Sales Manager

Job Overview:

The Sales Manager is a salary role that plays a pivotal role in leading the hotel’s sales initiatives across key market segments including corporate, group, and leisure. As a senior leader within the sales department, this position is responsible for both generating revenue and overseeing the performance, coaching, and development of junior sales team members. The Senior Sales Manager contributes to the hotel’s long-term growth strategy through targeted business development, account management, and collaboration with revenue, marketing, and operational departments. This role supports the Director of Sales in executing broader sales strategies and may serve as acting lead in their absence.

Key Responsibilities:

Sales Strategy & Execution:

• Assist the Director of Sales in the creation and execution of annual sales plans and market strategies.
• Analyze industry trends, competitor data, and market demands to identify opportunities for growth.
• Proactively pursue new business across corporate, group, association, and leisure segments.
• Maintain strong knowledge of the hotel's products, pricing, and positioning within the competitive set.

Team Leadership & Development:

• Lead, mentor, and supervise the day-to-day activities of Sales Managers and Sales Coordinators.
• Conduct regular one-on-one meetings, sales huddles, and performance reviews.
• Train junior sales team members on selling techniques, CRM usage, brand standards, and client engagement.
• Create and track individual and team sales goals; provide coaching to improve results and build accountability.

Client Relations & Networking:

• Maintain and expand relationships with key accounts and repeat clients.
• Conduct site inspections, sales presentations, and client meetings with professionalism and attention to detail.
• Represent the hotel at trade shows, sales missions, and industry events.
• Work closely with local tourism bureaus, chambers of commerce, and event planners to promote the property.

Cross-Department Collaboration:

• Partner with Revenue Management to align group pricing, availability, and forecasting.
• Coordinate with Marketing to develop promotional packages, campaigns, and sales collateral.
• Collaborate with operations teams to ensure successful execution of booked business.

Sales Administration & Reporting:

• Maintain accurate and timely records in the hotel’s CRM system.
• Monitor team pipeline activity, booking pace, and lead conversion metrics.
• Generate weekly, monthly, and quarterly sales reports for review with the Director of Sales and General Manager.
• Identify areas for improvement and adjust strategies accordingly.

Qualifications and Skills:

Education:

• Bachelor's degree in Hospitality, Business Administration, Marketing, or a related field preferred.

Experience:

• Minimum 5+ years of hotel sales experience, including at least 2 years in a supervisory or senior sales role.
• Demonstrated success in leading a sales team and achieving revenue goals.
• Experience managing multiple market segments and high-value accounts.

Skills:

• Strong leadership, coaching, and interpersonal communication skills.
• Proven ability to develop and close new business.
• High level of proficiency in CRM software (e.g., Delphi, Opera) and Microsoft Office Suite.
• Detail-oriented with strong organizational and time-management abilities.
• Excellent presentation and negotiation skills.

Physical Requirements:

• Ability to travel for meetings, site visits, and trade shows.
• Flexibility to work evenings and weekends based on client or hotel needs.
• Ability to walk the property for tours and inspections.

Work Environment:

• Professional office setting within a dynamic hotel operation.
• Frequent interaction with clients, guests, and multiple departments.
• Fast-paced, collaborative team environment focused on results.

Encore Hospitality is an Equal Opportunity Employer. We value diversity and are committed to creating an inclusive environment for all employees.

This job description outlines key responsibilities but is not exhaustive. Other duties may be assigned as necessary.