Business Travel (BT) Sales Manager

Four Points by Sheraton Suites Tampa Airport Westshore•Tampa, FL

3d•Onsite

About The Position

Four Points by Sheraton Tampa Airport Westshore, managed by StepStone Hospitality, is seeking a motivated, results-driven, relationship-focused Business Travel Sales Manager for its Sales & Marketing team. The role develops, manages, and grows the hotel's corporate transient business through proactive sales, strategic account management, and relationships with local, regional, and national corporate clients. It focuses on identifying new opportunities, securing negotiated corporate accounts, increasing room-night production, and maximizing business-traveler revenue. The manager builds and maintains corporate client relationships, prospects for new accounts, conducts outside sales calls and client appointments, negotiates corporate rates, responds to inquiries and RFPs, monitors account production, and develops account action plans. The role also works with the Director of Sales & Marketing and Revenue Management team on sales strategy, market development, revenue goals, reporting, and forecasting. Collaboration with hotel departments helps ensure corporate account agreements, preferences, and expectations are communicated and met. The position represents the hotel at client meetings and networking activities and supports other sales initiatives as assigned. The ideal candidate is a proactive hospitality sales professional with a strong understanding of corporate travel programs, negotiated rates, account production, revenue management, and the competitive hotel market. The position is based at Four Points by Sheraton Tampa Airport Westshore in Tampa's Westshore business district.

Requirements

Minimum 2–3 years of hotel sales experience preferred, focused on corporate transient or business-travel sales.
Previous experience as a Business Travel Sales Manager, Corporate Sales Manager, Sales Manager, or similar hospitality sales professional is strongly preferred.
Strong understanding of corporate negotiated rates, business-travel programs, and corporate account management.
Knowledge of hotel revenue-management principles, ADR, occupancy, RevPAR, and account production.
Proven ability to prospect, develop new accounts, negotiate agreements, and achieve revenue goals.
Strong communication, presentation, negotiation, and relationship-building skills.
Excellent organizational and time-management skills.
Self-motivated, goal-oriented, and comfortable conducting outside sales calls.
Proficiency in Microsoft Office, including Excel, Word, Outlook, and PowerPoint.
Ability to work independently and collaborate with hotel Sales and Operations teams.
Flexibility to attend occasional evening or weekend client events and networking activities.

Nice To Haves

Marriott or other branded hotel sales experience is highly desirable.
Experience with corporate RFPs and negotiated-rate processes is preferred.
Experience with Marriott sales tools, hotel CRM systems, or similar hospitality sales platforms is preferred.
Knowledge of the Tampa Bay corporate travel market is a plus.

Responsibilities

Identify, solicit, and secure new corporate transient business for the hotel.
Build relationships with local businesses, corporate travel managers, travel agencies, and business-travel decision-makers.
Conduct outside sales calls, prospecting, client appointments, networking, property tours, client presentations, and familiarization visits.
Identify potential corporate accounts in the Tampa International Airport area, Westshore business district, and surrounding markets.
Negotiate corporate room rates and agreements within hotel revenue strategies and approved pricing guidelines.
Grow corporate account production, room-night volume, average daily rate, room revenue, and corporate market share.
Respond to corporate travel inquiries, RFPs, and negotiated-rate opportunities; participate in corporate travel programs and RFP processes as assigned.
Identify opportunities in extended-stay, project, relocation, and other business-travel segments.
Meet sales activity goals, account production targets, and revenue objectives.
Manage assigned corporate accounts, maintain regular communication and follow-up, and develop account action plans.
Monitor account production, booking trends, room-night volume, and negotiated-rate performance; conduct account reviews and address production concerns.
Maintain accurate account profiles, contacts, negotiated agreements, and production records.
Work with the Director of Sales & Marketing and Revenue Management team to develop corporate transient sales strategies and action plans.
Analyze local market trends, competitive hotel performance, business-travel demand, and high-potential accounts and industries.
Support strategies to increase occupancy and revenue during need periods and participate in revenue meetings and sales planning.
Maintain knowledge of Marriott brand programs, corporate travel initiatives, and negotiated-rate processes.
Maintain sales activity records, prospecting reports, client communications, account updates, and an organized prospect pipeline.
Track account production and sales goals, prepare weekly activity reports and revenue forecasts as required, and document activity in hotel sales systems, CRM platforms, and Marriott tools.
Ensure timely follow-up on leads, inquiries, and RFPs and comply with Marriott brand standards, StepStone Hospitality policies, and sales procedures.
Partner with Front Office, Reservations, Revenue Management, and hotel operations to communicate agreements, account preferences, and special arrangements.
Assist with corporate client concerns and maintain positive business relationships.
Represent the hotel professionally at networking events, business meetings, trade functions, and community activities.
Support hotel sales initiatives, special projects, and other responsibilities assigned by the Director of Sales & Marketing.