Senior Sales Manager

Job DetailsJob Location: Hotel MOHI - Morgan Hill, CA 95037Position Type: Full TimeSalary Range: $80,000.00 - $80,000.00 SalaryJob Shift: AnyJob Category: Hospitality - HotelThe MOHI by Appellation will redefine luxury hospitality and culinary innovation in Morgan Hill. The project was created by Frank Léal, visionary entrepreneur and founder of the Léal Hospitality Group, in partnership with Appellation, the culinary-first hospitality brand co-founded by Michelin-starred chef Charlie Palmer and hospitality veteran Christopher Hunsberger.  Designed to celebrate the region’s rich agricultural heritage and vibrant food culture, the 76-room boutique hotel will feature a signature Charlie Palmer restaurant and bar, a terrace pool, a modern spa and fitness club, and extensive event spaces, including a ballroom and an additional dedicated function space. Guests and locals alike will enjoy a dynamic mix of offerings, from a marketplace and flower shop lounge to a café that transitions into a cocktail and wine bar by night, creating a seamless blend of community, cuisine, and contemporary luxury.  Guests and locals alike will enjoy a dynamic mix of experiences—from a marketplace and flower shop lounge to a café that transitions into a cocktail and wine bar by night—creating a seamless blend of community, cuisine, and contemporary luxury to gather and celebrate life’s every day and once-in-a-lifetime moments. Inspired by the natural beauty of California’s Central Coast, the Léal Hospitality Group is a one-of-a-kind collection of carefully curated urban and rural properties located in Morgan Hill and Hollister, encompassing restaurants, wineries, event venues, and soon a full-service boutique hotel dedicated to creating unique and memorable guest experiences. Born from the elegant merger of the culinary and hospitality worlds, Appellation is much more than a typical hotel company. Inspired by its name, this new hotel brand brings together the best of local elements in a new way: a hotel collection powered by people, connected by food, and defined by place - all designed to celebrate the culture, community, and craftsmanship of its destinations.  Developed by visionary co-founders Charlie Palmer, one of America’s most celebrated, award-winning chefs and a pioneer of the modern hotel-restaurant model, and Christopher Hunsberger, a 30-year veteran of Four Seasons Hotels and Resorts and former President of North Americas, Appellation is taking root within the Léal Hospitality Group. Join Appellation as its future hotels and resorts take root in Morgan Hill in early 2027. The Léal Hospitality Group, in partnership with Appellation, is looking for an experienced, results-driven Senior Sales Manager to play a key role in advancing our portfolio to the next level. The Senior Sales Manager drives group, transient, banquet, and catering revenue for the hotel, serving as a primary point of contact for clients seeking guest rooms, meeting space, and food and beverage services. This role is accountable for meeting or exceeding individual revenue, room night, and average daily rate targets by soliciting business across all markets to secure the advance bookings needed for a successful, profitable operation, managing the full sales cycle from inquiry through contract, and growing existing accounts.  As a senior member of the sales team, the Senior Sales Manager shares market intelligence, models best practices, and mentors and guides less-experienced sales colleagues. This role also partners with other venues across the Léal Portfolio to maximize revenue for the brand and deliver a seamless event experience for clients. Success in this role requires a strong grasp of the hotel's brand, the ability to adapt quickly in a fast-changing environment, and a collaborative, team-first mindset — paired with creativity, charisma, and deep expertise in current sales techniques, all in service of an exceptional guest experience.  The MOHI is a new-build, 76-room hotel opening in early 2027. This pre-opening role, prospecting and booking business before the doors open and helping establish the account base that carries the hotel through its first year.  Essential Job Functions Revenue Performance and Market Strategy  Meet or exceed individual monthly, quarterly, and annual revenue, room night, and average daily rate goals, and contribute to the property's overall sales targets Proactively solicit and manage group, transient, banquet, and catering opportunities, up-selling each booking to maximize total revenue Understand the overall market, including competitor strengths and weaknesses, economic trends, and supply and demand, and know how to sell against it Close the best opportunities for the hotel based on market conditions and the property's need periods, verifying that booked business aligns with established hotel parameters Apply yield management guidance from the Director of Sales and Revenue Management when profitably negotiating room rates and function space commitments, and participate in revenue strategy meetings as requested Prepare accurate forecasts for assigned accounts and market segments, and contribute account-level input, pipeline detail, and market insight to the annual budgeting and commercial planning process Partner with other venues across the Léal Portfolio to maximize revenue for the brand and deliver a seamless experience for shared clients Control travel, entertainment, and client-related expenses incurred on the property's behalf, staying within approved guidelines  Business Development and Account Management  Grow assigned key accounts and continually prospect for new business through cold calling, outside sales calls, networking, referrals, and internet research, maintaining a Targeted Account Development "hit list"  Capture competitor accounts through networking, research, and competitive shops to target the business most likely to convert  Manage a high volume of inquiries across all markets; qualify client needs, conduct site visits and property tours, and suggestively sell all aspects of the property Negotiate with a clear understanding of price points and profit and loss; prepare proposals and contracts, explain terms and conditions clearly, and maintain organized, timely follow-up on all leads  Build long-term client relationships that generate repeat and referral business, and serve as the client's advocate throughout the sales process  Represent the hotel and the Léal Portfolio at client meetings, trade shows, wedding and event showcases, and community networking events, managing pre- and post-show follow-up on all leads  Review lost business and turndown reports to identify opportunities to strengthen conversion and improve competitiveness  Maintain current working knowledge of the competitive set, local market conditions, and changing demand patterns, and share that intelligence with the team  Event Sales and Execution  Contract events to meet or exceed individual revenue goals, including corporate meetings, weddings, social and school events, holiday parties, fundraisers, showers, and celebrations Serve as liaison between the client and hotel departments from contract through execution; create and distribute accurate Banquet Event Orders and participate in BEO meetings covering estimates, room setup, menus, timelines, and outside vendors Verify that booked business is turned over to Operations properly and in a timely fashion for quality service delivery Partner with Food & Beverage, Culinary, and Banquets to ensure flawless execution; anticipate client needs, resolve issues professionally, and conduct post-event follow-up to secure future business  Team Collaboration and Mentorship  Serve as a senior resource to the sales team, mentoring and guiding sales managers and coordinators, sharing best practices, and supporting onboarding and training as requested; this role does not carry direct supervisory responsibility Participate in sales planning sessions, business reviews, and departmental meetings, contributing account and market insight to the Director of Sales Model the hotel's service standards and foster a positive, collaborative working relationship with all hotel departments  Reporting and Systems  Maintain complete, accurate records of accounts, bookings, and client specifications in the property's CRM, including customer profiles and an effective trace system Report on sales activity, pipeline, and results to the Director of Sales on a regular basis, including weekly activity reporting and required sales reports Perform related duties and special projects as assigned  QualificationsRequired Education, Knowledge, Skills, and Competencies Education and Experience  Bachelor's degree in Business, Communications, Hospitality, or Event/Meeting Planning preferred, or equivalent experience in the hospitality industry Minimum of four years of progressive hotel sales experience, including banquet and event sales and planning Demonstrated experience soliciting new business, negotiating, and closing contracts Working knowledge of budgeting, forecasting, and the ability to interpret financial and competitive market data to inform decisions  Technical Skills  Advanced computer skills, including Delphi, Salesforce, Aisle Planner, Microsoft Office Suite (with strong Excel proficiency), and Google Drive/Sheets  Certifications and Licenses  Must possess and maintain a valid California Food Handler Certificate Must possess and maintain a current ABC-approved California Responsible Beverage Server Training Certificate Must possess and maintain a current California Driver License with a satisfactory driving record  Core Competencies  Strong presentation skills, with the ability to represent the property professionally and persuasively Exceptional interpersonal skills and the ability to build trust and lasting relationships with clients Excellent organizational, time management, planning, and follow-up skills Superior verbal and written communication skills, paired with strong problem-solving and deductive reasoning abilities Self-motivated and able to set priorities, manage competing deadlines, and work independently with minimal supervision Working knowledge of food and beverage service, menus, and event setup as they relate to selling and executing events  Maintain a neat and professional appearance, including adherence to department dress code  Apply Today: Visit our careers page at www.liveloveleal.com/careers to explore opportunities, submit your resume, and complete an application. Interviews begin soon—don’t miss your chance to be part of something exceptional.