Senior Sales Executive

DRIFTWOOD HOSPITALITY MANAGEMENT•Cocoa Beach, FL

5d•Onsite

About The Position

The Westin Cocoa Beach Resort & Spa is seeking an experienced and strategic Senior Sales Executive to lead the development and execution of corporate and high-end association group sales initiatives. This role is responsible for driving group revenue through proactive prospecting, high-level account management, and strategic alignment with revenue and operations teams. The ideal candidate brings deep resort sales experience, strong corporate relationships, and a proven ability to close complex group business.

Requirements

Minimum of 5+ years of hotel group sales experience, with a strong focus on resort environments
Proven success in booking and managing corporate group business
Demonstrated experience selling and servicing large-scale (“big box”) hotels or resorts with substantial, dynamic meeting and event space
Strong understanding of complex group logistics, multi-day programs, and high-touch event execution
Experience working with properties that feature extensive indoor/outdoor function space, multiple venues, and diverse program needs
Strong understanding of group sales cycles, RFP processes, and contract negotiation
Demonstrated ability to drive revenue and close complex, high-value deals
Excellent communication, presentation, and relationship-building skills
Highly organized with strong analytical and strategic thinking capabilities
Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
Possesses software knowledge (Microsoft Office, etc.).
Possesses systems knowledge (Delphi and Delphi Diagrams).
Must be able to “Knock on doors” to get the business
Knows how to conduct research on the Internet.
Weekly prospecting and soliciting goals
Uncovering new customers
Effective sales skills to up-sell products and services
Knowledge of menu planning, food presentation, and banquet and event service operations
Ability to manage guest room and meeting space inventories
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect department
Knowledge of AV products and services at both hotels
Knowledge of contract management and legalities
Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
Strong communication skills (verbal, listening, writing)
Strong problem-solving skills
Strong customer and associate relation skills
Strong presentation and platform skills
Strong organization skills
Strong “Closing skills”
Strong “persuasion” skills
Ability to use standard software applications and hotel systems
Effective decision making skills

Nice To Haves

Marriott luxury brand experience strongly preferred
Florida market experience preferred
Experience with Marriott systems, CRM platforms, and sales tools preferred

Responsibilities

Lead proactive sales efforts to identify, solicit, and secure new corporate group business to meet and exceed revenue goals
Manage a portfolio of high-value corporate accounts, driving repeat business and long-term partnerships
Develop and execute comprehensive segment strategies aligned with overall hotel revenue objectives
Respond to and strategically qualify incoming RFPs, ensuring optimal pricing, positioning, and conversion
Partner closely with Revenue Management to evaluate group displacement, pricing strategy, and total account value
Conduct high-level negotiations for group contracts, concessions, and multi-year agreements
Build and maintain strong relationships with corporate meeting planners, third-party planners, and procurement teams
Lead and participate in client presentations, site inspections, and familiarization (FAM) tours
Provide accurate forecasting, pipeline management, and production reporting to support budgeting and revenue planning
Collaborate cross-functionally with catering, events, and operations teams to ensure seamless group execution and client satisfaction
Represent the property at industry events, trade shows, and networking functions to expand market presence
Stay informed on market trends, competitor activity, and emerging opportunities within the corporate group segment
Mentor junior sales team members and contribute to a high-performance sales culture
Drive higher than market ADR’s