Hotel Senior Sales Manager

Description

POSITION SUMMARY

The Senior Sales Manager is responsible for driving revenue and market share for the resort through the development and management of Corporate Group and Individual Business Travel (IBT) accounts. This position will focus on identifying new business opportunities, building strong client relationships, generating group room nights and event revenue, and positioning the resort as a premier destination for corporate group and individual business traveler experiences.

The ideal candidate is a highly motivated sales professional who thrives in a relationship-driven environment and is comfortable spending significant time developing new business. This role requires a proactive approach to outside sales, networking, client entertainment, prospecting, and solicitation calls, as well as the ability to effectively manage the sales process from initial lead through contract and turnover.

KEY RESPONSIBILITIES

Sales & Business Development

• Develop and execute strategic sales plans to achieve or exceed assigned room night, revenue, and booking goals within the Corporate Group and IBT markets.
• Identify, prospect, and cultivate new corporate group business and individual business travel accounts.
• Conduct consistent outside sales calls, prospecting calls and solicitation calls to generate new business.
• Build and maintain a strong pipeline of qualified group and corporate accounts.
• Research target markets and identify companies and organizations that align with the resort's ideal customer profile.
• Develop relationships with meeting planners, corporate travel managers, incentive planners, destination management companies (DMCs), third-party planners and other key industry contacts.
• Conduct property tours and client presentations that effectively showcase the resort's accommodations, meeting facilities, amenities, and destination offerings.
• Prepare proposals, negotiate contracts, and close business in accordance with resort guidelines and revenue objectives.
• Maintain accurate and timely records of sales activities, account information, leads, proposals, and opportunities within the hotel's Delphi sales system.

Corporate Group & IBT Sales

• Develop a strong presence within the corporate group and individual business travel markets.
• Target companies and organizations with executive retreats, incentive programs, board meetings, leadership meetings, conferences, and corporate events.
• Develop long-term relationships with meeting planning companies and corporate decision-makers.
• Identify opportunities to increase total resort revenue through guestrooms, meeting space, food and beverage, activities, and other resort experiences.
• Partner with operations and event teams to ensure a seamless transition from sales to event execution.

Networking and Outside Sales

• Represent the resort at industry networking events, trade shows, conferences and client events.
• Participate in local, regional, and national industry organizations to increase awareness of the resort.
• Develop a consistent schedule of face-to-face client appointments and outside sales calls.
• Conduct client entertainment and relationship-building activities as appropriate.
• Develop strategic partnerships with local businesses, DMCs, tourism organizations, and other destination partners.

Account Management

• Establish and maintain strong relationships with existing accounts to encourage repeat business and increased production.
• Conduct regular account reviews and identify opportunities for additional business.
• Maintain detailed account profiles and sales activity within Delphi.
• Provide exceptional customer service throughout the sales process and serve as a trusted resource for clients.

Sales Leadership

• Serve as a resource and sales leader for team members, sharing successful prospecting strategies, market intelligence, client relationship techniques and best practices.
• Provide guidance and support to Sales Managers in developing new accounts, expanding existing relationships, and increasing total resort revenue.
• Lead by example through consistent outside sales activity, prospecting, networking, client engagement and successful account development.
• Support a culture of accountability, collaboration, professionalism and continuous improvement within the sales department.

Internal Collaboration

• Work closely with the Director of Sales, Revenue Management, Catering/Conference Services, Front Office, Food & Beverage, and Resort Operations teams.
• Communicate client needs and expectations clearly to operational teams.
• Participate in internal meetings as needed.
• Assist with sales initiatives, promotions, packages, and marketing campaigns designed to generate corporate group and individual business traveler business.

Performance Expectations

Success in this role will be measured by the ability to:

• Achieve or exceed assigned group room night and revenue goals.
• Generate qualified new business through proactive prospecting.
• Increase production within the Corporate Group and IBT segments.
• Build a strong and diversified account base.
• Maintain a consistent schedule of outside sales and solicitation activity.
• Develop meaningful relationships with corporate and industry decision-makers.
• Increase resort awareness within key feeder markets.
• Convert qualified leads into contracted business.
• Drive total resort revenue through guestrooms, meetings, food and beverage and ancillary resort experiences.

REQUIRED QUALIFICATIONS (KNOWLEDGE, SKILLS, AND ABILITIES):

• 3+ years of hotel, resort, hospitality, destination, or related sales experience, preferably with a focus on corporate group and individual business travel.
• Experience with proactive prospecting, outside sales, networking, and account development.
• Strong understanding of the corporate group and individual business travel markets.
• Excellent communication, presentation, negotiation and closing skills.
• Strong relationship-building and networking abilities.
• Ability to work independently while also collaborating effectively with a team.
• Strong organizational skills and attention to detail.
• Ability and willingness to travel for sales calls, trade shows, networking events and client meetings.
• Proficiency with Microsoft Office and Delphi systems.
• Hospitality degree or related education preferred, but equivalent experience will be considered.

Ideal Candidate

The ideal candidate is a hunter-style sales professional who is energized by developing new relationships and creating business opportunities. They are confident making cold calls, scheduling face-to-face appointments, attending networking events, and representing the resort in the marketplace.

They understand that successful resort sales require more than responding to incoming leads-they proactively get in front of clients, build relationships, create demand and close business.

The successful candidate will be personable, polished, persistent, highly organized, and comfortable representing the resort and the New Mexico destination to corporate clients.

Physical Requirements, Work Environment & Travel

This is a highly active sales leadership position requiring regular time both on property and in the marketplace. The Senior Sales Manager is expected to maintain a visible presence throughout the property while actively pursuing new business, managing client relationships, attending industry events, and representing the property in the local and regional marketplace.

Physical Requirements:

• Position requires approximately 25% standing, 25% walking, and 50% sitting.
• Ability to lift and/or carry up to 25 pounds as needed.
• Regular movement throughout the property, including guest areas, meeting and event spaces, kitchens, dining areas and other operational areas.

Work Environment & Travel:

• Regularly works both on property and in the marketplace, including outside sales calls, client appointments, site tours, networking events, trade shows, community events and other business development activities.
• Some evening, weekend, and holiday work is required to accommodate client needs, industry events, property functions, and business development opportunities.
• Regional and occasional national travel may be required for trade shows, client meetings, industry conferences and other business development activities.
• The Senior Sales Manager may be required to respond to 24-hour emergency or business-critical calls when necessary to support the property, clients or sales operations.
• The role requires the ability to maintain a professional and customer-focused presence while operating in a fast-paced, high-energy hospitality environment and adapting to changing business and client needs.

Compensation

Salary: Competitive base salary commensurate with experience
Incentive: Performance-based sales incentive/bonus opportunity
Benefits: Eligible for resort/company benefits, subject to applicable plan terms

The resort is an equal opportunity employer and values a diverse and inclusive workplace.

DISCLAIMER STATEMENT: This job description is intended to outline the primary duties and responsibilities of the position. Employees may be required to perform additional duties and responsibilities as needed to support business operations and meet the evolving needs of the resort.