Sales Manager
Pacifica Host Hotels, Austin, TX, United States
Job Description
Job Description
The Sales Manager is a hands‐on, revenue‐driven seller responsible for maximizing group, business travel, and airline crew production for the Holiday Inn Austin Town Lake . This role is heavily focused on active selling —personally prospecting, negotiating, and closing key account. The ideal candidate understands the IHG culture , systems, and the Holiday Inn brand promise and can successfully position a well‐located property as a high‐value option for price‐ and location‐sensitive customers.
Key Responsibilities Sales & Revenue Generation
* Proactively sell and close group, business travel, and airline crew business, with personal room‐night and revenue targets. * Develop and execute a comprehensive sales plan for assigned segments (corporate groups, SMERF, associations, sports, government, airline crew, and negotiated corporate transient). * Respond to leads quickly and professionally, preparing tailored proposals, contracts, and presentations that emphasize location, service, and value over new‐build product. * Use displacement analysis and revenue strategies to protect high‐demand dates while filling need periods. * Collaborate closely with Revenue Management to optimize rate, space, and date mix across group and transient channels.
Market & Account Management
* Build and maintain strong relationships with key local, regional, and national accounts , including airline crew schedulers, travel management companies, consortia partners, and corporate travel managers. * Leverage IHG Sales and brand relationships to capture enterprise accounts, RFP opportunities, and multi‐property deals. * Conduct regular sales calls, client entertainment, site tours, and roadshows to grow account production. * Act as the primary hotel contact for key airline crew and business travel accounts, ensuring service consistency and quick resolution of issues.
Leadership & Collaboration
* Actively participate in weekly revenue strategy meetings , sharing market intel and adjusting tactics as needed. * Champion a sales‐focused culture across the property, aligning front office, reservations, and operations on upsell and service priorities.
Brand, Systems & Process Expertise
* Demonstrate strong working knowledge of IHG systems , including but not limited to: * * Merlin (brand/enterprise resources, performance tools, promotions). * Opera PMS (or current PMS) for group blocks, inventory, and rate loading. * IHG sales and revenue tools, RFP platforms, and reporting dashboards. * IHG Way of Sales methodology, ensuring proper prospecting, qualification, presentation, and follow‐up. * Delphi f or Group, Catering and Volume Account bookings.
* Ensure adherence to Holiday Inn brand standards , while creatively positioning the hotel as a value opportunity (e.g., competitive pricing, flexible terms, strong service, and great lakeside/ downtown access). * Maintain accurate account data, activities, and pipeline in Delphi.
Guest & Client Experience
* Work with Operations to ensure groups, crew, and corporate travelers receive consistent, reliable Holiday Inn experience . * Personally greet VIP and high‐value group contacts, especially for first‐time or airline crew accounts. * Anticipate and address any client concerns and use service recovery and value‐adds where appropriate.
Qualifications & Experience
* 3+ years of hotel sales experience , including significant group and business travel background; airline crew sales or crew contracting experience strongly preferred. * Prior experience with IHG (Holiday Inn or other IHG brand) and familiarity with IHG culture, brand standards, and systems (Merlin, Opera PMS, IHG sales tools, and the Way of Sales methodology). * Proven track record of exceeding sales goals , securing corporate and group agreements, and growing market share in a competitive environment. * Strong negotiation and contract skills, including understanding of displacement, attrition, and cancellation clauses. * Excellent communication, presentation, and relationship‐building skills; comfortable with both in‐person and virtual selling. * Proficiency with MS Office and hotel CRM/sales systems ; experience with airline portals/TMC tools is a plus.
Personal Attributes
* Highly proactive, self‐motivated closer who enjoys being in front of clients. * Strong collaborator who partners well with fellow sales team, GM, Revenue Management, and Operations. * Organized, data‐driven, and able to manage multiple RFPs, group opportunities, and relationships simultaneously.
This role is ideal for an experienced hotel salesperson who knows the IHG / Holiday Inn world, understands airline crew and BT buying behavior , and can turn a seasoned hotel in a prime Austin Town Lake location into a consistent revenue performer through smart, hands‐on selling. Company Description Pacifica Host Hotels is a privately owned and managed hotel company with a diverse portfolio of properties across key West Coast and Sunbelt markets. The company focuses on delivering strong financial performance through hands on ownership and management, while creating welcoming, guest centric experiences that reflect each hotel's unique location and character.
Company Description
Pacifica Host Hotels is a privately owned and managed hotel company with a diverse portfolio of properties across key West Coast and Sunbelt markets. The company focuses on delivering strong financial performance through hands on ownership and management, while creating welcoming, guest centric experiences that reflect each hotel's unique location and character.
Job Description
The Sales Manager is a hands‐on, revenue‐driven seller responsible for maximizing group, business travel, and airline crew production for the Holiday Inn Austin Town Lake . This role is heavily focused on active selling —personally prospecting, negotiating, and closing key account. The ideal candidate understands the IHG culture , systems, and the Holiday Inn brand promise and can successfully position a well‐located property as a high‐value option for price‐ and location‐sensitive customers.
Key Responsibilities Sales & Revenue Generation
* Proactively sell and close group, business travel, and airline crew business, with personal room‐night and revenue targets. * Develop and execute a comprehensive sales plan for assigned segments (corporate groups, SMERF, associations, sports, government, airline crew, and negotiated corporate transient). * Respond to leads quickly and professionally, preparing tailored proposals, contracts, and presentations that emphasize location, service, and value over new‐build product. * Use displacement analysis and revenue strategies to protect high‐demand dates while filling need periods. * Collaborate closely with Revenue Management to optimize rate, space, and date mix across group and transient channels.
Market & Account Management
* Build and maintain strong relationships with key local, regional, and national accounts , including airline crew schedulers, travel management companies, consortia partners, and corporate travel managers. * Leverage IHG Sales and brand relationships to capture enterprise accounts, RFP opportunities, and multi‐property deals. * Conduct regular sales calls, client entertainment, site tours, and roadshows to grow account production. * Act as the primary hotel contact for key airline crew and business travel accounts, ensuring service consistency and quick resolution of issues.
Leadership & Collaboration
* Actively participate in weekly revenue strategy meetings , sharing market intel and adjusting tactics as needed. * Champion a sales‐focused culture across the property, aligning front office, reservations, and operations on upsell and service priorities.
Brand, Systems & Process Expertise
* Demonstrate strong working knowledge of IHG systems , including but not limited to: * * Merlin (brand/enterprise resources, performance tools, promotions). * Opera PMS (or current PMS) for group blocks, inventory, and rate loading. * IHG sales and revenue tools, RFP platforms, and reporting dashboards. * IHG Way of Sales methodology, ensuring proper prospecting, qualification, presentation, and follow‐up. * Delphi f or Group, Catering and Volume Account bookings.
* Ensure adherence to Holiday Inn brand standards , while creatively positioning the hotel as a value opportunity (e.g., competitive pricing, flexible terms, strong service, and great lakeside/ downtown access). * Maintain accurate account data, activities, and pipeline in Delphi.
Guest & Client Experience
* Work with Operations to ensure groups, crew, and corporate travelers receive consistent, reliable Holiday Inn experience . * Personally greet VIP and high‐value group contacts, especially for first‐time or airline crew accounts. * Anticipate and address any client concerns and use service recovery and value‐adds where appropriate.
Qualifications & Experience
* 3+ years of hotel sales experience , including significant group and business travel background; airline crew sales or crew contracting experience strongly preferred. * Prior experience with IHG (Holiday Inn or other IHG brand) and familiarity with IHG culture, brand standards, and systems (Merlin, Opera PMS, IHG sales tools, and the Way of Sales methodology). * Proven track record of exceeding sales goals , securing corporate and group agreements, and growing market share in a competitive environment. * Strong negotiation and contract skills, including understanding of displacement, attrition, and cancellation clauses. * Excellent communication, presentation, and relationship‐building skills; comfortable with both in‐person and virtual selling. * Proficiency with MS Office and hotel CRM/sales systems ; experience with airline portals/TMC tools is a plus.
Personal Attributes
* Highly proactive, self‐motivated closer who enjoys being in front of clients. * Strong collaborator who partners well with fellow sales team, GM, Revenue Management, and Operations. * Organized, data‐driven, and able to manage multiple RFPs, group opportunities, and relationships simultaneously.
This role is ideal for an experienced hotel salesperson who knows the IHG / Holiday Inn world, understands airline crew and BT buying behavior , and can turn a seasoned hotel in a prime Austin Town Lake location into a consistent revenue performer through smart, hands‐on selling. Company Description Pacifica Host Hotels is a privately owned and managed hotel company with a diverse portfolio of properties across key West Coast and Sunbelt markets. The company focuses on delivering strong financial performance through hands on ownership and management, while creating welcoming, guest centric experiences that reflect each hotel's unique location and character.
Company Description
Pacifica Host Hotels is a privately owned and managed hotel company with a diverse portfolio of properties across key West Coast and Sunbelt markets. The company focuses on delivering strong financial performance through hands on ownership and management, while creating welcoming, guest centric experiences that reflect each hotel's unique location and character.