Inside Sales Manager

Position Overview

The Inside Sales Manager is responsible for driving revenue through proactive in-house sales efforts while supporting the Director of Sales. This role focuses on lead follow-up, account management, group coordination, and maximizing occupancy and ADR for our select-service airport and expo market hotel.

This is a hands-on, office-based sales role ideal for a motivated hotel sales professional who excels at phone prospecting, closing small groups, and managing local negotiated accounts. The Inside Sales Manager plays a key role in achieving or exceeding revenue goals while ensuring alignment with IHG brand standards.

Hotel sales experience is required.

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Key ResponsibilitiesRevenue Generation & Lead Management

• Proactively respond to and convert incoming leads (phone, email, brand system, third-party referrals).

• Follow up on all group and negotiated rate inquiries in a timely manner.

• Close small to mid-size groups, sports teams, tour groups, and local corporate accounts.

• Support RevPAR, occupancy, and ADR goals through consistent inside sales activity.

• Assist the Director of Sales in achieving monthly, quarterly, and annual revenue targets.

Account Management & Prospecting

• Conduct daily outbound sales calls to local businesses, airport-related accounts, Expo Center vendors, and repeat clients.

• Maintain and grow existing negotiated corporate accounts.

• Qualify potential business sources and maintain detailed account records.

• Manage and maintain an organized sales trace and filing system.

Market & Rate Support

• Assist with monitoring STR reports and competitor activity.

• Support rate strategy and inventory management in coordination with the Director of Sales and General Manager.

• Identify need periods and conduct targeted call campaigns to fill gaps.

Marketing & Event Support

• Assist with execution of the annual Marketing Action Plan.

• Support email campaigns, local promotions, and sales blitz initiatives.

• Coordinate details for group arrivals and communicate information clearly to operations and front desk teams.

Internal Communication & Guest Service

• Ensure front desk staff is aware of key accounts, group details, and negotiated rates.

• Provide excellent service to clients from initial inquiry through post-stay follow-up.

• Assist with welcoming groups and supporting VIP arrivals when needed.

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Qualifications

• Minimum 2 years of hotel sales experience required (select-service preferred).

• Strong phone prospecting and closing skills.

• Understanding of RevPAR, ADR, occupancy metrics, and basic STR reporting.

• Experience with Opera PMS is a plus.

• Highly organized with strong follow-up and time management skills.

• Comfortable working independently while collaborating closely with the Director of Sales.

• Professional communication and customer service skills.

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Reporting Structure

• Reports directly to the Director of Sales.

• Works closely with the General Manager and Front Office team to ensure seamless execution of sales initiatives.