Job Description

ROLE TYPE

Sales Manager/Full-Service Hotel

DEPARTMENT

Sales & Marketing

EMPLOYMENT TYPE

Full-Time

STATUS

Non-Exempt

REPORTS TO

Director of Sales & Marketing

JOB DESCRIPTION SUMMARY

The Group Sales Manager is responsible for generating new group business and maximizing revenue from assigned market segments for a full-service hotel. This role requires a proactive sales approach, relationship-building skills, and the ability to close business through effective prospecting, client engagement, and contract negotiation. The Group Sales Manager works closely with the Sales, Revenue, and Event Management teams to ensure seamless client experiences from initial contact through program execution, while consistently meeting or exceeding revenue targets.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Sales & Business Development: Proactively solicit new and existing business through outside sales calls, prospecting, site inspections, trade shows, and networking; manage an assigned portfolio of accounts and/or vertical markets (e.g., corporate group, SMERF, government, association); respond promptly to inquiries, prepare detailed proposals, and conduct effective negotiations to secure bookings; maintain an active pipeline of qualified leads and accurately track sales activities in CRM (e.g., Delphi, CI/TY, or other system); develop strategic action plans to target high-value accounts, feeder cities, and need periods.
• Account & Client Relationship Management: Conduct pre- and post-event communication with clients to ensure expectations are met and issues are resolved; represent the hotel at industry and client events, building relationships that lead to repeat business and referrals; maintain regular communication with key accounts to ensure satisfaction and long-term loyalty.
• Collaboration & Execution: Collaborate with Catering, Revenue, Marketing, and Operations teams to ensure alignment on group servicing, pricing, and brand standards; participate in weekly sales and revenue strategy meetings and contribute market insights.
• Administrative & Reporting: Maintain accurate records of activities, contracts, and client communication in the hotel CRM/brand systems (Delphi, CI/TY, SFAWeb, Envision, or other brand-specific / 3rd party CRMs); prepare weekly/monthly reports including production, prospecting, and booking activity; ensure compliance with Crescent and brand standards for contracts, deposits, and billing.
• Leadership & Culture: Uphold Crescent’s service culture by delivering high-touch, personalized client interactions. Support property sales and catering initiatives, including team prospecting days and community engagement. Represent the hotel at industry events, trade shows, and community functions.

REQUIRED QUALIFICATIONS & SKILLS:

· Education: Bachelor’s degree in Hospitality, Business, Marketing, or related field preferred.

· Experience: Minimum of 1–3 years of hotel sales experience, preferably in group sales within a full-service environment.

· Proven ability to meet or exceed revenue goals and develop new business.

· Proficiency in hotel sales systems (Delphi, CI/TY, SFAWeb, Envision, or other brand-specific / 3rd party CRMs) and Microsoft Office Suite.

· Strong negotiation, presentation and organizational skills.

· Excellent communication, negotiation, and presentation skills.

· Self-motivated, results-oriented, and comfortable with outside sales calls and events.

WORKING CONDITIONS & PHYSICAL REQUIREMENTS

· Flexible schedule availability, including occasional evenings or weekends for training and client events.

· Flexibility to travel locally and regionally to meet with clients and attend events.

· Ability to manage multiple priorities in a fast-paced environment.

· Position requires regular use of computer systems, telephone, and presentation tools.

NOTE:

This description excludes non-essential and marginal functions of the position that are incidental to the performance of the fundamental job duties. Furthermore, the specific examples in each section are not intended to be all-inclusive. Rather, they represent the typical elements and criteria considered necessary to perform the job successfully. Other job-related duties may be assigned by the associate’s supervisor. The Company will provide reasonable accommodation to qualified individuals with disabilities in accordance with applicable law.

We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, national origin, age, gender, sex, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Furthermore, this description is subject to change, in the sole discretion of the Company, and in no way creates an employment contract, implied or otherwise; each associate remains, at all times, an “at will” associate where permitted by applicable law. Nothing in this job description alters the at-will nature of employment or limits the Company’s right to modify duties at any time.