Sales Manager

Job Title

Manage accounts to achieve guest satisfaction and to solicit past and new business to ensure all revenue goals are achieved or exceeded. Responsible for soliciting new group sales accounts, entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental.

Essential Duties and Responsibilities

• Solicitation & Revenue Strategy: Solicit new and existing Corporate and SMERF (Social, Military, Educational, Religious, and Fraternal) market accounts to meet and exceed revenue goals through targeted telephone prospecting, outside sales calls, site inspections, and tailored written communication.
• Revenue Maximization: Maximize hotel revenue by cross-selling all facets of the property—including guest rooms, meeting spaces, and banquet facilities—to previous, current, and potential SMERF clients.
• SMERF Market Knowledge: Maintain strong working knowledge of SMERF market dynamics, booking windows, budget constraints, and group behaviors. Identify key industry trends, local/regional competition, and key decision-makers within the SMERF sector.
• Client Management & Documentation: Handle all account details thoroughly, ensuring every aspect of solicitation, contract negotiation, and booking closure is properly documented. Coordinate with internal departments to ensure seamless execution and service delivery for Corporate and SMERF groups.
• Presentations & Client Experience: Develop and deliver persuasive sales presentations to prospective clients. Prepare materials for, conduct site tours, and entertain clients as appropriate based on account value.
• Cross-Departmental Communication: Communicate effectively, both verbally and in writing, to provide clear direction to all hotel operating departments, ensuring seamless event execution and high satisfaction for SMERF groups.
• Reporting & Administration: Prepare client correspondence, manage internal booking reports, complete contract documentation, and maintain accurate sales files.
• Meetings & Collaboration: Participate in daily business review meetings, pre-convention meetings, team trainings, and other revenue/sales strategy sessions as required.
• Industry Presence & Networking: Represent the hotel at relevant SMERF-focused trade shows, community events, and industry association meetings to expand the property's network and client pipeline.
• Attendance & Policy Compliance: Maintain regular, predictable attendance and comply fully with all company policies and operational standards.
• Other Duties: Perform any other job-related duties or special projects as assigned.

Qualifications and Skills

• 5+ years of past sales experience required, specifically in hotel sales.
• Essential prior experience in the field of hospitality with specific experience in catering sales.
• Must have experience at a similar size and quality hotel.
• Requires good communication skills, both verbal and written. Must be able to speak, read, write, and understand English. Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel, and Delphi. Knowledge of sales skills, revenue management, training, and motivation of peers.
• Knowledge of hotel features, benefits, and competing hotels within the market
• Ability to execute appropriate action plans.
• Must be willing to "pitch-in" and help co-workers with their job duties and be a team player.
• Knowledge of hotel operations, including marketing plans, security and safety programs, personnel and labor relations, preparation of business plans, repairs, maintenance, budget forecasting, quality assurance programs, hospitality law, and long-range planning.
• Leadership skills to motivate and develop staff and to ensure accomplishment of goals.
• Able to set priorities, plan, organize, and delegate.
• Written communication skills to be concise, well organized, complete, and clear.
• Ability to work effectively under time constraints and deadlines.
• Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc.

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you! For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs through EyeMed. Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.

Equal Opportunity Employer

HEI Hotels and Resorts is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.