Job Description

Essential Functions

• Solicit, negotiate, and book group business to achieve or exceed hotel revenue and occupancy goals.
• Develop and maintain strong relationships with meeting planners, corporations, associations, government agencies, and third-party partners.
• Generate new business through prospecting, networking, sales calls, site inspections, and industry events.
• Manage a portfolio of existing accounts while actively pursuing new opportunities.
• Conduct hotel site tours and presentations for prospective clients.
• Prepare proposals, negotiate contracts, and secure signed agreements.
• Collaborate with Revenue Management to maximize profitability and optimize group business mix.
• Maintain accurate account, lead, and booking information within CRM and sales systems.
• Monitor market trends, competitor activity, and industry developments to identify opportunities.
• Participate in trade shows, client events, and community organizations to increase hotel visibility.
• Partner with Conference Services, Catering, and Operations teams to ensure seamless group execution and client satisfaction.
• Prepare and present weekly, monthly, and annual sales reports, forecasts, and action plans.
• Assist in the development and execution of the hotel's overall sales and marketing strategy.
• Mentor and support Group Sales Managers and other sales team members as applicable.

Qualifications

• Bachelor's degree in Hospitality Management, Business, Marketing, or related field preferred.
• Minimum of 5 years of hotel sales experience with a proven record of group business production.
• Previous experience in a full-service hotel environment preferred.
• Knowledge of hotel sales processes, revenue management principles, and contract negotiations.
• Experience with Delphi, CI/TY, Salesforce, or similar hotel sales systems preferred.
• Strong communication, presentation, and negotiation skills.
• Ability to work independently while contributing to team goals.
• Strong organizational and time-management skills.
• Ability to travel for client meetings, trade shows, and industry events as needed.

Key Performance Indicators

• Group room night production
• Group revenue generation
• New account acquisition
• Lead conversion ratio
• Client retention and satisfaction
• Sales activity goals (calls, appointments, site visits)
• Market share growth
• Forecast accuracy