Area Sales Manager

Job Description

Job Description

Area Sales Manager

We are seeking a driven and strategic Area Sales Manager for our growing portfolio of hotels in The Villages, Florida to include The Brownwood Hotel & Spa, The Waterfront Inn, newly opened Hotel Eastport, and Green Grove Hotel due to open Q4 2026. The ideal candidate is an energetic sales professional with hospitality experience, exceptional networking abilities, and a proven track record of achieving revenue goals through prospecting, client engagement, and account management.

The Area Sales Manager will have a primary focus of developing and growing the SMERF market segment (Sports, Military, Educational, Religious, and Fraternal organizations). This role operates with a high level of ownership and autonomy, focusing on identifying new business opportunities, strengthening existing relationships, and aligning client needs with the unique offerings of each hotel within the portfolio.

Salary will be based on experience in the industry, with a starting range of $60,000.00/plus bonus potential to include a generous benefits package.

Scope of Responsibilities

Within the spirit of “Making People’s Dreams Come True”, the Area Sales Manager is responsible for meeting and exceeding budgeted revenue goals by developing business leads, potential clients, and servicing existing clients while delivering Raving Fans customer service to both internal and external customers.

Position Summary

The Area Sales Manager is responsible for generating group, SMERF/Association business for our portfolio of hotels through proactive sales efforts, relationship building, and strategic market development. This position focuses on increasing occupancy, room revenue, banquet revenue, and market share by identifying and securing new business opportunities while maintaining strong relationships with existing clients.

Essential Duties and Responsibilities:

Sales & Business Development

• Solicit new business through prospecting, cold calling, networking, site visits, referrals, and community involvement.
• Develop and execute strategic sales plans to achieve room night, revenue, and market share goals across the hotel portfolio.
• Identify and cultivate opportunities within the SMERF, association, government, sports, tour and travel, and leisure group segments.
• Maintain a strong focus on securing SMERF and association business to maximize occupancy during weekends and non-peak periods.
• Conduct sales calls, presentations, and property tours for prospective clients.
• Respond to inquiries, prepare proposals, negotiate contracts, and close business opportunities.
• Develop partnerships with local organizations, educational institutions, churches, military groups, and fraternal organizations.
• Attend industry trade shows, networking events, chamber functions, and community events to generate leads and build brand awareness.

Account Management

• Maintain and grow relationships with existing accounts to increase repeat business.
• Conduct regular account reviews and develop strategies for account retention and growth.
• Ensure client satisfaction throughout the sales process and event lifecycle.
• Coordinate with hotel operations teams to ensure successful execution of group programs and events.
• Resolve client concerns professionally and promptly.

Revenue & Market Analysis

• Monitor market trends, competitor activity, and industry developments.
• Utilize market intelligence to identify opportunities and adjust sales strategies.
• Collaborate with revenue management and hotel leadership to optimize pricing and inventory strategies.
• Track sales activity, production, and performance using CRM and sales reporting tools.
• Maintain accurate sales forecasts and pipeline reports.

Portfolio Collaboration

• Work collaboratively with General Managers, Revenue Managers, and Operations Leaders across all portfolio properties.
• Identify opportunities to cross-sell and refer business among portfolio hotels.
• Support portfolio-wide sales initiatives and promotional campaigns.
• Participate in weekly sales meetings and revenue strategy discussions.

Qualifications

• Minimum of 3 years of hotel sales experience.
• Bachelor's degree in Hospitality Management, Business, Marketing, or related field preferred.
• High School Diploma or General Education Degree (GED).
• Brand experience and full service/luxury hotel experience highly preferred.
• Familiarity with StayNTouch, and or Tripleseat is preferred but not required.
• Experience selling group room blocks, meetings, events, and banquet business.
• Strong proactive approach to prospecting and business development skills.
• Strong working knowledge and use of Microsoft Office software, including teams, Word, Excel, and Outlook.
• Excellent verbal, written, and presentation communication skills.
• Ability to travel within market and attend offsite events/tradeshows as needed.
• Multi-property or portfolio sales experience.
• Experience selling to SMERF and Association markets.
• Knowledge of hospitality revenue management principles.
• Strong network within the local area to include existing relationships within key group and association markets a bonus.

Key Competencies

• Relationship Building
• Negotiation and Closing Skills
• Strategic Prospecting
• Banquet and catering revenue generation
• Customer Service Excellence
• Revenue Generation
• Market Analysis
• Organization and Time Management
• Presentation and Public Speaking
• Networking and Community Engagement
• Team Collaboration

Language Skills

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to effectively present information and respond to questions from customer and team members. English is required for oral and written communications (bilingual, Spanish speaking a plus).

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential job functions of this position.

While performing the duties of this job, the employee is regularly required to sit; use hands and fingers, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently is required to stand and walk.

The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. This position requires prolonged hand and wrist movement/usage. The employee must occasionally lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. While performing the duties of this job, the employee is frequently exposed to moving mechanical parts. The noise level in the work environment is usually moderate.