Senior Sales Executive

Job Details Job Location: 720 - Cocoa Beach Westin - Cocoa Beach, FL 32931 Position Type: Full Time About the Role The Westin Cocoa Beach Resort & Spa is seeking an experienced and strategic Senior Sales Executive to lead the development and execution of corporate and high-end association group sales initiatives. This role is responsible for driving group revenue through proactive prospecting, high‑level account management, and strategic alignment with revenue and operations teams. The ideal candidate brings deep resort sales experience, strong corporate relationships, and a proven ability to close complex group business. Key Responsibilities Lead proactive sales efforts to identify, solicit, and secure new corporate group business to meet and exceed revenue goals Manage a portfolio of high‑value corporate accounts, driving repeat business and long‑term partnerships Develop and execute comprehensive segment strategies aligned with overall hotel revenue objectives Respond to and strategically qualify incoming RFPs, ensuring optimal pricing, positioning, and conversion Partner closely with Revenue Management to evaluate group displacement, pricing strategy, and total account value Conduct high‑level negotiations for group contracts, concessions, and multi‑year agreements Build and maintain strong relationships with corporate meeting planners, third‑party planners, and procurement teams Lead and participate in client presentations, site inspections, and familiarization (FAM) tours Provide accurate forecasting, pipeline management, and production reporting to support budgeting and revenue planning Collaborate cross‑functionally with catering, events, and operations teams to ensure seamless group execution and client satisfaction Represent the property at industry events, trade shows, and networking functions to expand market presence Stay informed on market trends, competitor activity, and emerging opportunities within the corporate group segment Mentor junior sales team members and contribute to a high‑performance sales culture Drive higher than market ADR’s Qualifications Minimum of 5+ years of hotel group sales experience, with a strong focus on resort environments Proven success in booking and managing corporate group business Demonstrated experience selling and servicing large‑scale ("big box") hotels or resorts with substantial, dynamic meeting and event space Strong understanding of complex group logistics, multi‑day programs, and high‑touch event execution Experience working with properties that feature extensive indoor/outdoor function space, multiple venues, and diverse program needs Marriott luxury brand experience strongly preferred Florida market experience preferred Strong understanding of group sales cycles, RFP processes, and contract negotiation Demonstrated ability to drive revenue and close complex, high‑value deals Excellent communication, presentation, and relationship‑building skills Highly organized with strong analytical and strategic thinking capabilities Experience with Marriott systems, CRM platforms, and sales tools preferred Florida based position Knowledge, Skills & Abilities Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio. Possesses software knowledge (Microsoft Office, etc.). Possesses systems knowledge (Delphi and Delphi Diagrams). Must be able to "Knock on doors" to get the business Knows how to conduct research on the Internet. Weekly prospecting and soliciting goals Uncovering new customers Effective sales skills to up‑sell products and services Knowledge of menu planning, food presentation, and banquet and event service operations Ability to manage guest room and meeting space inventories Strong customer development and relationship management skills Knowledge of overall hotel operations as they affect department Knowledge of AV products and services at both hotels Knowledge of contract management and legalities Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling Strong communication skills (verbal, listening, writing) Strong problem‑solving skills Strong customer and associate relation skills Strong presentation and platform skills Strong organization skills Strong "Closing skills" Strong "persuasion" skills Ability to use standard software applications and hotel systems Effective decision making skills Physical Demands Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds. Benefits 401(k) Disability insurance Employee assistance program Health insurance Life insurance Paid time off Room Discounts Employee Food and Beverage Discounts EEO Statement Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status. #J-18808-Ljbffr