Sales Manager

Business Travel Sales Manager / Sales Coordinator

Cotton Court Hotel - Valencia Hotel Group
Lubbock, Texas

About Valencia Hotel Group

Valencia Hotel Group is a premier hospitality management company known for delivering distinctive hotel experiences through exceptional service, thoughtful design, and a strong sense of place. With award-winning properties throughout Texas and the U.S., Valencia Hotel Group creates memorable guest experiences in unique destinations.

Position Overview

The Business Travel Sales Manager / Sales Coordinator is a hybrid role responsible for generating and growing business transient revenue while supporting the daily administrative and operational functions of the Sales Department at Cotton Court Hotel.

This position combines proactive outside sales efforts with sales coordination responsibilities to ensure efficient processes, exceptional client service, and revenue optimization. The role requires a highly organized, relationship-driven individual who can balance strategic business development with operational support in a fast-paced hospitality environment.

The primary focus of this role is driving new and existing business travel opportunities while maintaining effective sales systems, supporting group coordination, and ensuring excellent customer service.

Time allocation may vary based on business demands but is expected to consist of approximately 70-80% sales/business development and 20-30% sales coordination responsibilities.

Key Responsibilities

Business Travel Sales & Business Development
• Develop and execute strategic sales plans to increase business transient revenue and market share for Cotton Court Hotel.
• Generate new business through prospecting, networking, cold calling, telemarketing, and community involvement.
• Conduct outside sales calls, site inspections, and client meetings to establish and strengthen corporate relationships.
• Identify and pursue opportunities within key Lubbock market segments including:

• Texas Tech University travel and partnerships
• Healthcare and medical travel
• Corporate and local business accounts
• Sports and university-related travel
• Training programs and regional business travel

• Manage RFP submissions and negotiate preferred corporate rate agreements.
• Research market trends and competitive activity to identify revenue opportunities.
• Represent Cotton Court Hotel at networking events, trade shows, community organizations, and industry functions.

Account Management & Client Relations
• Serve as the primary contact for business transient accounts and negotiated corporate clients.
• Develop long-term relationships that drive repeat business and customer loyalty.
• Monitor account production and proactively implement action plans to achieve revenue goals.
• Utilize CRM systems and hotel reports to identify opportunities and maintain accurate account information.
• Maintain all account activity and sales documentation within required systems.
• Respond to client feedback and partner with hotel leadership to elevate the guest experience.

Sales Coordination & Administrative Support

Daily Responsibilities
• Monitor and respond promptly to emails, sales inquiries, and client requests.
• Answer and direct incoming calls to the Sales Department when available.
• Manage and route incoming BT RFPs and lead opportunities.
• Process rooming list updates and reservation adjustments for group business as needed.
• Support TTU-related reservations, partnership opportunities, and university travel requests as assigned.
• Coordinate guest amenities and VIP arrangements.
• Maintain sales files, contracts, account documentation, and department organization.
• Manage gift certificates and promotional requests with DOSM.
• Monitor no-show activity and perform client follow-up when necessary.
• Provide administrative support to the Director of Sales & Marketing, GM, and sales team as needed.

Collaboration & Communication
• Work closely with the Director of Sales & Marketing, Regional Director of Business Travel, Revenue Management team, and hotel leadership to align strategies with revenue goals.
• Participate in revenue meetings, sales stand-ups, and strategy discussions.
• Collaborate with hotel departments to ensure seamless communication regarding negotiated accounts, VIP travelers, and guest expectations.
• Maintain strong internal relationships that support operational excellence and guest satisfaction.

Reporting & Performance
• Maintain accurate documentation of sales activities in Delphi and hotel systems.
• Prepare weekly, monthly, and quarterly reports and forecasts.
• Conduct account production reviews and identify growth opportunities.
• Assist in developing and executing annual business and marketing plans.
• Meet or exceed established sales goals and performance expectations.

Qualifications
• Bachelor's degree in Hospitality Management, Business, Marketing, or related field preferred
• Minimum 2-5 years of hotel sales experience with business travel, transient sales, or sales coordination experience preferred
• Proven ability to build relationships and generate revenue growth
• Strong communication, negotiation, presentation, and customer service skills
• Experience with Delphi.fdc, Thynk, Cvent, Lanyon, Microsoft Office, or similar sales platforms preferred
• Strong organizational and time-management skills with the ability to manage multiple priorities
• Self-motivated with the ability to work independently and collaboratively
• Valid driver's license and reliable transportation for outside sales activities

Work Environment & Physical Requirements
• Primarily office-based with regular local travel for client meetings, networking events, and sales calls
• Ability to sit, stand, walk, and use a computer for extended periods
• Ability to occasionally lift up to 25 pounds
• Flexible schedule that may occasionally require evenings or weekends for events and client engagement

What We Offer
• Competitive salary plus incentive plan
• Health, dental, and vision insurance
• 401(k) with company match
• Travel discounts across Valencia Hotel Group properties
• Collaborative and engaging work environment
• Growth and development opportunities within Valencia Hotel Group