Sales & Conference Services Manager

HRI Hospitality•Dana Point, CA

7d•$75,000 - $100,000•Onsite

About The Position

The Sales & Conference Services Manager is responsible for generating group room and banquet revenue while managing and detailing assigned group and business travel accounts. This position is responsible for achieving or exceeding budgeted revenue goals through proactive sales efforts, relationship development, account management, and exceptional conference and event service. The Sales & Conference Services Manager manages assigned groups and events from initial booking through completion, ensuring all client needs and hotel standards are met. This position partners closely with the Sales, Operations, Food & Beverage, Front Office, and other hotel departments to deliver successful events and maximize revenue opportunities, including upselling and enhancing previously booked business.

Requirements

Minimum of 2–3 years of hotel sales, with a demonstrated track record of success.
High school diploma or equivalent required; college degree in hospitality, business, marketing, or a related field preferred.
Strong knowledge of hotel sales, group business, conference services, and event operations.
Excellent verbal and written communication skills, including the ability to conduct client presentations and effectively communicate with individuals at all levels.
Strong negotiation, prospecting, relationship-building, and closing skills.
Strong organizational and time-management skills with the ability to manage multiple priorities and deadlines in a fast-paced environment.
Strong attention to detail and commitment to accuracy.
Proficiency with Microsoft Office Suite and hotel sales/event-management systems; experience with Delphi or similar sales and catering software preferred.
Ability to work independently while also functioning effectively as part of a cross-functional hotel team.
Strong commitment to providing exceptional internal and external customer service.
Professional demeanor with the ability to build and maintain strong client relationships.
Ability and willingness to travel locally and occasionally out of town as business needs require.
Ability to work a flexible schedule, including evenings, weekends, and holidays when required by business and event needs.

Nice To Haves

college degree in hospitality, business, marketing, or a related field preferred.
experience with Delphi or similar sales and catering software preferred.

Responsibilities

Develop and maintain relationships with existing corporate, SMERF, local business travel, and group accounts.
Identify and solicit new business opportunities within assigned market segments to achieve or exceed revenue goals.
Conduct weekly sales calls and regular prospecting activities with existing and prospective accounts.
Conduct outside sales calls and travel locally to promote the hotel and develop new business.
Schedule and conduct outside sales appointments, property tours, site inspections, client entertainment, and sales blitzes as appropriate.
Generate leads through telephone solicitation, internet research, referrals, networking, trade shows, professional and community organizations, and other sales activities.
Prospect and solicit new business from the hotel's existing customer base through phone calls, networking, trade shows, and other business-development activities.
Negotiate and execute group room block contracts and local business travel agreements within established company authorization limits.
Identify opportunities to increase revenue through upselling, upgrades, additional services, and enhancements to previously booked groups and events.
Maintain accurate account information, sales activities, and prospecting records in Delphi.
Maintain accurate sales records, databases, reports, and account histories to support current and future business development.
Manage assigned groups and events from initial booking through completion, ensuring all details are accurately communicated and executed.
Serve as the primary point of contact for assigned clients throughout the conference services and event-planning process.
Coordinate all aspects of assigned conferences, meetings, banquets, and special events, including room sets, audio-visual requirements, Food & Beverage, rentals, parking, billing, and other client requirements.
Create and maintain accurate banquet event orders (BEOs), group resumes, rooming lists, event layouts, and other event-related documentation.
Conduct detailed pre-event planning with clients to understand and document their specific requirements and expectations.
Create and distribute group resumes and event information to appropriate hotel departments.
Conduct weekly BEO meetings with the Operations Team to review upcoming events, client requirements, special requests, and operational considerations.
Coordinate with hotel departments to ensure all event details are communicated accurately and executed according to client expectations.
Monitor events and proactively address changes, concerns, or service issues to ensure client satisfaction.
Identify and execute opportunities to upsell banquet services, Food & Beverage, meeting enhancements, and other revenue-generating products and services.
Ensure all event-related billing and payment requirements are properly communicated and completed, including collection of deposits or other required payments prior to events or group arrivals, in accordance with hotel policy.
Partner with the Operations Team to communicate client specifications, coordinate event requirements, and promptly address customer concerns or service issues.
Maintain regular communication with clients before, during, and after events to ensure a high level of customer satisfaction.
Participate in hotel staff meetings and other departmental meetings as required.
Build and maintain strong professional relationships with clients, vendors, community partners, and hotel colleagues.
Support the hotel's commitment to exceptional guest service and revenue performance.
Demonstrate knowledge of and support the hotel's environmental and sustainability initiatives.
Immediately report safety hazards, accidents, or unsafe conditions to the appropriate supervisor or manager.
Comply with all applicable company, hotel, brand, and departmental policies and procedures.
Perform other duties and responsibilities as assigned by management.