Senior Sales Manager | Kali Hotel & Rooftop

Job Description

Job Description

Ready to build a brand from the ground up? Join the opening team at The Kali Hotel & Rooftop, Autograph Collection, and help launch one of Southern California's most anticipated lifestyle destinations.

Located within the dynamic Hollywood Park Campus, adjacent to SoFi Stadium, Intuit Dome, YouTube Theater and Kia Forum, The Kali is positioned to become a vibrant destination where hospitality, entertainment, culture and community come together.

As a foundational member of the pre-opening commercial team, the Senior Sales Manager will play an important role in building the hotel's account base, generating revenue and establishing The Kali as a premier destination for group, corporate, entertainment, sports and event-related business.

This is an Overtime Eligible Manager (OEM).

At Crescent Hotels & Resorts, we are a team of hospitality professionals that are deeply connected to & proud of the exceptional experiences we provide for our guests. More than that, we know our Associates are the shining stars of what we do!

We understand what it takes to be a part of something great. We will encourage you to bring your true self to work every day, we will celebrate you and we will cheer you on as you shine bright in your career journey. Whether it be our health & wellness programs, best in class learning and development or our travel discounts that ‘feed your inner explorer’, we work hard to create and deliver on what YOU need. We are ready for you to start your journey with us where You Belong. We Care. Shine Bright.

We are committed to providing you with: 

• Highly competitive annual salary
• An exceptional benefit plan for eligible associates & your family members
• 401K matching program for eligible associates
• Discounts with our Crescent managed properties in North America for you & your family members 

ABOUT THE ROLE

We are seeking a highly motivated, relationship-driven and results-oriented Senior Sales Manager with a strong focus on proactive business development, account acquisition, conversion and revenue production.

During the pre-opening phase, the Senior Sales Manager will operate under a Total Account Management approach, proactively identifying and developing opportunities across relevant customer segments to build the hotel's foundational account base and support opening revenue objectives.

As the hotel transitions into full operation, the role will move toward defined account, market and segment deployment, based upon hotel strategy, business needs and opportunities identified by the Director of Sales & Marketing.

This is a hands-on producing sales role for an individual who thrives on prospecting, building relationships, opening new accounts, developing long-term partnerships and closing profitable business.

The Senior Sales Manager will work closely with Revenue Management, Marketing, Food & Beverage and hotel leadership to maximize total account value while maintaining a strong personal focus on achieving individual sales and production goals.

KEY RESPONSIBILITIES

Business Development & Account Management

• Proactively identify, solicit, qualify, negotiate and close new business through direct clients, corporate accounts, meeting planners, third-party intermediaries, DMCs and other targeted channels.
• Develop and maintain a strong portfolio of accounts and prospects aligned with assigned markets, segments and hotel need periods.
• Build a balanced pipeline supporting near-term production, future-quarter opportunities and long-term account development.
• Conduct consistent proactive sales activity, including outside sales calls, client appointments, prospecting, networking, trade shows, industry events and site inspections.
• Develop and strengthen relationships with key corporate accounts, meeting planners, entertainment partners, sports organizations, DMCs, local businesses and destination partners.
• Monitor account production and market activity to identify opportunities for increased share, account penetration and new revenue.
• Maintain strong account knowledge and ensure appropriate follow-up, documentation and sales activity within hotel and Marriott sales systems.

Pre-Opening Total Account Management

• Support the development of The Kali's foundational account base through a Total Account Management approach during the pre-opening period.
• Pursue qualified opportunities across relevant segments without unnecessary account or segment barriers while the hotel establishes its initial customer base.
• Identify cross-segment opportunities within accounts to maximize total customer value across guestrooms, meetings, events, rooftop, food and beverage and experiential offerings.
• Build relationships well in advance of opening to establish future demand and multi-quarter production.
• Collaborate closely with the Director of Sales & Marketing to identify priority accounts, markets, need dates and production opportunities.
• Transition into clearly defined account and segment deployment as the hotel moves from pre-opening into stabilized operations.

Sales Production & Revenue Performance

• Achieve or exceed assigned room night, revenue, ADR and related sales production goals.
• Maintain individual accountability for prospecting activity, pipeline development, conversion and definite production.
• Partner with Revenue Management and the Director of Sales & Marketing to evaluate opportunities based on rate, profitability, displacement, need periods and total account value.
• Negotiate contracts, room blocks, proposals and RFP responses while protecting hotel rate and revenue objectives.
• Maintain accurate sales activity, account production, pipeline and booking information.
• Provide timely updates on account activity, conversion opportunities, competitive intelligence and obstacles impacting production.
• Continuously identify opportunities to increase total account value through guestrooms, events, F&B, rooftop experiences and other hotel offerings.

Commercial Strategy Participation

• Actively participate in Daily Business Review and other commercial strategy discussions, bringing forward relevant account intelligence, pipeline opportunities, client feedback and sales actions.
• Partner with the Director of Sales & Marketing and Revenue Management to align proactive sales activity with hotel need periods, pace and market opportunities.
• Participate in sales, revenue, marketing and strategy meetings as appropriate to ensure alignment across commercial channels.
• Understand budget, forecast, pace and market performance as they relate to assigned accounts and sales responsibilities.
• Utilize market intelligence and competitive information to strengthen positioning and support conversion.

Hollywood Park & Campus Partnerships

• Develop strong working relationships with Hollywood Park, SoFi Stadium and other campus partners to identify opportunities connected to major events, entertainment, sports and corporate activity.
• Collaborate with campus partners on qualified business opportunities that can generate guestrooms, meetings, events, rooftop and F&B revenue for The Kali.
• Maintain visibility within the local hospitality, entertainment and business community to build awareness and generate future opportunities.
• Identify opportunities to leverage The Kali's proximity and connection to the Hollywood Park Campus as a competitive sales advantage.

Rooftop, F&B & Event Revenue

• Sell the full hotel experience by identifying opportunities to incorporate rooftop, event and F&B offerings into qualified accounts and group opportunities.
• Partner with Catering, Food & Beverage and Marketing to develop creative solutions that increase total account value.
• Identify opportunities for event enhancements, experiential offerings, buyouts, receptions, entertainment-related activations and other incremental revenue opportunities.
• Position The Kali's rooftop and event venues as differentiators within the competitive marketplace.

Pre-Opening & Grand Opening Support

• Support pre-opening sales initiatives designed to build awareness and generate future bookings prior to hotel opening.
• Participate in planner events, FAM trips, client entertainment, site experiences and other business-development initiatives.
• Partner with Marketing on sales collateral, presentations, tools and materials supporting proactive selling efforts.
• Assist in building prospect databases, target-account lists and launch-period sales initiatives.
• Support grand-opening activities and client engagement opportunities that strengthen relationships and drive future business.

Team Collaboration

• Work collaboratively with the Director of Sales & Marketing and broader commercial team to achieve hotel revenue objectives.
• Share account intelligence, market knowledge, competitive information and sales opportunities across the team.
• Support cross-training and knowledge sharing while maintaining accountability for individual production responsibilities.
• Serve as a positive example of proactive selling, organization, follow-through and client relationship management.
• Assist and support fellow sales team members when appropriate while remaining focused on assigned account and production goals.

ESSENTIAL JOB FUNCTIONS:

• Conduct professional and persuasive property presentations, site inspections and client experiences.
• Travel as needed for outside sales calls, client meetings, networking and competitive research.
• Maintain a strong understanding of the hotel product, competitive set, Hollywood Park Campus and surrounding market.
• Communicate effectively and professionally with clients, hotel leadership and internal partners.
• Comply with attendance requirements and hotel policies.
• Perform other job-related duties as assigned.

REQUIRED SKILLS/ABILITIES:

• 3+ years of hospitality sales experience, preferably within lifestyle, independent, luxury or full-service hotel environments is  required.
• Proven success in proactive prospecting, new account acquisition, negotiation, conversion and closing business.
• Demonstrated ability to manage and grow a portfolio of accounts while consistently achieving individual sales goals.
• Strong understanding of group sales, corporate sales, business transient, RFP processes and account development.
• Experience evaluating business based on rate, revenue contribution and overall account value.
• Strong client-facing presentation, communication, negotiation and relationship-building skills.
• Ability to operate effectively in a fast-paced pre-opening environment where flexibility, initiative and proactive account development are essential.
• Strong commercial acumen and comfort participating in revenue and business-review discussions.
• Familiarity with Marriott sales systems, including MarRFP, Sales Force Automation and CI/TY, highly desirable.
• Experience within professional sports, entertainment, major events or venue-related sales is a plus.
• Prior Marriott brand experience is a plus.
• Collaborative team player with a strong sense of personal accountability and urgency.
• Passion for hospitality, business development and building long-term customer relationships.

WHY JOIN THE KALI?

• Be part of an exciting hotel opening from day one.
• Help build the account base and sales foundation for a new lifestyle hotel within one of Southern California's most dynamic entertainment destinations.
• Develop relationships across corporate, group, sports, entertainment and event sectors.
• Sell a distinctive hotel experience encompassing guestrooms, rooftop, dining, meetings and events.
• Work alongside a collaborative commercial leadership team focused on driving meaningful revenue growth and establishing The Kali within the Los Angeles market.