Sales Manager
Driftwood Hospitality Management, San Juan, San Juan, United States
Driftwood Hospitality Management’s company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel.
Job Summary As the local, on property Business Travel contact, the Sales Manager is tasked with the strategic development and growth of the transient corporate segment, and is responsible for identifying, securing, and managing negotiated BT/Corporate accounts while maximizing room night production and revenue contribution. The Business Travel Sales Manager will play a critical role in expanding market share and strengthening the hotel’s presence within key business sectors while also increasing Hotel’s weekday room nights and ancillary business. Achieve personal and team related revenue goals for hotel. Ensure business is turned over properly and in timely fashion for proper service delivery.
Essential Job Functions This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require availability am and pm, variations in shift days, starting times, and hours worked in a week. Availability to travel for business is required.
Proactively identify and solicit new local, regional, and national corporate accounts
Negotiate and manage preferred corporate rate agreements. Drive corporate revenue growth while protecting rate integrity
Participate in Marriott’s annual RFP process and ensure timely, strategic submissions
Target key segments including financial services, legal firms, government agencies, healthcare/pharmaceutical, cruise-related businesses, and regional Caribbean corporations
Maintain and grow relationships with existing corporate accounts to penetrate and saturate additional revenue
Proactively and reactively solicit, conduct and complete regular sales calls, client meetings, and site inspections
Monitor account production and performance and implement action plans to increase market share for improvement of Hotel RevPAR and RevPAR Index
Develop quarterly and annual business plans for assigned accounts; present said business plans to the Director of Sales & Marketing and General Manager.
Collaborate closely with Revenue Management to establish competitive BT/Corporate strategies and rates
Analyze production reports, market intelligence, and competitive trends. This includes but is not limited to STR Reports, Amadeus 360, MarRFP, Lighthouse Segment Drilldown Info, Marriott MiNT Info
Ensure all necessary account activity and documentation are maintained within Marriott sales systems
Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply, and demand, etc.
Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
Responds to incoming inquiries within their market segment within 4 hours. Conducts customer site inspections,
Represent Hotel Rumbao at networking events, business associations, and industry functions
Build strong relationships within the Old San Juan and greater Puerto Rico business community including the Puerto Rico Chamber of Commerce and Municipality of San Juan as well as leading private corporations
Maintain awareness of local market dynamics and corporate travel trends
Qualifications KNOWLEDGE, SKILLS & ABILITIES
The Hotel may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below, when applicable
Minimum 3 years of hotel sales experience, with a focus on corporate transient business preferred
Marriott brand experience strongly preferred
Proven success in securing and managing negotiated BT/Corporate accounts
Local Puerto Rico market experience strongly preferred
Strong negotiation, acumen, presentation, and relationship‑building skills
Highly organized with strong analytical abilities
Bachelor’s degree in Hospitality, Business, or related field preferred
Well‑developed negotiation, project, and account management skills.
Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
Ability to work independently and as a member of various teams and committees.
Commitment to excellence and high standards.
Ability to work with all levels of management.
Strong organizational, problem‑solving, and analytical skills.
Good judgment with the ability to make timely and sound decisions.
Excellent problem resolution and consultative sales skills.
Proven ability to handle multiple projects and meet deadlines.
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
Proficient in Microsoft Office and Delphi.
Must have proven and aggressive selling background in the Hotel industry.
Physical Demands
While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear.
The employee frequently is required to use hands to finger, handle, or feel objects, or telephone.
The employee must regularly lift and/or move up to 10-25 pounds.
Benefits
401(k)
Disability insurance
Employee assistance program
Health insurance
Life insurance
Paid time off
Room Discounts
Employee Food and Beverage Discounts
EEO: Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.
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Job Summary As the local, on property Business Travel contact, the Sales Manager is tasked with the strategic development and growth of the transient corporate segment, and is responsible for identifying, securing, and managing negotiated BT/Corporate accounts while maximizing room night production and revenue contribution. The Business Travel Sales Manager will play a critical role in expanding market share and strengthening the hotel’s presence within key business sectors while also increasing Hotel’s weekday room nights and ancillary business. Achieve personal and team related revenue goals for hotel. Ensure business is turned over properly and in timely fashion for proper service delivery.
Essential Job Functions This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require availability am and pm, variations in shift days, starting times, and hours worked in a week. Availability to travel for business is required.
Proactively identify and solicit new local, regional, and national corporate accounts
Negotiate and manage preferred corporate rate agreements. Drive corporate revenue growth while protecting rate integrity
Participate in Marriott’s annual RFP process and ensure timely, strategic submissions
Target key segments including financial services, legal firms, government agencies, healthcare/pharmaceutical, cruise-related businesses, and regional Caribbean corporations
Maintain and grow relationships with existing corporate accounts to penetrate and saturate additional revenue
Proactively and reactively solicit, conduct and complete regular sales calls, client meetings, and site inspections
Monitor account production and performance and implement action plans to increase market share for improvement of Hotel RevPAR and RevPAR Index
Develop quarterly and annual business plans for assigned accounts; present said business plans to the Director of Sales & Marketing and General Manager.
Collaborate closely with Revenue Management to establish competitive BT/Corporate strategies and rates
Analyze production reports, market intelligence, and competitive trends. This includes but is not limited to STR Reports, Amadeus 360, MarRFP, Lighthouse Segment Drilldown Info, Marriott MiNT Info
Ensure all necessary account activity and documentation are maintained within Marriott sales systems
Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply, and demand, etc.
Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
Responds to incoming inquiries within their market segment within 4 hours. Conducts customer site inspections,
Represent Hotel Rumbao at networking events, business associations, and industry functions
Build strong relationships within the Old San Juan and greater Puerto Rico business community including the Puerto Rico Chamber of Commerce and Municipality of San Juan as well as leading private corporations
Maintain awareness of local market dynamics and corporate travel trends
Qualifications KNOWLEDGE, SKILLS & ABILITIES
The Hotel may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below, when applicable
Minimum 3 years of hotel sales experience, with a focus on corporate transient business preferred
Marriott brand experience strongly preferred
Proven success in securing and managing negotiated BT/Corporate accounts
Local Puerto Rico market experience strongly preferred
Strong negotiation, acumen, presentation, and relationship‑building skills
Highly organized with strong analytical abilities
Bachelor’s degree in Hospitality, Business, or related field preferred
Well‑developed negotiation, project, and account management skills.
Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
Ability to work independently and as a member of various teams and committees.
Commitment to excellence and high standards.
Ability to work with all levels of management.
Strong organizational, problem‑solving, and analytical skills.
Good judgment with the ability to make timely and sound decisions.
Excellent problem resolution and consultative sales skills.
Proven ability to handle multiple projects and meet deadlines.
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
Proficient in Microsoft Office and Delphi.
Must have proven and aggressive selling background in the Hotel industry.
Physical Demands
While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear.
The employee frequently is required to use hands to finger, handle, or feel objects, or telephone.
The employee must regularly lift and/or move up to 10-25 pounds.
Benefits
401(k)
Disability insurance
Employee assistance program
Health insurance
Life insurance
Paid time off
Room Discounts
Employee Food and Beverage Discounts
EEO: Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.
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