Hotel Sales Manager

Job Description

Job Description

Hotel Sales Manager

Job Summary

We are looking for an experienced Hotel Sales Manager to join our team at Miccosukee Casino & Resort. As a valued team member, we are committed to delivering a memorable, impressive, caring, committed and original experience for our guests, our team members, and community. We uphold this commitment by providing a safe and enjoyable workplace where YOU are our number one priority. It is the MICCO way.

Miccosukee Casino & Resort is expanding, with completed projects including a new Smoking Room & Bar, a High Limit Slots area, and a VIP Lounge, all designed to enhance the guest experience. Future plans include a lazy river and water park, an over 2,000 capacity entertainment venue, and renovated hotel rooms to become a top South Florida destination.

We are proud to be recognized for both our workplace culture and guest experience. Miccosukee Casino & Resort has been awarded the 2023 Miami-Dade Favorites Gold Award for Best Casino, named Miami New Times' Best of Miami Winner in 2024, and recognized as a USA Today Top Workplace in both 2024 and 2025.

We are seeking passionate, service-oriented individuals to join our exceptional team. If you're ready to grow with us while enjoying competitive compensation, great benefits, and a fun work environment, we look forward to meeting you!

Qualifications

• Three or more years in a hotel or resort sales role, with verifiable success in driving room revenue.
• Demonstrated proficiency and successful experience selling guest rooms to at least two of the following segments: wholesale/tour and travel, government and military, and group/convention business.
• Working knowledge of hotel revenue management concepts, including occupancy, ADR, RevPAR, displacement analysis, need periods, and rate parity across distribution channels.
• Experience negotiating and administering rate agreements, room block contracts, allotments, cut-off dates, attrition and cancellation terms.
• Familiarity with government room sales requirements and channels (per diem rates, FedRooms/GSA, SAM.gov registration, military and agency travel programs) is strongly preferred.
• Familiarity with wholesale and receptive operator distribution (net rates, contracted allotments, FIT and series business, OTA and GDS channels) is strongly preferred.
• Demonstrated proficiency in computer applications (Microsoft Office programs with an emphasis on creating Word documents, Excel spreadsheets, email); working knowledge of PMS, CRM, sales and catering, and POS systems.
• Ability to work independently both on and off property with little supervision or oversight.
• Ability to adhere to high standard of business etiquette, professional verbal and written communication.
• Ability to consistently represent the Company in a professional, positive and knowledgeable manner.
• Ability to adhere to highest standard of confidentiality and discretion.
• Demonstrated ability to produce detail-oriented, accurate work.
• Ability to work a varied schedule, which may include weekends and evenings, as required to ensure outcome.
• Ability to travel to outside sales calls, trade shows, and industry events.
• Proven ability to make solid, appropriate and independent decisions.
• Must be able to obtain and maintain a Tribal Gaming License.

Responsibilities

The Hotel Sales Manager's primary duty is selling guest rooms and obtaining signed room agreements for the resort. This is a revenue-generating position: the Sales Manager is measured on room nights booked, occupancy, and average daily rate (ADR), and most of the working time is spent prospecting, presenting, negotiating, and closing business.

The Sales Manager independently generates, manages, and coordinates hotel room sales across three priority segments wholesale and tour operators, government and military, and groups and conventions with the objective of increasing occupancy on need dates while protecting and growing ADR and RevPAR. This position owns the full sales cycle: sourcing the lead, qualifying the prospect, conducting the site tour, negotiating rates and terms, closing the agreement, and retaining the account through arrival, stay, and post-stay follow-up.

Sales performance depends on relationships, so the Sales Manager maintains consistently positive and professional relationships with internal and external clients, providing outstanding service, researching and resolving billing and invoice questions, and offering knowledgeable recommendations on room types, packages, gaming, dining, and event options that increase total revenue per booking. The Sales Manager facilitates the internal flow of information, communicates directly with guests, planners, operators, and vendors, and must be available to assist with general hotel operations as needed.

Sales Responsibilities — All Segments

• Generate new room-night business by networking and prospecting with key decision-makers; establish and develop strong, effective relationships through professional, courteous, and ethical interaction.
• Independently source, identify, and pursue outside opportunities through professional industry resources, trade shows, community events, and special events attended by prospects.
• Coordinate and deliver effective sales presentations and site tours that convert prospects into signed room agreements.
• Negotiate, author, and submit finalized rate agreements, group contracts, and BEOs to clients and internal staff.
• Maximize occupancy and ADR through strategic date management, rate integrity, upselling of room categories and packages, displacement analysis, and repeat-business development.
• Work with Hotel Operations to align segment pricing, inventory allocation, and blackout dates with forecasted demand, shifting discounted business into need periods and protecting high-demand dates for higher-rated business.
• Maintain an extensive client database and work it consistently for follow-up sales calls and contact (in person, phone, email, mail, etc.).
• Maintain accurate records of all sales activity, including pipeline, forecast, booking pace, production by account, and segment mix.

Wholesale & Tour and Travel

• Develop and manage relationships with wholesalers, tour operators, receptive operators, travel agencies, and online distribution partners to build base occupancy during soft periods.
• Negotiate net and contracted rates, allotments, release periods, and marketing commitments that deliver volume without eroding overall ADR.
• Monitor production against contracted allotments, adjust or reclaim inventory that is not producing, and hold partners accountable to agreed volumes.
• Ensure rate parity and correct rate loading across all distribution channels; audit for rate discrepancies and unauthorized distribution.
• Support and participate in FAM trips, trade shows, and destination marketing efforts that promote the resort to the tour and travel market.

Government & Military

• Identify, pursue, and secure room-night business from federal, state, county, municipal, tribal, military, and government-contractor accounts.
• Maintain the resort's readiness to accept government business, including per diem rate positioning, required registrations, and participation in applicable government lodging programs.
• Respond to government solicitations, RFPs, and bids accurately and on deadline, and manage the associated documentation and compliance requirements.
• Build relationships with agency travel coordinators, procurement officers, and contractor travel managers to secure repeat and extended-stay business.
• Target government business strategically to fill mid-week and low-demand periods while pursuing above-per-diem opportunities where allowable.

Groups & Conventions

• Solicit, negotiate, and book group room blocks from corporate, association, SMERF (social, military, educational, religious, fraternal), sports, and casino-marketing group sources.
• Structure group contracts with appropriate attrition, cut-off dates, deposit schedules, comp ratios, and cancellation terms that protect resort revenue.
• Sell the full resort experience by pairing guest rooms with banquet and event space, catering, gaming, and entertainment to increase total group value.
• Manage rooming lists, block pickup, and cut-off enforcement in partnership with Front Office and Reservations; release unused inventory in time to resell it.
• Pursue rebooking of annual and repeat group business and grow existing accounts through year-over-year rate and room-night increases.

Performance Measures

Performance in this position is evaluated primarily on:

• Room nights and room revenue booked by segment (wholesale, government, group)
• Occupancy and average daily rate (ADR) contribution, and resulting RevPAR
• Segment mix and rate integrity
• New account acquisition and repeat/rebooked business
• Accuracy and timeliness of forecasting, pipeline, and booking pace reporting

This job description is not necessarily an exhaustive list of all responsibilities, skills, duties and requirements, efforts or working conditions associated with this position. While this is intended to be an accurate reflection of the current tasks performed, management reserves the right to revise or require other commitments when circumstances prevail. All Miccosukee Casino & Resort Team Members are expected to conduct and carry themselves in a professional manner at all times and to observe the Company's standards, work requirements and rules of conduct.

The Casino & Resort will function seven days a week, 24 hours a day. We may find it necessary to re-schedule shifts according to our business volume. You must be willing and available to fulfill these demands.

While performing the duties of this job, the team member will be regularly required to walk, stand and sit. The associate will occasionally be required to climb and use balance. Additionally, the team member will frequently be asked to use hands and arms to carry and lift items. Specific vision abilities required to perform this job include close vision and distance vision.

While performing the duties of this job, the team member may experience temperature fluctuations and moderate to high levels of noise. There are smoking and non-smoking areas in the casino.