Sales and Marketing - Executive Meeting Manager

Human Resources•Napa, CA

About The Position

The Executive Meeting Manager (EMM) is responsible for driving group revenue through the solicitation, management, and conversion of small-to-mid-size group business (10–54 rooms). This role focuses on high-volume lead handling, short-term bookings, and maximizing revenue opportunities through strategic selling, efficient response, and strong client relationship management. The EMM serves as a key liaison between Sales, Revenue Management, and Operations to ensure seamless execution from initial inquiry through turnover, while maintaining alignment with the property’s revenue strategy.

Requirements

2–5 years of hotel sales or group sales experience, preferably in a luxury or resort environment
Proven track record of achieving revenue and conversion targets
Strong understanding of group sales processes, contracts, and negotiation strategies
Excellent communication, organizational, and time management skills
Ability to manage a high-volume workload with attention to detail and responsiveness
Results-driven with strong revenue focus
High sense of urgency and responsiveness
Strong negotiation and closing skills
Collaborative and cross-functional mindset
Detail-oriented with strong organizational discipline
Customer-focused with a commitment to service excellence

Nice To Haves

Bachelor’s degree in Hospitality, Business, or related field preferred
Experience with CRM systems (e.g. Delphi, Salesforce) and hotel systems preferred

Responsibilities

Manage and respond to all incoming group leads within the 10–54 room range in a timely and professional manner
Drive conversion of inquiries through strategic negotiation, pricing alignment, and proactive follow-up
Actively solicit new business through outbound prospecting, client outreach, and account development
Achieve and exceed assigned revenue, room night, and conversion targets
Identify opportunities to upsell guest rooms, meeting space, and ancillary services
Build and maintain strong relationships with corporate clients, third-party planners, and repeat group accounts
Ensure consistent communication throughout the sales cycle, from inquiry to contract execution
Maintain accurate and up-to-date client records in CRM systems
Partner closely with Revenue Management to ensure pricing, inventory control, and displacement strategies are aligned
Coordinate with Group Rooms, Reservations, and Event Management teams for seamless group execution
Conduct detailed turnover of confirmed groups to operations teams, ensuring accuracy and completeness
Maintain a strong and organized sales pipeline, ensuring all opportunities are actively managed
Track lead activity, conversion metrics, and booking pace to support forecasting and reporting
Participate in regular sales meetings, strategy sessions, and performance reviews
Monitor market trends, competitor activity, and demand patterns within the assigned segment
Adjust selling strategies to optimize performance during need periods and shoulder dates
Contribute insights to support overall sales and revenue strategy