Cluster Sales Manager

Kalyan Hospitality•Richmond, VA

5d•$50,000 - $65,000

About The Position

The Cluster Sales Manager is a hands-on individual contributor responsible for generating new business, growing existing accounts, and maximizing group, meeting, corporate, and other sales opportunities across multiple assigned Kalyan Hospitality properties. The role develops relationships, prospects in the local market, and sells across multiple hotels, placing business at the property that best meets the customer's needs while maximizing cluster revenue. The Cluster Sales Manager works closely with the Complex Director of Sales, area and regional sales leadership, Revenue Management, Marketing, General Managers, and hotel operations teams to execute sales strategies and achieve revenue goals. The position has no direct supervisory responsibility and carries significant responsibility for sales production, account development, client relationships, and cross-property business development. Success is measured by individual sales production and contribution to overall cluster performance, including revenue and room-night goals, prospecting activity, new account acquisition, existing-account growth and retention, group and event production, cross-selling, pipeline health, CRM usage, market-share objectives, collaboration, and demonstration of Kalyan Hospitality's core values. Other reasonable duties and special projects may be assigned as needed.

Requirements

Strong sales, business-development, and relationship-building skills.
Excellent verbal and written communication skills.
Strong organizational and time-management abilities.
Ability to prospect, negotiate, close business, and maintain long-term client relationships.
Ability to work independently while collaborating effectively with a multi-property team.
Strong initiative, work ethic, and follow-through.
Ability to manage multiple priorities and deadlines.
Professional presence and a customer-service mindset.
Ability to travel between assigned hotels and throughout the local market as needed.
Reliable attendance and punctuality.

Nice To Haves

Prior hotel sales or hospitality sales experience.
Experience selling groups, meetings, weddings, events, or corporate accounts.
Experience with hotel PMS, CRM, Delphi/Salesforce, or other sales systems.
Experience with revenue-management concepts and hotel pricing strategies.
Experience with STR or other hotel market-analysis tools.
Experience in a multi-property or cluster sales environment.
Existing relationships within the local business and hospitality community.

Responsibilities

Develop and execute proactive sales strategies for assigned cluster properties.
Generate new business through prospecting, cold calls, outside sales calls, networking, referrals, sales blitzes, industry events, and other business-development activities.
Identify, qualify, develop, and close business opportunities across multiple market segments.
Conduct client appointments, sales calls, site tours, business lunches, maintenance calls, and closing calls.
Build relationships with decision-makers and influencers, and grow existing accounts and repeat business.
Meet or exceed sales activity, revenue, and room-night production goals; develop monthly action plans and maintain an active prospecting pipeline.
Represent Kalyan Hospitality professionally in the local business community.
Solicit and sell group rooms, meetings, weddings, social events, corporate meetings, sports groups, SMERF, and other assigned segments.
Qualify leads and determine the best hotel, dates, space, rate, and package based on customer needs and revenue strategy.
Prepare proposals, contracts, correspondence, and other sales materials accurately and on time.
Conduct hotel and site tours and present assigned properties' features, benefits, amenities, meeting space, and services.
Manage sales from initial inquiry through closing and turnover to the appropriate hotel team member.
Maintain accurate group blocks, pickup information, contracts, traces, and client records; monitor group booking pace and communicate opportunities or concerns to Sales and Revenue leadership.
Partner with hotel operations and Food & Beverage teams to support successful meetings and events.
Maintain relationships with top and target accounts, meeting planners, corporate clients, community partners, and other key business contacts.
Communicate with clients about current and future lodging, meeting, and event needs; conduct account reviews and identify opportunities for increased production, repeat business, referrals, and cross-selling.
Provide client service through prospecting, contracting, arrival, event execution, and post-event follow-up.
Maintain detailed knowledge of assigned hotels and cross-sell among clustered properties based on availability, customer requirements, market demand, and revenue strategy.
Maintain working knowledge of other Kalyan Hospitality properties, share leads across the portfolio, and collaborate with sales professionals on portfolio-wide opportunities and cluster initiatives.
Understand market position, competitive sets, demand generators, booking pace, and revenue strategies; participate in revenue meetings and provide sales intelligence.
Communicate market demand changes, competitor activity, customer needs, pricing opportunities, and group-block revenue concerns to Sales and Revenue leadership.
Support hotel pricing and rate-improvement strategies and use sales and revenue tools, including STR, feeder-market information, booking pace, and PMS/CRM reporting.
Maintain timely and accurate sales/CRM records, account files, leads, proposals, contracts, traces, opportunities, and an active pipeline.
Complete weekly and monthly sales reports, follow up on leads, meet brand lead-response expectations, and provide leadership with production, pipeline, and account-expansion information.
Build relationships with convention and visitors bureaus, chambers of commerce, tourism organizations, meeting planner organizations, local businesses, competitive hotels, and community partners.
Attend networking events, trade shows, industry functions, client events, and community activities; identify local market opportunities and monitor competitive activity.
Support hotel and cluster marketing initiatives and promotions.
Collaborate with hotel departments and participate in hotel and cluster sales meetings; communicate group activity, VIPs, client needs, special requests, and sales initiatives appropriately.
Share leads, market intelligence, and best practices with fellow sales professionals, support teamwork and accountability, and demonstrate Kalyan Hospitality's core values.
Travel between assigned hotels and throughout the local market as needed.