Sales Manager

Overview
The Sales Manager is responsible for generating top-line revenue through proactive sales efforts, strategic account development, and strong client relationship management. This role supports the hotel’s overall commercial success by identifying and converting new business opportunities, managing key accounts, coordinating smaller group and event opportunities, and collaborating cross-functionally to ensure a seamless guest and client experience. The Sales Manager will play an important role in driving occupancy, ADR, and total hotel revenue while representing the hotel in the local market and community.

Responsibilities
Sales & Business Development

Develop and execute strategic sales plans to achieve occupancy, ADR, and revenue goals across key market segments.

Identify, solicit, and convert new business opportunities, including corporate, group, leisure, local negotiated, and partner-generated demand.

Prospect through cold calls, networking, referrals, outside sales activity, and community engagement.

Build and maintain strong relationships with key clients, planners, local businesses, and community partners.

Conduct sales appointments, site tours, and client presentations to showcase the hotel’s offerings and drive business conversion.

Support the creation and implementation of promotions, packages, and special offers to stimulate demand during need periods.

Identify opportunities for ancillary revenue generation, including catering, meetings, and local partnerships.

Develop engaging social media content that increases hotel visibility, strengthens brand presence, and supports lead generation.

Account Management & Client Relations

Respond to all sales inquiries in a timely, professional, and solutions-oriented manner.

Prepare proposals, negotiate pricing, and finalise contracts in alignment with hotel strategy and profitability expectations.

Maintain consistent communication with prospective, tentative, and confirmed clients to maximise conversion and retention.

Develop strong, long-term client relationships that support repeat business and account growth.

Address and resolve client concerns or sales-related issues promptly and professionally.

Assist in soliciting repeat business and re-engaging past clients and accounts.

Group & Event Sales Support

Manage the contracting process for qualified groups and events in accordance with team structure and business needs.

Support the coordination and communication of group and event details to ensure a smooth turnover and execution process.

Conduct detailing calls and follow up with clients on deadlines, requirements, and event specifics.

Upsell additional services, event enhancements, and related offerings to maximise total account value.

Assist in identifying additional revenue opportunities from existing clients, including related meals, receptions, or ancillary events.

Support the preparation and distribution of group resumes, banquet event orders, and other event-related documents to hotel teams.

Revenue Strategy & Performance

Partner closely with revenue management to support pricing, inventory, and account strategy decisions.

Participate in revenue, sales, and leadership meetings as needed to review pace, production, and opportunities.

Monitor account production, booking pace, group pickup, and overall sales performance against goals.

Analyse market conditions, competitor activity, and customer trends to identify opportunities and inform strategy.

Assist with benchmarking and competitive analysis to support market share growth and revenue optimisation.

Systems, Reporting & Administrative Responsibilities

Maintain accurate and current account, booking, and activity information within CRM and hotel sales systems.

Prepare and update contracts, proposals, booking links, account records and sales-related correspondence.

Manage sales tracking tools and reporting related to production, pickup, account status and business trends.

Ensure sales files, contracts, and supporting documentation are organised, complete and compliant with hotel standards.

Prepare reports and summaries related to sales activity, performance, and market intelligence.

Adhere to all hotel policies, brand standards, and established sales procedures.

Cross‑Functional Leadership

Collaborate closely with Front Office, Food & Beverage, Banquets, Revenue Management, and Operations to support the successful execution of business.

Communicate client expectations, contractual commitments, and group/event details clearly to all relevant departments.

Contribute to overall hotel strategy discussions and support the commercial direction of the property.

Share client feedback, market insights, and operational opportunities with leadership and hotel teams to improve performance and guest satisfaction.

Market Presence & Professional Development

Represent the hotel at community functions, industry events, networking opportunities and trade-related activities.

Build relationships with local organisations, vendors, and partners that support lead generation and hotel visibility.

Stay informed on hospitality industry trends, local market dynamics, and competitive activity.

Participate in training and professional development opportunities to strengthen sales effectiveness and career growth.

Qualifications

Minimum of 3 years of progressive hotel sales experience preferred, with exposure to corporate, group, and catering-related business.

Strong understanding of hotel sales processes, negotiations, contracting, and account management.

Experience with Client systems, CRM platforms, and hotel sales technology preferred.

Proven ability to generate leads, build client relationships, and close business successfully.

Strong communication, presentation, and organisational skills with keen attention to detail.

Ability to manage multiple priorities in a fast‑paced environment while maintaining professionalism and responsiveness.

Self‑motivated, team‑oriented, and results‑driven approach to work.

Compensation & Benefits

Salary range (Yearly):

$50000 - $55000

Full‑time, on‑property role at Courtyard Edgewater

Health and dental insurance

401(k) plan

Paid time off (PTO) and company holidays

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