Senior Sales Manager, (Market or Segment)

Senior Group Sales Manager

Responsibilities

Solicit new and existing accounts to meet or exceed revenue goals through telephone solicitation, outside sales calls, site visits, and written communication.
Prepare correspondence to group accounts in a timely manner.
Manage accounts using DELPHI and other sales/account management software.
Prospect for new business, creating leads and raising awareness of the hotel.
Travel to strategic trade shows and customer events.
Target accounts, markets, or segments with a heavy emphasis on proactive solicitation and account saturation.
Partner with counterparts to effectively manage business opportunities.
Respond to and manage more complex incoming opportunities for the property.
Focus efforts on accounts with significant potential sales revenue.
Develop effective sales plans and actions.
Work with partners to develop creative ideas and proposals for events.
Maximize revenue by upselling packages.
Understand market dynamics—competitors’ strengths and weaknesses, economic trends, supply and demand—and know how to sell against them.
Close the best opportunities based on market conditions and property needs.
Use negotiating skills and creative selling abilities to close business and negotiate contracts.
Handle complex business with significant revenue potential and customer expectations.
Build and strengthen relationships with existing and new customers to enable future bookings, including sales calls, entertainment, FAM trips, and trade shows.
Develop relationships within the community to expand the customer base for sales opportunities.
Provide excellent customer sales service to grow share of the account.
Manage and develop relationships with key internal and external stakeholders.
Utilize intranet for resources, templates, and information.
Participate in site visits.
Develop and facilitate execution of contracts as required.
Execute, and support the operational aspects of booked business (e.g., generating proposals, writing contracts, customer correspondence).
Ensure brand’s Customer Service Standards and property’s Brand Standards through the sales process.
Work with the Director of Sales and team to ensure adequate coverage of the Sales Department.
Field unsolicited leads as allocated.
Coordinate all details of bookings from these accounts with assistance of Sales Assistant.
Work to achieve annual budgetary goals for occupancy and revenue in the group segment.
Achieve monthly and annual quotas.
Manage relationships with accounts and ensure all information/history in DAYLIGHT is current and accurate.
Continually update Delphi database with contact information.
Assist the Director of Sales with development of sales strategies and planning.
Assist with preparation of annual rooms’ budget and marketing plan.
Act as a backup sales resource in any capacity, including handling leisure and corporate business travel reservations when needed.
Qualifications

Proven track record in sales within the luxury hospitality industry (Midwest and/or Southeast market experience).
In-person attendance at least 3 days a week, showcasing dedication to fostering strong partnerships.
5 days a week onsite role based in Newport Beach, CA.
Hotel operations background.
Ability to travel and work independently.
Capable of planning and executing sales trips (local, domestic, international), including detailed follow‑through.
Professional appearance and demeanor.
Strong client/guest service skills.
Working knowledge of reservations and sales & catering systems.
Ability to present the hotel as a unique offering.
Ability to make verbal and written presentations to both large and small groups.
Pre‑opening sales and operations experience.
Knowledge of Delphi, Opera, and Microsoft Office software.
Familiarity with travel throughout key U.S. cities.
Knowledge of high‑end industry publications, general marketing, and public relations skills.
Physical Requirements

Must be able to sit at a desk for up to 5 hours per day.
Walking and standing required for the remainder of the working day.
Requires grasping, writing, standing, sitting, walking, repetitive motions, talking, listening, hearing ability, and visual acuity.
Compensation

Pay scale for Senior Sales Manager (Market or Segment) is $88,000‑$90,000, exclusive of incentive pay such as commissions, piece rates, gratuities, and the like.
In the United States we are proud to be an EEO employer (M/F/D/V). We maintain a drug‑free workplace and perform pre‑employment substance abuse testing.

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