Group Sales Manager

IHG•Atlanta, GA

22d•$25 - $30•Onsite

About The Position

The Group Sales Manager (Corporate) is responsible for generating corporate group revenue through proactive solicitation, strategic account management, and strong client relationship development. This role focuses on securing corporate group bookings, including meetings, conferences, and business events, while maximizing group room nights, meeting space utilization, and overall hotel profitability. The ideal candidate will have a strong focus on the corporate group segment, with proven success in closing group business and managing complex client accounts.

Requirements

Bachelor’s degree preferred or equivalent hospitality sales experience.
2+ years of hotel sales experience, preferably in group sales or corporate group segments.
Proven ability to close group business and meet or exceed revenue targets.
Strong understanding of corporate group market trends and business drivers, preferably within the Atlanta market.
Proficiency in Opera, Microsoft Office, and CRM systems such as Delphi.
Excellent communication, presentation, and negotiation skills.
Ability to work independently while managing multiple accounts and priorities in a fast-paced environment.
Strategic thinker with strong business acumen and attention to detail.
Customer-focused with a commitment to delivering exceptional service experiences.
Strong collaboration skills with cross-functional teams.
Results-driven, proactive, and adaptable to changing business needs.

Responsibilities

Actively solicit, qualify, and secure new corporate group accounts to achieve or exceed revenue and room night goals.
Manage existing corporate group accounts through ongoing communication, site inspections, client presentations, and entertainment.
Respond to group RFPs in a timely and strategic manner; negotiate group contracts and pricing agreements.
Develop customized proposals for corporate groups, including meetings, conferences, and events.
Generate group business across need periods to optimize occupancy and meeting space utilization.
Maintain detailed account records, sales activities, and opportunities within Delphi and CRM systems.
Conduct hotel site inspections, off-site presentations, and sales trips to key corporate clients and markets.
Collaborate closely with Conference Services, Catering, and Operations teams to ensure seamless execution of group programs.
Participate in trade shows, networking events, and industry meetings to promote the hotel and generate new leads.
Organize and host FAM trips and client events for corporate group planners.
Provide regular updates on market conditions, competitor activity, and business trends impacting group sales.
Maximize total hotel revenue by promoting guest rooms, meeting space, and food & beverage offerings.
Prepare and analyze Lost Business Reports and implement follow-up strategies.
Maintain knowledge of hotel services, brand standards, and local Atlanta market dynamics.
Ensure confidentiality and proper handling of all client and hotel information.