Hotel Sales Manager Job Description

A Hotel Sales Manager drives revenue by developing and executing strategies to increase bookings, focusing on corporate accounts, group sales, and securing groups for special events. They prospect for new business, maintain client relationships, negotiate contracts, and collaborate with marketing to meet occupancy and revenue targets. 

Core Responsibilities

• Sales Strategy: Develop and implement sales plans, strategies, and marketing campaigns to maximize profitability.
• Business Development: Prospect new clients via cold calls, emails, and site visits, while nurturing existing accounts.
• Negotiation & Closing: Negotiate room rates, meeting space rentals, and catering contracts, ensuring high customer satisfaction.
• Market Analysis: Monitor competitors, industry trends, and market conditions to adjust sales tactics.
• Maintain Rate Integrity: Keep close eye on surrounding accommodation rates to ensure we remain priced appropriately in the market to gain pick-up and ensure our rates benefit the hotel from a profitability standpoint. 
• Reporting & Forecasting: Prepare sales reports, revenue forecasts, and budgets for hotel management.
• Relationship Management: Liaise with clients, business contacts, and local community leaders to stay at the forefront of upcoming accommodation needs in the area.
• Internal Collaboration: Work with revenue management, front desk, and hotel leadership to maximize guest experience. 

Additional Responsibilities

·         Attend weekly sales / revenue calls

·         Log and maintain accurate sales contact data

·         Construct, execute, and follow up on sales activity action plans

Hotel Sales Manager Job Description

Required Skills and Qualifications

• Experience: Generally, 3-5+ years of hotel sales, marketing, or hospitality experience.
• Education: Bachelor’s degree in business, Marketing, or Hospitality Management preferred.
• Communication: Strong interpersonal, negotiation, and presentation skills.
• Technical Knowledge: Proficiency with hotel CRM systems, property management systems (PMS), and Microsoft Office.
• Analytical Skills: Ability to analyze data and market trends to drive revenue decisions. 

Key Performance Indicators

• Meeting or exceeding monthly/annual sales revenue goals.
• Increase in RevPAR (Revenue Per Available Room) and occupancy rates.
• Growth in new corporate/group accounts.
• Placement on weekly/monthly STR reporting

Sales Team Reporting Structure

·         Sales Manager works closely with the Director of Sales, who reports to VP of Sales and Revenue. All work with hotel leadership to ensure the on-property team is always aware and prepared for groups, rate changes, and any special requests

*It is required that all staff complete all brand standard training available*