Senior Sales Manager

Job Details: Job Location: Hotel MOHI - Morgan Hill, CA 95037, Position Type: Full Time, Salary Range: $80,000.00 - $80,000.00 Base+Commission/year, Job Shift: Any, Job Category: Hospitality - Hotel. The MOHI will redefine luxury hospitality and culinary innovation in Morgan Hill. The project was created by Frank Léal, a visionary entrepreneur and founder of Léal Hospitality. Designed to celebrate the region's rich agricultural heritage and vibrant food culture, the 76-room boutique hotel will feature four distinct food and beverage concepts, including Chef Charlie Palmer's signature restaurants. The hotel will also offer a terrace pool, boutique spa, and a range of event spaces. Guests and locals alike will enjoy a café that transitions into a cocktail and wine bar by night, creating a seamless blend of community, cuisine, and contemporary luxury for gathering and celebrating life's everyday moments and once-in-a-lifetime occasions. Inspired by the natural beauty of California's Central Coast, Léal Hospitality 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. The MOHI will be managed by Appellation Hotels. Join Léal Hospitality as its future hotel opens in Morgan Hill in early 2027. The MOHI, 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 Qualifications: Required 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 persuively 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 Salary: Uncapped earning potential — $80,000 base salary + commission on all closed business. #J-18808-Ljbffr