Business Travel Sales Manager

DRIFTWOOD HOSPITALITY MANAGEMENT•Cocoa Beach, FL

2d•Onsite

About The Position

The Westin Cocoa Beach Resort & Spa is seeking a highly driven and strategic Business Travel Sales Manager to lead the development and growth of corporate and negotiated business travel accounts, while also supporting key leisure segments. This role is responsible for driving revenue through proactive sales strategies, high-value account acquisition, and strong cross-functional collaboration across corporate and leisure channels.

Requirements

Minimum of 3+ years of hotel sales experience, with a strong focus on business travel and exposure to leisure sales segments
Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
Possesses software knowledge (Microsoft Office, etc.).
Possesses systems knowledge (Delphi and Delphi Diagrams).
Must be able to “Knock on doors” to get the business
Knows how to conduct research on the Internet.
Weekly prospecting and soliciting goals
Uncovering new customers
Effective sales skills to up-sell products and services
Knowledge of menu planning, food presentation, and banquet and event service operations
Ability to manage guest room and meeting space inventories
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect department
Knowledge of AV products and services at both hotels
Knowledge of contract management and legalities
Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
Strong communication skills (verbal, listening, writing)
Strong problem-solving skills
Strong customer and associate relation skills
Strong presentation and platform skills
Strong organization skills
Strong “Closing skills”
Strong “persuasion” skills
Ability to use standard software applications and hotel systems
Effective decision making skills

Nice To Haves

Marriott brand experience strongly preferred
Experience working with luxury travel agencies, consortia, and high-end leisure clients preferred
Demonstrated ability to drive revenue growth across multiple segments, including corporate and leisure
Strong analytical, negotiation, and strategic planning skills
Experience with Marriott systems, RFP platforms, and CRM tools preferred

Responsibilities

Identify, solicit, and secure new corporate and business travel accounts to meet and exceed revenue goals
Manage and grow existing negotiated accounts, ensuring long-term partnerships and repeat business
Develop and execute strategic sales plans targeting local, regional, and national corporate clients, as well as key leisure segments
Lead the annual RFP process, including strategy, pricing recommendations, and submission through Marriott systems
Analyze market trends, demand patterns, and competitor activity across both corporate and leisure segments to proactively adjust sales strategies
Partner closely with Revenue Management to align pricing, segmentation, and inventory strategies for optimal profitability
Drive production from key accounts through quarterly business reviews and performance tracking
Cultivate relationships with key decision-makers, travel managers, corporate procurement teams, and luxury travel advisors/agencies (e.g., Virtuoso, Signature, Ensemble)
Develop and maintain partnerships with leisure travel agencies and consortia to capture high-rated transient business
Establish & Manage Relationships with key Online Travel Agencies (Costco Travel, Expedia, Priceline)
Establish & Manage Relationship with Port Canaveral wholesellers
Conduct high-level negotiations for preferred corporate agreements and leisure partnerships
Provide forecasting, reporting, and pipeline analysis to support budget and revenue planning
Mentor and support junior sales team members or coordinators as applicable
Represent the hotel and brand at industry events, trade shows, and networking functions across both corporate and luxury leisure channels
Lead and participate in client presentations, site inspections, and familiarization (FAM) tours