Group Room Sales Manager

DRIFTWOOD HOSPITALITY MANAGEMENT•Cocoa Beach, FL

12d•Onsite

About The Position

As the on-property sales representative responsible for group room revenue, the Group Room Sales Manager is responsible for proactively soliciting, developing, and managing group business opportunities that generate hotel room nights and revenue. This role focuses on identifying new business, maintaining strong client relationships, negotiating contracts, and maximizing group revenue opportunities. The Group Room Sales Manager partners closely with the Director of Sales & Marketing, Revenue Management, and hotel operations teams to achieve revenue goals while ensuring a seamless transition from sales to service delivery. The ideal candidate is a results-driven sales professional with strong market knowledge, exceptional relationship-building skills, and a proven ability to close group business.

Requirements

Minimum of 3+ years of progressive sales experience required.
Strong understanding of group sales processes, room blocks, contracts, and revenue strategies.
Proven ability to prospect, negotiate, close business, and achieve sales goals.
Strong relationship management and customer development skills.
Ability to identify and develop new business opportunities.
Strong knowledge of hotel operations and how they impact group sales.
Proficiency with Microsoft Office Suite and standard business applications.
Strong presentation, communication, negotiation, and persuasion skills.
Excellent organization and time management skills.
Ability to manage multiple priorities and meet deadlines.
Strong problem-solving and decision-making abilities.
Ability to understand forecasts, budgets, revenue goals, and profitability objectives.

Nice To Haves

Previous hotel, hospitality, group sales, or related industry experience preferred.
Experience generating group room revenue and managing accounts preferred.
Experience with Delphi or similar hotel sales systems preferred.

Responsibilities

Develop and execute sales strategies focused on increasing group room revenue and achieving property sales goals.
Prospect and solicit new group business from corporate, association, SMERF, sports, government, and other assigned market segments.
Identify, qualify, and pursue new revenue opportunities through outbound sales calls, networking, referrals, industry events, and market research.
Meet or exceed individual room night, revenue, and production goals.
Manage assigned accounts to increase production, retention, and repeat business.
Understand market conditions, competitor performance, economic trends, and demand patterns to maximize revenue opportunities.
Conduct sales presentations, client meetings, property tours, and virtual presentations.
Create customized proposals and negotiate contracts that align with hotel objectives and client needs.
Effectively upsell guest rooms, meeting space, amenities, and additional hotel services.
Maintain accurate sales activity, account information, forecasts, and pipeline management through Delphi or other hotel systems.
Forecast group room blocks, pickup, and revenue accurately and communicate updates to leadership.
Partner with Revenue Management to maximize rates, availability, and profitability.
Ensure proper turnover of contracted business to Convention Services and operations teams.
Maintain knowledge of hotel products, services, amenities, and competitive positioning.
Achieve departmental goals through consistent prospecting and account development.
Build strong, long-term relationships with clients by providing exceptional service throughout the sales process.
Maintain proactive communication with clients from initial inquiry through event completion.
Ensure client expectations are clearly communicated and met during all phases of the group experience.
Coordinate with operations teams to ensure successful execution of group stays.
Conduct client follow-up after departure to strengthen relationships and encourage repeat business.
Address client concerns professionally and promptly while identifying solutions.
Create loyalty by delivering personalized service and demonstrating ownership of the guest experience.
Demonstrate commitment to Driftwood Hospitality Management’s operating principles and service standards.
Take ownership of sales performance, account management, and revenue results.
Collaborate effectively with hotel leadership and cross-functional teams.
Adapt quickly to changing business needs and market conditions.
Make sound decisions using available information and business insight.
Maintain accountability for personal performance and team objectives.
Develop trusted partnerships with clients, meeting planners, travel professionals, and internal stakeholders.
Treat all individuals with professionalism, dignity, and respect.
Demonstrate integrity, accountability, and strong business ethics.
Listen actively and respond effectively to client needs and feedback.
Foster teamwork and collaboration across departments.
Follow all company standards, policies, procedures, and sales practices.
Maintain consistent prospecting activity and account follow-up.
Prioritize opportunities based on revenue potential and business impact.
Manage multiple sales opportunities while maintaining attention to detail.
Follow through on client commitments, inquiries, and requests.
Utilize sales tools, resources, and support teams effectively.
Share knowledge, sales strategies, and best practices with team members.
Support a collaborative and high-performing sales culture.
Pursue opportunities for professional development and continuous improvement.
Maintain current knowledge of hospitality trends, group sales strategies, and market conditions.
Seek opportunities to improve sales skills and industry knowledge.
Share successful strategies, innovations, and lessons learned with the team.
Demonstrate proficiency in all technical and procedural requirements of the role.