Small Group Sales Manager

Salamander Hospitality•Middleburg, VA

18h•$65,000 - $75,000•Onsite

About The Position

The Small Group Sales Manager is responsible for driving incremental group room revenue by proactively identifying, developing, and closing business. This role plays a critical part in maximizing occupancy by targeting shoulder periods and calendar gaps, ensuring optimal utilization of resort inventory across all seasons. This is a pure sales role, owning the full sales cycle from lead generation through contract execution.

Requirements

5–7+ years of progressive sales experience in luxury hospitality or resort sales (required)
Proven success driving group revenue and closing business in a competitive environment
Strong understanding of forecasting, budgeting, and pace management
Experience selling group room blocks and managing corporate accounts
Exceptional communication, negotiation, and relationship-building skills
Executive presence aligned with a Forbes Five-Star brand
Highly organized, strategic, and results-driven
Candidates without luxury or resort sales experience will not be considered.

Nice To Haves

Experience with Delphi FDC, Opera, and Microsoft Office
Knowledge of contract management, pricing strategy, and hotel operations

Responsibilities

Drive group room revenue within the small group segment (10–25 peak rooms)
Target local and regional drive markets, focusing on corporate and executive-level clients
Develop business from C-suite retreats, board meetings, leadership offsites, and executive gatherings
Proactively identify and fill need dates, shoulder periods, and calendar gaps
Generate new business through outbound prospecting, referrals, and third-party channels (ALHI, Preferred Hotels & Resorts)
Own the complete sales cycle: prospecting, qualification, proposal development, site tours, negotiation, and closing
Develop and present customized proposals aligned with client objectives and Forbes Five-Star positioning
Negotiate rates, packages, and contract terms in alignment with revenue strategy
Achieve and exceed group revenue goals set by the Director of Sales
Build and maintain relationships with executive assistants, administrators, and decision-makers
Serve as the primary point of contact from inquiry through contract execution
Lead property tours showcasing accommodations, dining, spa, equestrian, and meeting experiences
Deliver a seamless, high-touch pre-arrival sales experience
Maintain communication through handoff to Conference Services
Represent Salamander’s Forbes Five-Star service culture in all client interactions
Anticipate client needs and deliver elevated, personalized service
Address concerns proactively and build long-term client loyalty