed group, and coordinate the reservation process for groups booking and paying individually

• Conduct site inspections and sales-led tours with prospective group clients, remaining available post-handoff for commercial or contractual matters and future business development
• Support post-event follow-up related to future bookings and repeat business, logging all relevant commercial insights and opportunities in CRM

• Collaborate with the Director, Sales & Partnerships on forecasting, pacing, and pipeline reporting; monitor group deposits, payment schedules, and contractual milestones with Finance and Reservations
• Perform other duties as required to support departmental and organizational objectives

• 3+ years of experience in group, catering, or events sales within a luxury hotel, resort, or hospitality setting, with a demonstrated track record of converting inquiries into confirmed contracts
• Demonstrated experience developing customized proposals, negotiating contracts, and applying pricing strategies that balance client needs with business objectives
• Proficiency with CRM/sales platforms;
  Salesforce experience considered an asset
• Strong understanding of group, wedding, social, and buyout sales cycles, including seasonality and operational constraints specific to a small luxury property
• Excellent negotiation and relationship-management skills with high-value clients
• Proven ability to manage multiple concurrent opportunities while maintaining exceptional organization, accuracy, and responsiveness
• Must have valid Canadian driver's license
• Excellent interpersonal and communication skills
• Passion for social business and a desire to make a…