Senior Sales Manager
About The Position
The Senior Sales Manager is responsible for achieving group and leisure sales budgets across the Cape Resorts portfolio, which includes five resort properties in Cape May, New Jersey, and a resort property on Shelter Island, New York. The role contributes to revenue and yield management strategy, including group food and beverage, site fees, and meeting room rentals. It works closely with the Director of Sales, VP of F&B, Head of Marketing, Director of Revenue, and General Managers to meet or exceed hotel room revenue and occupancy goals, and participates in hotel management meetings as assigned. The position develops and executes sales initiatives across group, corporate, social, wedding, and leisure segments; pursues new business; manages sales pipelines and client relationships; and collaborates with revenue management and property leadership on pricing, occupancy, room blocks, and profitability. It monitors performance against budgets, reports on sales activity, represents Cape Resorts in industry settings, and works to ensure client satisfaction and hotel readiness.
Requirements
- Bachelor’s degree.
- At least five years of hotel sales experience, including leisure, corporate, and group markets.
- Excellent verbal and written internal and external communication skills.
- Excellent interpersonal and sales-related skills.
- Experience using Cvent and Lanyon for RFPs.
- Advanced computer skills and knowledge of Microsoft Suite products, including Word, Teams, PowerPoint, and Outlook.
- Working knowledge of room setup types, capacities, and their suitability for different event types.
- Ability to work in a quality, customer-centric sales environment with solid customer relationships and leadership skills.
- Exceptional organizational and supervisory skills.
Nice To Haves
- Understanding of SynXis (CRS).
- Understanding of Maestro (PMS).
- Good understanding of Revenue Management (Duetto).
Responsibilities
- Develop and execute strategic sales initiatives to achieve and exceed annual group, corporate, social, wedding, and leisure revenue goals.
- Identify, pursue, and convert new business opportunities across the Cape Resorts portfolio.
- Develop and maintain a sales pipeline through prospecting, targeted outreach, networking, referrals, and industry partnerships.
- Identify opportunities to increase group room nights, food and beverage revenue, meeting room rentals, site fees, and ancillary revenue.
- Collaborate with Revenue Management and property leadership to optimize pricing, occupancy, room blocks, and profitability.
- Monitor sales performance against budgets and develop action plans for revenue opportunities and shortfalls.
- Build and maintain relationships with corporate meeting planners, planning agencies, destination management companies, social event planners, wedding professionals, travel advisors, and other industry partners.
- Develop new market segments and referral channels to expand the customer base and generate incremental business.
- Represent Cape Resorts at trade shows, networking events, conferences, mixers, and client functions.
- Participate in relevant industry organizations, including Meeting Professionals International, chambers of commerce, Cvent, and other professional associations.
- Understand and work with luxury representation brands such as Preferred Hotel, Chase, and FHR.
- Maintain knowledge of market trends, competition, and clients.
- Provide weekly updates on the sales funnel.
- Participate in weekly Revenue and Rate Strategy meetings.
- Work with the revenue manager to assess group business in relation to rack rates and selling strategies, including displacement analysis.
- Attend weekly individual hotel meetings, Sales Meetings, BEO meetings, training, and other sales-related meetings as required.
- Generate new business in group meetings, food and beverage, and transient segments, and cultivate leads through industry associations, brand connections, and regional tourism entities.
- Manage the relationship with the local convention center.
- Monitor prospecting and business pickup; review sales forecasts, occupancy, space reservations, room blocks, release dates, deposits, and contract proposals; and follow up on client interactions and feedback.
- Provide weekly reports to the Director of Sales on outreach, leads, follow-up calls and emails, client interactions and outcomes, and pending and confirmed contracts.
- Inspect and confirm hotel areas are prepared to meet client expectations.
- Resolve issues, complaints, and problems to ensure client satisfaction.
- Maintain and enforce Top Five Sales Standards: answer phones within three rings; respond to client inquiries with a contract by close of the same business day or within 24 hours; maintain the client list with monthly calls and site visit invitations as needed; make at least 50 sales calls per week where applicable; and establish and maintain welcoming client relationships.
- Oversee the sales coordinator.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
