Senior Group Sales Manager
About The Position
The Senior Group Sales Manager will report to the Director of Group Sales and is responsible for prospecting, soliciting, and contracting group and banquet business. This role involves achieving sales goals by developing new accounts and maintaining existing ones, selling hotel guest rooms, meeting space, and related services. The position requires establishing parameters, quoting and negotiating rates, and confirming group bookings through executed contracts. Maintaining detailed account records, traveling to target markets, and responding to leads in a timely fashion are also key responsibilities. The role involves building strong relationships with clients and internal departments, monitoring market trends, and organizing client engagement events. Additionally, the Senior Group Sales Manager will mentor junior sales team members, develop sales reports, and act as a collaborative team player, supporting colleagues and hotel operations as needed.
Requirements
- Minimum of three years of sales experience
- Proven ability to build relationships and find new business: prospecting, networking, site inspections and sales calls
- Excellent verbal and written communication skills and strong attention to detail
- Excellent time management skills
- Excellent organizational skills, with the ability to prioritize tasks and juggle many tasks simultaneously
- Superior problem-solving/strategizing skills
- Excellent overall computer skills including Microsoft applications, with advanced knowledge of Excel and PowerPoint
- Conformity to the highest standards of personal integrity and ethical behavior
- Exceptional customer service abilities
Nice To Haves
- Bachelor’s degree preferred
- Experience with Opera Cloud/OSEM preferred
- Proactive mindset to anticipate and support changes in our business
Responsibilities
- Prospect, solicit, and contract group and banquet business through strategic action planning, market research, and direct sales efforts.
- Achieve or exceed monthly, quarterly, and annual sales goals by developing new accounts and maintaining existing ones.
- Sell hotel guest rooms, meeting space, and related services including food and beverage, AV, and outlet venues, ensuring alignment with customer expectations and hotel revenue targets.
- Establish parameters, quote and negotiate rates within established guidelines in partnership with Revenue Management Team, and confirm group bookings through executed written contracts.
- Maintain detailed account, contact, and activity records using Opera Cloud Sales System and other relevant platforms.
- Travel to target markets for client meetings, sales calls, tradeshows, promotional events, and conferences, as required.
- Respond to all leads in a timely fashion, with key selling points and sales proposals, tracking conversion and follow-up.
- Build and maintain strong relationships with key stakeholders including existing and potential clients, Accor Global Sales Offices, local tourism boards, and sister properties within the Accor portfolio.
- Partner with E-Commerce & Digital Manager on maximizing CVent, Hopskip and other key group-prospecting tools.
- Monitor market trends and gather competitive intelligence to identify and capitalize on new group sales opportunities.
- Organize and host site inspections, FAM trips, Sales Blitz events and other client engagement events to promote the hotel and its offerings.
- Strengthen partnerships with GSOs and key accounts to maximize revenue opportunities.
- Coordinate closely with internal departments such as Event Services, Front Office, and Catering to ensure all contractual details are executed and client satisfaction is achieved.
- Consistently deliver professional, friendly, and engaging service to both internal and external clients.
- Mentor and support junior sales team members to drive performance and development.
- Develop and present weekly, monthly, quarterly, and annual sales reports, as required.
- Act as a collaborative team player, supporting other group colleagues and ensuring seamless coverage during team members’ travel or time off.
- Support greater hotel through Lobby Ambassador duty and key event coverage, as requested.
- Keep abreast of industry trends and share information with greater team.
- Uphold all departmental policies, procedures, and safety standards.
- Balance operational, administrative, and client needs effectively.
- Perform other job-related duties, as assigned.
Benefits
- Fairmont is proud to be an Equal Opportunity Employer. EEO/M/F/D/V
- All your information will be kept confidential according to EEO guidelines.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
