Area Group Sales Manager
Lake Nona Wave Hotel, Orlando, FL, United States
Overview
About Lake Nona Wave Hotel Celebrated as “The Living Room of Lake Nona,” Lake Nona Wave Hotel opened in December 2021 and sits at the heart of one of the most innovative communities in the United States. Our luxury lifestyle hotel blends intuitive technology, wellness programming, and inspired culinary experiences to create a destination unlike anywhere else in Orlando. Wave enhances the lifestyle of our guests through thoughtfully designed spaces, distinctive service, and experiences that energize and recharge the soul. Guests from around the world discover a side of Orlando that is anything but ordinary. About Aloft Orlando Lake Nona Opened in December 2023, Aloft Orlando Lake Nona is the newest addition to the Lake Nona hotel portfolio. The hotel features 205 urban-inspired guestrooms designed for the confidently social and independent traveler. Aloft also features Althea Event Center, a brand new 10,000 sq. ft. meetings and events venue named after tennis legend Althea Gibson, the first African American athlete to achieve international recognition in professional tennis. The hotel serves as a key hospitality partner to: USTA National Campus• Lake Nona Medical City• Corporate partners throughout Lake Nona• Sports and training organizations• Regional and national meetings and events Together, Wave Hotel and Aloft Lake Nona provide a dynamic hospitality ecosystem serving luxury lifestyle travelers, corporate meetings, sports teams, and social events. About CoralTree Hospitality Our team members are the true soul of our company. At CoralTree Hospitality we think differently about travel, about experiences, and about how we care for our people and guests. We strive to create environments that engage, delight, and inspire, while empowering team members with talent, integrity, and heart to thrive. Guided by strong core values, we are committed to creating meaningful connections between people and places while delivering exceptional hospitality. We invite you to join us on this journey. Position Overview The Group Sales Manager is responsible for generating and securing group business for Lake Nona Wave Hotel and Aloft Orlando Lake Nona. This role focuses on actively soliciting, negotiating, and closing group bookings of 50 guestrooms per night or greater, while building long term relationships with meeting planners, corporate partners, sports organizations, and event professionals. The ideal candidate combines strong prospecting ability, strategic thinking, and relationship development with a deep understanding of hospitality operations. Success in this role requires creativity, persistence, organization, and a passion for delivering distinctive guest experiences. The Group Sales Manager plays a key role in achieving overall room revenue, room night production, and food and beverage revenue goals while positioning both properties as premier destinations for meetings and events in the Orlando market. Core Competencies
Sales Drive
A proactive and self motivated sales professional with a passion for identifying and closing new business opportunities. Relationship Builder
Ability to cultivate meaningful relationships with clients, colleagues, and industry partners. Strategic Thinker
Understands market dynamics and positions the hotels effectively within the competitive landscape. Communication Skills
Excellent verbal and written communication skills with strong presentation ability. Organization and Attention to Detail
Ability to manage multiple opportunities simultaneously while maintaining accuracy in documentation and reporting. Team Collaboration
Works effectively across departments to ensure group events are executed seamlessly. Lake Nona Hotels Sales Culture The sales team at Lake Nona Hotels operates with a shared philosophy rooted in collaboration, creativity, and accountability. Our mission is to maximize revenue, build lasting client relationships, and deliver exceptional experiences that reflect the innovation and spirit of Lake Nona. Team members are expected to: Think Strategically Approach each opportunity with a revenue focused mindset that balances rate integrity, client value, and long term partnership potential. Sell Experiences Move beyond traditional hotel sales by helping planners envision distinctive meetings and events that leverage the unique environment of Lake Nona, Wave Hotel, and Althea Event Center. Work as One Team Collaborate across departments and properties to ensure the success of our clients and the continued growth of our hotels. Lead with Hospitality Represent Lake Nona Hotels with professionalism, warmth, and authenticity in every interaction with guests, clients, and colleagues. Pursue Excellence Continuously seek new ideas, market insights, and creative solutions that strengthen our competitive position and elevate the guest experience. Compensation Lake Nona Hotels are committed to investing in the professional growth and success of our sales team. The Group Sales Manager role includes: Competitive base salary• Incentive based commission structure tied to group revenue performance• Opportunities for career advancement within the Lake Nona Hotels portfolio and CoralTree Hospitality network Responsibilities
Sales and Business Development Actively solicit new group business through prospecting, networking, industry events, trade shows, and sales calls• Develop and maintain strong relationships with meeting planners, corporate clients, sports organizations, and third party intermediaries• Identify new market opportunities and proactively pursue revenue growth• Manage inbound group inquiries and respond promptly with proposals, pricing strategies, and creative solutions• Maintain a strong sales pipeline and achieve or exceed assigned revenue and room night goals Market Intelligence and Strategy Maintain a strong understanding of market conditions, competitive positioning, and demand patterns• Strategically position Lake Nona Wave Hotel and Aloft Lake Nona against competing venues• Analyze demand trends, compression periods, and pricing strategies to maximize revenue potential• Collaborate with revenue management and sales leadership to optimize group pricing and inventory Client Experience and Relationship Management Build long term, value driven relationships with clients and partners• Provide consultative guidance to planners in designing successful meetings and events• Represent the hotels with professionalism, enthusiasm, and creativity• Ensure seamless transition of business from sales to operations through clear documentation and communication Sales Administration and Systems Prepare proposals, contracts, and written confirmations in a timely and professional manner• Manage all sales activity within the CRM system including lead management and account activity• Maintain accurate sales records including calls, appointments, site visits, and prospecting activity• Coordinate property tours, site visits, and client presentations• Collaborate with internal departments to ensure successful execution of booked business Target Market Segments The Group Sales Manager will actively pursue business across several key segments including: Corporate Meetings and Incentive Programs• Medical and Healthcare Meetings• Sports Teams and Training Organizations• Association Meetings• Social and Celebration Events• Innovation and Technology Conferences• Regional and National Business Meetings Understanding the unique needs of these segments and positioning Lake Nona Hotels accordingly is critical to success. Performance Metrics and Key Performance Indicators Success in this role will be measured through achievement of defined sales objectives and overall contribution to the group and catering revenue strategy for Lake Nona Wave Hotel and Aloft Orlando Lake Nona. Revenue Production Achievement of assigned annual group room revenue goal• Achievement of assigned annual group room night goal• Contribution toward food and beverage revenue generated through group bookings• Growth of new account production year over year Sales Activity Prospecting calls and outreach activity to new and existing accounts• Client appointments and site visits conducted• Participation in industry events, trade shows, and networking opportunities• Development and management of an active sales pipeline Conversion and Business Development Conversion ratio of leads to definite business• Growth of repeat business and long term client partnerships• Development of new accounts within targeted market segments Sales Administration and CRM Management Accurate and timely updates within the CRM system• Proper documentation of proposals, contracts, and client communication• Collaboration with revenue management and operations teams to ensure successful execution of group programs Team Contribution Positive collaboration with internal departments including revenue management, event operations, and hotel leadership• Participation in sales meetings, strategy discussions, and hotel initiatives• Representation of Lake Nona Hotels in a professional and brand aligned manner Qualifications
Education Bachelor’s degree preferred in: Hospitality Management• Sales and Marketing• Business Administration• Related field Experience Minimum 3 years of hotel group sales experience• Proven track record of closing group business and achieving revenue goals• Experience negotiating contracts and managing complex group programs• Familiarity with CRM systems such as Delphi, CI/TY a plus Working Environment and Physical Requirements The physical demands described here are representative of those required to successfully perform the essential functions of this role. Regularly required to stand, walk, and sit for extended periods throughout the workday• May be required to lift or carry items up to 25 pounds• Occasional travel may be required for sales missions, trade shows, and client visits• Work environment may include moderate noise levels and varying temperatures during site visits or on property events Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Disclaimer This job description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with this position. Responsibilities may evolve as business needs change.
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About Lake Nona Wave Hotel Celebrated as “The Living Room of Lake Nona,” Lake Nona Wave Hotel opened in December 2021 and sits at the heart of one of the most innovative communities in the United States. Our luxury lifestyle hotel blends intuitive technology, wellness programming, and inspired culinary experiences to create a destination unlike anywhere else in Orlando. Wave enhances the lifestyle of our guests through thoughtfully designed spaces, distinctive service, and experiences that energize and recharge the soul. Guests from around the world discover a side of Orlando that is anything but ordinary. About Aloft Orlando Lake Nona Opened in December 2023, Aloft Orlando Lake Nona is the newest addition to the Lake Nona hotel portfolio. The hotel features 205 urban-inspired guestrooms designed for the confidently social and independent traveler. Aloft also features Althea Event Center, a brand new 10,000 sq. ft. meetings and events venue named after tennis legend Althea Gibson, the first African American athlete to achieve international recognition in professional tennis. The hotel serves as a key hospitality partner to: USTA National Campus• Lake Nona Medical City• Corporate partners throughout Lake Nona• Sports and training organizations• Regional and national meetings and events Together, Wave Hotel and Aloft Lake Nona provide a dynamic hospitality ecosystem serving luxury lifestyle travelers, corporate meetings, sports teams, and social events. About CoralTree Hospitality Our team members are the true soul of our company. At CoralTree Hospitality we think differently about travel, about experiences, and about how we care for our people and guests. We strive to create environments that engage, delight, and inspire, while empowering team members with talent, integrity, and heart to thrive. Guided by strong core values, we are committed to creating meaningful connections between people and places while delivering exceptional hospitality. We invite you to join us on this journey. Position Overview The Group Sales Manager is responsible for generating and securing group business for Lake Nona Wave Hotel and Aloft Orlando Lake Nona. This role focuses on actively soliciting, negotiating, and closing group bookings of 50 guestrooms per night or greater, while building long term relationships with meeting planners, corporate partners, sports organizations, and event professionals. The ideal candidate combines strong prospecting ability, strategic thinking, and relationship development with a deep understanding of hospitality operations. Success in this role requires creativity, persistence, organization, and a passion for delivering distinctive guest experiences. The Group Sales Manager plays a key role in achieving overall room revenue, room night production, and food and beverage revenue goals while positioning both properties as premier destinations for meetings and events in the Orlando market. Core Competencies
Sales Drive
A proactive and self motivated sales professional with a passion for identifying and closing new business opportunities. Relationship Builder
Ability to cultivate meaningful relationships with clients, colleagues, and industry partners. Strategic Thinker
Understands market dynamics and positions the hotels effectively within the competitive landscape. Communication Skills
Excellent verbal and written communication skills with strong presentation ability. Organization and Attention to Detail
Ability to manage multiple opportunities simultaneously while maintaining accuracy in documentation and reporting. Team Collaboration
Works effectively across departments to ensure group events are executed seamlessly. Lake Nona Hotels Sales Culture The sales team at Lake Nona Hotels operates with a shared philosophy rooted in collaboration, creativity, and accountability. Our mission is to maximize revenue, build lasting client relationships, and deliver exceptional experiences that reflect the innovation and spirit of Lake Nona. Team members are expected to: Think Strategically Approach each opportunity with a revenue focused mindset that balances rate integrity, client value, and long term partnership potential. Sell Experiences Move beyond traditional hotel sales by helping planners envision distinctive meetings and events that leverage the unique environment of Lake Nona, Wave Hotel, and Althea Event Center. Work as One Team Collaborate across departments and properties to ensure the success of our clients and the continued growth of our hotels. Lead with Hospitality Represent Lake Nona Hotels with professionalism, warmth, and authenticity in every interaction with guests, clients, and colleagues. Pursue Excellence Continuously seek new ideas, market insights, and creative solutions that strengthen our competitive position and elevate the guest experience. Compensation Lake Nona Hotels are committed to investing in the professional growth and success of our sales team. The Group Sales Manager role includes: Competitive base salary• Incentive based commission structure tied to group revenue performance• Opportunities for career advancement within the Lake Nona Hotels portfolio and CoralTree Hospitality network Responsibilities
Sales and Business Development Actively solicit new group business through prospecting, networking, industry events, trade shows, and sales calls• Develop and maintain strong relationships with meeting planners, corporate clients, sports organizations, and third party intermediaries• Identify new market opportunities and proactively pursue revenue growth• Manage inbound group inquiries and respond promptly with proposals, pricing strategies, and creative solutions• Maintain a strong sales pipeline and achieve or exceed assigned revenue and room night goals Market Intelligence and Strategy Maintain a strong understanding of market conditions, competitive positioning, and demand patterns• Strategically position Lake Nona Wave Hotel and Aloft Lake Nona against competing venues• Analyze demand trends, compression periods, and pricing strategies to maximize revenue potential• Collaborate with revenue management and sales leadership to optimize group pricing and inventory Client Experience and Relationship Management Build long term, value driven relationships with clients and partners• Provide consultative guidance to planners in designing successful meetings and events• Represent the hotels with professionalism, enthusiasm, and creativity• Ensure seamless transition of business from sales to operations through clear documentation and communication Sales Administration and Systems Prepare proposals, contracts, and written confirmations in a timely and professional manner• Manage all sales activity within the CRM system including lead management and account activity• Maintain accurate sales records including calls, appointments, site visits, and prospecting activity• Coordinate property tours, site visits, and client presentations• Collaborate with internal departments to ensure successful execution of booked business Target Market Segments The Group Sales Manager will actively pursue business across several key segments including: Corporate Meetings and Incentive Programs• Medical and Healthcare Meetings• Sports Teams and Training Organizations• Association Meetings• Social and Celebration Events• Innovation and Technology Conferences• Regional and National Business Meetings Understanding the unique needs of these segments and positioning Lake Nona Hotels accordingly is critical to success. Performance Metrics and Key Performance Indicators Success in this role will be measured through achievement of defined sales objectives and overall contribution to the group and catering revenue strategy for Lake Nona Wave Hotel and Aloft Orlando Lake Nona. Revenue Production Achievement of assigned annual group room revenue goal• Achievement of assigned annual group room night goal• Contribution toward food and beverage revenue generated through group bookings• Growth of new account production year over year Sales Activity Prospecting calls and outreach activity to new and existing accounts• Client appointments and site visits conducted• Participation in industry events, trade shows, and networking opportunities• Development and management of an active sales pipeline Conversion and Business Development Conversion ratio of leads to definite business• Growth of repeat business and long term client partnerships• Development of new accounts within targeted market segments Sales Administration and CRM Management Accurate and timely updates within the CRM system• Proper documentation of proposals, contracts, and client communication• Collaboration with revenue management and operations teams to ensure successful execution of group programs Team Contribution Positive collaboration with internal departments including revenue management, event operations, and hotel leadership• Participation in sales meetings, strategy discussions, and hotel initiatives• Representation of Lake Nona Hotels in a professional and brand aligned manner Qualifications
Education Bachelor’s degree preferred in: Hospitality Management• Sales and Marketing• Business Administration• Related field Experience Minimum 3 years of hotel group sales experience• Proven track record of closing group business and achieving revenue goals• Experience negotiating contracts and managing complex group programs• Familiarity with CRM systems such as Delphi, CI/TY a plus Working Environment and Physical Requirements The physical demands described here are representative of those required to successfully perform the essential functions of this role. Regularly required to stand, walk, and sit for extended periods throughout the workday• May be required to lift or carry items up to 25 pounds• Occasional travel may be required for sales missions, trade shows, and client visits• Work environment may include moderate noise levels and varying temperatures during site visits or on property events Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Disclaimer This job description is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with this position. Responsibilities may evolve as business needs change.
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