HOTEL GROUP SALES MANAGER

Principal Responsibilities: HOTEL SALES EXPERIENCE REQUIRED. Generates group room revenue through proactive sales efforts, lead response, account management, and business development within assigned group market segments. Identifies new group business opportunities, develops relationships with meeting planners and group decision-makers, and converts leads into booked group business. Manages the group sales cycle from inquiry through proposal, contract, booking, and turnover while maintaining an organized sales pipeline and consistent activity levels. Collaborates with Revenue Management, Catering, and Operations to ensure group sales efforts are aligned with hotel revenue objectives and service delivery. ESSENTIAL FUNCTIONS Generates group room revenue through proactive prospecting, responding to inquiries and RFPs, and managing assigned group accounts. Executes sales strategies within assigned group market segments, including corporate, association, SMERF, government, sports, and other group business. Conducts proactive sales activities, including calls, emails, networking, client appointments, site inspections, and outside sales calls throughout the local market. Identifies and develops new group business opportunities, particularly during hotel need periods, while maintaining and growing existing accounts. Manages the group sales process from lead intake through proposal, negotiation, contracting, booking, and turnover. Develops timely and accurate proposals that align client needs with hotel capabilities, availability, and revenue objectives. Negotiates contracts within established guidelines and ensures agreements accurately document room blocks, rates, deposits, payment schedules, and other applicable terms. Partners with Revenue Management to evaluate group pricing, room-block availability, and business opportunities based on hotel demand. Maintains consistent follow-up with prospective customers to move opportunities through the sales pipeline and maximize conversion. Conducts hotel site inspections and client meetings and represents the hotel professionally with prospective and existing customers. Maintains accurate account, sales activity, and pipeline information within applicable CRM and sales systems. Works with Catering, Operations, and other hotel departments to ensure accurate and timely turnover of booked group business and clear communication of client expectations. SUPPORTIVE FUNCTIONS In addition to performing the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function determined by the particular requirements of the hotel: Participate in sales meetings, training programs, property meetings, and other hotel-related meetings as required. Maintain an organized system for account files, correspondence, contracts, sales activities, and follow-up. Assist with site inspections, property tours, client events, familiarization trips, and other sales-related activities. Maintain effective communication and working relationships with hotel departments to ensure group requirements and commitments are communicated and executed appropriately. Assist the Director of Sales and Marketing and other members of the Sales team with special projects, promotions, and sales initiatives as needed. Represent the hotel professionally at industry events, networking functions, trade shows, and community activities as assigned. Perform other duties and responsibilities as assigned by management. OTHER DUTIES Demonstrate an understanding of and commitment to the Avalon culture by supporting and adhering to Company policies, procedures, and service standards. Regular and reliable attendance, in accordance with Company standards, is essential to the successful performance of this position. Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to meet the business needs of the hotel. Some weekends may be required as demand requires. Perform other duties and responsibilities as assigned by management. SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY The individual must possess the following knowledge, skills and abilities and to be able to explain and demonstrate that he or she can perform the essentials functions of the job, with or without reasonable accommodation. Thorough knowledge of hotel sales practices, group sales processes, and the hospitality industry. Ability to prospect, solicit, negotiate, and close group business while developing and maintaining strong client relationships. Ability to understand and evaluate group business opportunities, including guest room needs, meeting and event requirements, rates, concessions, and contract terms. Strong verbal and written communication, presentation, negotiation, and interpersonal skills. Ability to organize, prioritize, and manage multiple accounts, leads, deadlines, and client commitments simultaneously. Ability to work independently while collaborating effectively with Sales, Revenue Management, Operations, Food & Beverage, and other hotel departments. Ability to analyze sales activity, market conditions, competitive information, and account production to identify opportunities and achieve established sales goals. Proficiency with computers and standard business applications. Ability to learn and effectively utilize hotel sales, CRM, property management, and related systems. Ability to maintain a professional appearance and demeanor and represent the hotel effectively with clients, prospective clients, and the community. Ability to exercise sound judgment, initiative, discretion, and confidentiality in performing job responsibilities. QUALIFYING STANDARDS Education High school diploma or equivalent required. Bachelor’s degree in Hospitality Management, Business Administration, Marketing, or a related field preferred. Experience Minimum of three (3) years of HOTEL SALES EXPERIENCE IS required, preferably with experience in group sales. Previous experience soliciting, negotiating, and contracting group business strongly preferred. Licenses or Certifications No specific licenses or certifications required. Must possess a valid driver’s license and have the ability to travel as required b y the position. Grooming All team members must maintain a neat, clean and well-groomed appearance (specific standards available). Other Applicants with additional language skills preferred.