Sales Manager (Group and Business Travel)

Embassy Suites Nashville at Vanderbilt Hilton•Nashville, TN

4d•Onsite

About The Position

The Sales Manager oversees Group and Business Travel Sales, driving revenue by acquiring, managing, and retaining corporate and local business travel accounts and group business (10 or more guest rooms on peak). The role collaborates closely with the Director of Sales to develop sales strategies, negotiate rates, conduct site inspections, and analyze market trends to maximize occupancy, Average Daily Rate, and banquet revenues. The position has core onsite hours of 8:30 am–5:30 pm, Monday through Friday, with occasional evening and weekend work as duties demand. The role includes local business-day travel, some out-of-area and overnight travel, and travel to client locations. Prior hotel sales experience and reliable transportation are required.

Requirements

At least 2 years of hotel sales experience.
Reliable transportation.
High school diploma or equivalent preferred.
Ability to travel to client locations.
Ability to stand, climb stairs, sit, and bend as needed.

Nice To Haves

Delphi FDC experience preferred.
Hilton experience is a plus.
High school diploma or equivalent preferred.

Responsibilities

Maximize revenue by selling all facets of the hotel within assigned market segments through effective written and oral communication.
Build and strengthen relationships with new and existing customers through sales calls, trade shows, and chamber functions.
Conduct outside sales activities, including prospecting for new accounts and maintaining current accounts at their place of business.
Use negotiating and communication skills to close sales opportunities.
Respond to RFPs professionally and promptly with appropriate pricing and presentation.
Work with the Director of Sales and sales team to maximize rate, date, space, and food and beverage commitments and hotel yield.
Maintain prime selling time and follow a weekly solicitation plan, evaluating successes and discontinuing non-producing leads.
Initiate and respond to financial trend analysis for rate, revenue, occupancy, market segments, and forecasting.
Contribute to the marketing plan and budgeting to position the hotel appropriately in the marketplace.
Communicate with internal departments and stakeholders about potential business opportunities at the hotel.
Present effectively during travel office appointments and client appreciation events.
Assist with planning and executing monthly and quarterly sales blitzes and annual vendor fairs.
Maintain communication with clients regarding blocks and space commitments, revising them as appropriate.
Book and detail BEOs on occasion and attend operational detailing meetings as needed.
Perform sales-related duties, including returning calls related to booked business, writing contracts, preparing promotional materials, and completing sales reports.
Maintain neat, accurate, and organized sales reports, files, and history.
Participate in weekly sales meetings and suggest ways to improve hotel marketability.
Represent the hotel in at least one community or industry organization and participate in industry networking events.
Maintain excellent client relations through regular meetings.
Meet hotel administrative standards, including GRC, diary standards, file and trace systems, space release and diary matrix, contract and cancellation standards, and deposit policies.
Conduct oneself in a friendly and attentive manner during guest encounters.
Maintain a positive and safe work environment and adhere to safety policies and procedures.
Meet or exceed guest room and banquet revenue, room night, and activity targets.
Effectively communicate and manage time commitments, track activities and opportunities, and follow up using appropriate account management tools.
Learn and understand the roles, responsibilities, and business of partner clients.