Senior Sales Manager

About the role

• The Hotel Sr. Sales Manager is responsible for achieving revenue targets, assisting in developing strategic sales plans, and fostering strong relationships with clients. This role requires a dynamic and results-driven individual with a deep understanding of the hospitality industry and exceptional leadership skills. 

What you'll do

• Proactive Sales Leadership: Drive outbound sales efforts through targeted prospecting, client visits, and strategic account penetration to increase share of wallet and market capture. 

• Account Portfolio Management: Own and manage a defined portfolio of top-producing and high-potential accounts, ensuring consistent production growth year over year. 

• Pipeline & CRM Accountability: Maintain accurate forecasting and activity tracking in CRM systems; enforce “if it’s not in the CRM, it didn’t happen” standards across assigned responsibilities. 

• Group Business Development: Actively solicit, negotiate, and close group business aligned with need periods and revenue strategies, including RFP responses and contract execution. 

• Negotiation & Contract Management: Lead contract negotiations ensuring favorable terms, proper attrition protections, and alignment with hotel profitability goals. 

• Cross-Functional Collaboration: Partner with Operations, Revenue Management, and Marketing to ensure seamless execution of sold business and alignment on pricing, promotions, and guest experience. 

• Market Segment Expertise: Develop deep expertise in key segments (corporate, SMERF, tour & travel, sports, government, etc.) and adjust strategies based on performance trends. 

• On-Property Revenue Optimization: Identify opportunities within existing business (upselling, extended stays, ancillary spend) to maximize total revenue per account. 

• Sales Activity Management: Execute a disciplined weekly activity plan including prospecting calls, site tours, client meetings, and networking events to sustain pipeline health. 

• Competitive Intelligence: Monitor competitor strategies, pricing, and positioning; provide actionable insights and recommendations to maintain market advantage. 

• Mentorship & Team Support: Provide guidance and informal leadership to junior sales team members, coordinators, or other on-property sales staff. 

• Budget Support: Assist Director of Sales / VP with annual budgeting, segment forecasts, and pace analysis to ensure revenue targets are achieved. 

• Community & Industry Engagement: Represent the hotel in local organizations, CVBs, chambers, and industry events to build brand visibility and generate leads. 

• Performance Accountability: Own individual production goals, activity metrics, and conversion ratios, with a focus on delivering measurable ROI on sales efforts. 

• Sales Process Compliance: Follow all brand and company sales SOPs, including response time standards, lead handling procedures, and reporting expectations. 

Qualifications

• Education: Hospitality specific training in Sales, Marketing, Revenue Management or related field. 

• Experience: Minimum of 3 years of sales experience in the hospitality industry, with at least 1 years in a Hotel sales role. 

• Skills: 

• Excellent communication and interpersonal abilities. 

• Proven track record of achieving sales targets and driving revenue growth. 

• Ability to analyze market trends and develop effective sales strategies. 

• Proficiency in sales and CRM software. 

Personal Attributes

• Results-oriented with a proactive approach to problem-solving. 

• Strong organizational and time management skills. 

• Ability to work under pressure and meet deadlines. 

• High level of professionalism and integrity. 

Benefits

• Competitive salary and performance-based bonuses. 

• Health, dental, and vision insurance. 

• Retirement plan with company match. 

• Opportunities for professional development and career advancement.