Group Sales Manager

Principal Responsibilities:

Generates group room revenue through proactive sales efforts, lead response, account management, and business development within assigned group market segments. Identifies new group business opportunities, develops relationships with meeting planners and group decision-makers, and converts leads into booked group business.

Manages the group sales cycle from inquiry through proposal, contract, booking, and turnover while maintaining an organized sales pipeline and consistent activity levels. Collaborates with Revenue Management, Catering, and Operations to ensure group sales efforts are aligned with hotel revenue objectives and service delivery.

ESSENTIAL FUNCTIONS

• Proactively solicit, qualify, and secure group business through prospecting, outside sales calls, telephone solicitation, networking, referrals, industry events, and other sales activities.
• Develop and maintain relationships with new and existing clients to generate group business and maximize revenue opportunities for the hotel.
• Respond promptly to group sales inquiries and requests for proposals. Prepare proposals, presentations, contracts, and other sales correspondence in a professional and timely manner.
• Conduct site inspections and property tours for prospective clients, highlighting hotel facilities, guest rooms, meeting space, amenities, and services.
• Negotiate group rates, meeting requirements, concessions, and contract terms within established hotel guidelines and authority.
• Achieve established group room revenue, room night, average daily rate (ADR), and sales activity goals.
• Evaluate group opportunities in collaboration with Revenue Management, considering total revenue potential, concessions, acquisition costs, and potential displacement of other business.
• Monitor group room-block pickup, cutoff dates, wash, and contractual commitments in coordination with Revenue Management and Reservations.
• Prepare accurate group sales forecasts and production reports and communicate changes in booking status, pickup, and anticipated revenue.
• Maintain accurate and timely account, contact, activity, lead, booking, and production information in the hotel’s sales and customer relationship management systems.
• Coordinate with Operations, Revenue Management, Reservations, Front Office, Food & Beverage, and other departments to ensure group commitments and client expectations are clearly communicated and executed.
• Maintain ongoing communication with clients throughout the sales and booking process to ensure accurate understanding of group requirements and contractual commitments.
• Develop repeat business through post-stay follow-up, client feedback, relationship management, and rebooking efforts.
• Research and identify new business opportunities, accounts, market segments, and lead sources within assigned markets or territories.
• Maintain knowledge of the hotel’s products and services, competitive hotels, market conditions, industry trends, and demand generators affecting assigned market segments.
• Participate in sales meetings, revenue strategy meetings, business reviews, and other meetings as required.
• Represent the hotel professionally at client meetings, networking events, trade shows, industry functions, and community events as appropriate.
• Consistently represent the hotel and Company in a professional manner while providing responsive, courteous, and effective service to clients and prospective clients.

SUPPORTIVE FUNCTIONS

In addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function determined by the particular requirements of the hotel:

• Participate in sales meetings, training programs, property meetings, and other hotel-related meetings as required.
• Maintain an organized system for account files, correspondence, contracts, sales activities, and follow-up.
• Assist with site inspections, property tours, client events, familiarization trips, and other sales-related activities.
• Maintain effective communication and working relationships with hotel departments to ensure group requirements and commitments are communicated and executed appropriately.
• Assist the Director of Sales and Marketing and other members of the Sales team with special projects, promotions, and sales initiatives as needed.
• Represent the hotel professionally at industry events, networking functions, trade shows, and community activities as assigned.
• Perform other duties and responsibilities as assigned by management.

PHYSICAL REQUIREMENTS:

Below is a listing of the physical requirements for standard performance of this job:

Frequency Key: Rare, Occasional, Frequent, or Constant

Physical Activity Frequency

Sitting Frequent

Walking, Standing Frequent

Climbing Stairs Occasional

Crouching/Bending/Stooping Occasional

Reaching Frequent

Grasping Frequent

Pushing/Pulling Occasional

Near Vision Constant

Far Vision Constant

Hearing Constant

Talking Constant

Smelling Rare

Lifting/Carrying (20 lbs.) Occasional

Travel Occasional

OTHER DUTIES

Demonstrate an understanding of and commitment to the Avalon culture by supporting and adhering to Company policies, procedures, and service standards.

Regular and reliable attendance, in accordance with Company standards, is essential to the successful performance of this position.

Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to meet the business needs of the hotel.

Perform other duties and responsibilities as assigned by management.

SAFETY REQUIREMENTS

OSHA laws require the use of the following Personal Protective Equipment (PPE) when performing work duties that have the potential of risk to your health of safety:

· None

Team members will be trained in the proper use and care of assigned PPE. The hotel provides the required PPE. It is your responsibility to report defective damaged or lost PPE, or equipment that does not fit properly, to your Manager.

ORGANIZATIONAL RELATIONSHIPS

Positions directly reporting to this position (titles):

· None

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

The individual must possess the following knowledge, skills and abilities and to be able to explain and demonstrate that he or she can perform the essentials functions of the job, with or without reasonable accommodation.

• Thorough knowledge of hotel sales practices, group sales processes, and the hospitality industry.
• Ability to prospect, solicit, negotiate, and close group business while developing and maintaining strong client relationships.
• Ability to understand and evaluate group business opportunities, including guest room needs, meeting and event requirements, rates, concessions, and contract terms.
• Strong verbal and written communication, presentation, negotiation, and interpersonal skills.
• Ability to organize, prioritize, and manage multiple accounts, leads, deadlines, and client commitments simultaneously.
• Ability to work independently while collaborating effectively with Sales, Revenue Management, Operations, Food & Beverage, and other hotel departments.
• Ability to analyze sales activity, market conditions, competitive information, and account production to identify opportunities and achieve established sales goals.
• Proficiency with computers and standard business applications. Ability to learn and effectively utilize hotel sales, CRM, property management, and related systems.
• Ability to maintain a professional appearance and demeanor and represent the hotel effectively with clients, prospective clients, and the community.
• Ability to exercise sound judgment, initiative, discretion, and confidentiality in performing job responsibilities.

QUALIFYING STANDARDS

Education

High school diploma or equivalent required. Bachelor’s degree in Hospitality Management, Business Administration, Marketing, or a related field preferred.

Experience

Minimum of three (3) years of hotel sales experience required, preferably with experience in group sales. Previous experience soliciting, negotiating, and contracting group business strongly preferred.

Licenses or Certifications

No specific licenses or certifications required. Must possess a valid driver’s license and have the ability to travel as required b y the position.

Grooming

All team members must maintain a neat, clean and well-groomed appearance (specific standards available).

Other

Applicants with additional language skills preferred.