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About the Role
The Sales Manager is responsible for generating group business and maximizing revenue through proactive sales, account development, relationship management, and conversion of qualified opportunities. Working within a specialized Sales and Marketing team, the Sales Manager will manage assigned market segments, accounts, and territories while actively developing new sources of business. This position requires a proactive sales mindset and the ability to identify opportunities, build client relationships, understand business needs, and effectively position The Potomac Hotel within the competitive Washington, D.C. market. The Sales Manager is accountable for achieving individual revenue and activity goals while contributing to the hotel's overall group strategy and financial performance.
Responsibilities
- Proactively solicit, develop, and secure new and repeat group business to achieve assigned room, food and beverage, and overall revenue goals.
- Generate new business through prospecting, sales calls, referrals, networking, industry events, database research, and other proactive sales activities.
- Build and maintain a qualified pipeline and consistently advance opportunities through the sales process.
- Develop strong relationships with meeting professionals, corporate clients, associations, government-related organizations, third-party intermediaries, and other sources of group business within assigned markets.
- Grow existing accounts by understanding client meeting patterns, future needs, decision-making processes, and overall revenue potential.
- Represent the hotel at client appointments, networking events, trade shows, sales missions, and other business-development activities.
- Respond strategically and promptly to assigned group leads and Requests for Proposal.
- Qualify opportunities based on guestrooms, meeting space, food and beverage potential, rate expectations, total revenue opportunity, and overall fit for the hotel.
- Develop compelling proposals and conduct site inspections that effectively position the hotel's accommodations, meeting spaces, dining, amenities, location, and overall experience.
- Negotiate rates, meeting space, food and beverage commitments, concessions, and other terms within established parameters.
- Maintain consistent follow-up on pending opportunities to maximize conversion.
- Identify opportunities to increase the total value of business through additional guestrooms, food and beverage, meeting space, and hotel services.
- Facilitate a complete and seamless turnover of definite business to Convention Services while remaining engaged with key clients as appropriate.
- Achieve or exceed established individual sales, revenue, prospecting, and account-development goals.
- Partner with Sales leadership and Revenue Management to evaluate opportunities and determine appropriate business strategy.
- Actively pursue business for identified need periods and adjust prospecting efforts based on hotel priorities.
- Maintain knowledge of competitive properties, market pricing, destination developments, and trends affecting Washington, D.C. group demand.
- Maintain complete and accurate account, lead, activity, proposal, and booking information within Marriott CI/TY and other applicable systems.
- Partner effectively with Convention Services, Catering, Revenue Management, Reservations, Front Office, Banquets, Culinary, and other departments to support a seamless client experience.
- Maintain a high level of responsiveness, professionalism, and ownership throughout the client relationship.
- Support site visits, familiarization trips, client events, sales missions, and other initiatives designed to generate business.
- Perform other duties and responsibilities as assigned.
Requirements
- 2–4 years of hotel sales, hospitality sales, or related business development experience preferred.
- Previous group sales experience within an upscale, luxury, full-service, convention, or large urban hotel strongly preferred.
- Demonstrated ability to prospect for new business, develop accounts, negotiate effectively, and convert opportunities.
- Knowledge of the Washington, D.C. hotel market and relevant group business segments is highly desirable.
- Experience with corporate, association, government, SMERF, or other group markets preferred.
- Understanding of hotel group sales fundamentals, including guestrooms, meeting space, food and beverage, concessions, contracts, and pricing considerations.
- Experience with Marriott CI/TY or a comparable hotel sales and catering system preferred.
- Strong business acumen, relationship-building, negotiation, presentation, and closing skills.
- Highly organized, self-directed, goal-oriented, and able to manage multiple accounts and priorities simultaneously.
- Excellent written and verbal communication skills.
- Ability to travel as required for sales activities and work a flexible schedule when client or business needs require.
Skills
- Sales
- Account Development
- Relationship Management
- Business Development
- Prospecting
- Negotiation
- Closing
- Communication
Location
- Washington, D.C.
Work Type
- Full-time
Experience Level
- 2-4 years
Education Level
- Bachelor's degree in Hospitality Management, Business, Marketing, or a related field preferred; relevant experience may substitute.
Salary/Compensations
- Salary, incentive plan, and benefits (medical, dental, vision, RX, travel discounts, etc).
Benefits
- Medical
- Dental
- Vision
- RX
- Travel discounts
About the Company
- The Autograph Collection is a growing collection of four and five-star independent hotels, each offering unique and memorable experiences. Each hotel is thoughtfully chosen for its quality, originality, bold character, and ability to offer today’s traveler a range of unique experiences suited to their individual sense of style and adventure. All Autograph Collection hotels look to attract The Individualist, the brand's target consumer. The Individualist is someone who uses travel as an opportunity to add to their personal narrative – in essence they are hand selecting our hotels whether for personal or corporate travel because it is much more than simply a place to rest. In joining Autograph Collection, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
Equal Opportunity
- This company is an equal opportunity employer.