Senior Sales Manager

Donohoe Hospitality Services•Reston, VA

8h•$75,000 - $82,000

About The Position

AC Hotel Reston and Residence Inn Reston are seeking a dynamic, motivated, results-oriented Senior Sales Manager to drive group and transient business at both hotels. The role generates revenue through proactive sales initiatives, strategic account management, new-business development, and relationship building across corporate, government, association, sports, and group markets. The manager is responsible for expanding market share, increasing revenue, and strengthening the hotels’ market presence while delivering exceptional client experiences. The position focuses on soliciting, developing, negotiating, and closing group and corporate business, including corporate meetings, negotiated corporate accounts, government and association business, sports teams, training programs, project-based stays, and social groups. Success requires a strategic sales mindset, strong business development and account-management skills, and the ability to build long-term partnerships that foster revenue growth and client loyalty. The Senior Sales Manager also supports the Director of Sales & Marketing in achieving departmental objectives and mentoring sales team members as needed.

Responsibilities

Develop and execute strategic sales plans to achieve and exceed monthly, quarterly, and annual revenue targets.
Generate new group business through prospecting, networking, client engagement, and targeted sales initiatives.
Identify, solicit, negotiate, and secure corporate accounts that drive transient occupancy and long-term revenue growth.
Build, maintain, and expand relationships with corporate clients, government agencies, associations, sports organizations, third-party planners, and key decision-makers.
Conduct regular account reviews and strategic business planning sessions with top-producing clients.
Monitor account production and implement strategies to maximize revenue and market share.
Negotiate group contracts and secure profitable business aligned with hotel revenue strategies and operational goals.
Conduct hotel site tours, client presentations, familiarization (FAM) tours, and entertainment activities.
Collaborate with Revenue Management on competitive pricing strategies, rate integrity, and revenue opportunities.
Partner with Operations teams to ensure seamless group-program execution and exceptional guest experiences.
Use Marriott sales systems, CI/TY, Knowland, CVENT, and other lead-generation tools to identify and pursue business opportunities.
Analyze market trends, competitive activity, and demand patterns to identify opportunities and refine sales strategies.
Represent the hotels at networking events, trade shows, industry conferences, and community organizations to increase visibility and generate leads.
Deliver customer service before, during, and after each event or stay to encourage repeat business and client loyalty.
Support the Director of Sales & Marketing in achieving departmental objectives and mentor sales team members as needed.