Sales Manager

DRIFTWOOD HOSPITALITY MANAGEMENT•Río Piedras, PR

16d•Onsite

About The Position

Driftwood Hospitality Management’s company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel. As the local, on property Business Travel contact, the Sales Manager is tasked with the strategic development and growth of the transient corporate segment, and is responsible for identifying, securing, and managing negotiated BT/Corporate accounts while maximizing room night production and revenue contribution. The Sales Manager will play a critical role in expanding market share and strengthening the hotel’s presence within key business sectors while also increasing Hotel’s weekday room nights and ancillary business. Achieve personal and team related revenue goals for hotel. Ensure business is turned over properly and in timely fashion for proper service delivery. Availability matters here. Given the management position of the Sales Manager, the expectation is to maintain flexibility and availability in accordance with operational business demands. Such requirements may include AM and PM availability, varying work schedules and days, weekends, holidays, and extended work hours as necessary to effectively fulfill the responsibilities of the role. In addition, the position requires availability to travel for business purposes as needed.

Requirements

Must have at least three (3+) years of progressive sales experience.
Proven Business Transient / Corporate Sales Track Record - Demonstrated history of growing corporate, government, or negotiated-rate segments at a comparable urban or destination hotel.
Local Market Knowledge & Relationship Network (San Juan / PR) - Existing relationships or fast credibility in the network of government agencies, law firms, financial services, medical/pharma, and the local chamber and tourism association ecosystem.
Revenue Management & Negotiation Acumen - Understanding of rate strategy, RFP season dynamics, GDS/corporate contract mechanics, and balancing transient rate integrity against occupancy goals.
Self-Driven / Prospecting - Independently prospects, performs cold outreach, account mapping, and competitive displacement.
Sales Systems & Data-Driven Reporting - Fluency with sales/CRM platforms (Delphi.fdc, Salesforce, or similar) and the ability to build and defend a pipeline with data, production reports, account penetration, and pace vs. budget.

Nice To Haves

Previous experience in the hospitality industry preferred
Experience selling luxury brands and experiential services preferred

Responsibilities

Proactively identify and solicit new local, regional, and national corporate accounts
Negotiate and manage preferred corporate rate agreements
Participate in Marriott’s annual RFP process and ensure timely, strategic submissions
Target key segments including financial services, legal firms, government agencies, healthcare/pharmaceutical, cruise-related businesses, and regional Caribbean corporations
Maintain and grow relationships with existing corporate accounts to penetrate and saturate for additional revenue
Proactively and reactively solicit, conduct and complete regular sales calls, client meetings, and site inspections
Monitor account production and performance and implement action plans to increase market share for improvement of Hotel RevPAR and RevPAR Index
Develop quarterly and annual business plans for assigned accounts; present said business plans to the Director of Sales & Marketing and General Manager
Collaborate closely with Revenue Management to establish competitive BT/Corporate strategies and rates
Analyze production reports, market intelligence, and competitive trends. This includes but is not limited to STR Reports, Amadeus 360, MarRFP, Lighthouse Segment Drilldown Info, Marriott MiNT Info
Drive corporate revenue growth while protecting rate integrity
Ensure all necessary account activity and documentation are maintained within Marriott sales systems
Represent Hotel Rumbao at networking events, business associations, and industry functions
Build strong relationships within the Old San Juan and greater Puerto Rico business community including the Puerto Rico Chamber of Commerce and Municipality of San Juan as well as leading private corporations
Maintain awareness of local market dynamics and corporate travel trends