Senior Sales Manager

Responsible for proactively generating, managing, and closing group room and catering business that drives overall hotel revenue performance. The Senior Sales Manager focuses on maximizing group production through strategic prospecting, relationship management, and effective coordination with internal hotel teams to ensure seamless execution and guest satisfaction.

Key Duties & Responsibilities

Group Sales & Revenue Generation

• Actively solicit new and existing group accounts to meet or exceed hotel revenue goals in group rooms and food & beverage.
• Identify and pursue group opportunities through telephone solicitation, outside sales calls, site inspections, and written communication.
• Develop and maintain a strong pipeline of group business across key market segments (corporate, SMERF, sports, social, and extended-stay groups, as applicable).
• Prepare and negotiate group sales contracts, ensuring accuracy, compliance, and timely execution.
• Monitor booking pace, pickup, and performance against group goals, adjusting strategies as needed.

Systems & Reporting

• Maintain working knowledge of Marriott systems, including MARSHA, FOSSE, CI/TY, MARRFP, Agency360, and Demand360.
• Prepare internal booking reports, forecasts, and account activity documentation.
• Maintain accurate account files, contracts, and correspondence within sales systems and records.

Account Management & Collaboration

• Serve as the primary point of contact for assigned group accounts from initial inquiry through handoff to operations.
• Participate in daily sales meetings, group pre-convention meetings, and strategy sessions.
• Collaborate closely with Operations, Front Office, and Food & Beverage teams to ensure groups are properly communicated, supported, and executed.
• Follow up post-event to confirm satisfaction and identify repeat or referral opportunities.

Market Engagement & Brand Representation

• Represent the hotel professionally at trade shows, community events, and industry meetings.
• Develop and maintain knowledge of local market conditions, competitors, and demand trends.
• Position the hotel effectively based on brand standards, amenities, and guest needs.

Team & Culture

• Actively participate as a team player across all hotel departments.
• Assist with competitive data collection and market intelligence.
• Uphold hotel values, including CARE and the Four Disciplines of Associate Success.