Senior Group Sales Manager

POSITION PURPOSE
The Senior Sales Manager is responsible for driving group sales revenue for [Insert Property Name] by securing room blocks of 10 or more rooms on peak, with or without food and beverage components. This role focuses on the corporate, government, and association segments (excluding citywide events) and is expected to operate with a high degree of autonomy, strategy, and professionalism.

As a senior member of the sales team, the Senior Sales Manager plays a critical role in building and maintaining strong client relationships, developing strategic sales plans, and maximizing group revenue opportunities in collaboration with revenue, catering, and operations leaders.

ESSENTIAL RESPONSIBLITIES

Sales & Account Management

• Proactively solicit, negotiate, and confirm qualified group business across assigned segments: corporate, government, and association.
• Manage complex group opportunities including full-property buyouts, VIP programs, and multi-year agreements.
• Develop detailed proposals and strategic responses to RFPs, leveraging hotel positioning and competitive advantages.
• Serve as the primary point of contact for top accounts and ensure high levels of customer satisfaction and repeat business.
• Maintain deep knowledge of market trends, demand generators, and competitor activity to inform strategy.

Collaboration & Execution

• Partner with Revenue Management to align on pricing, displacement analysis, and availability decisions.
• Work closely with the Catering, Banquets, and Operations teams to ensure flawless execution of group programs.
• Lead or participate in pre-convention meetings, internal pre-event planning, and post-event follow-up.

Reporting & Systems Management

• Accurately track all sales activity, proposals, and account communication within Amadeus Delphi.fdc or other Marriott CI/TY CRM platforms.
• Maintain up-to-date booking pace reports, forecasting input, and account performance updates for leadership.
• Ensure all contracts, terms, and group documentation comply with hotel policies and brand standards.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

• Minimum 5–7 years of hotel sales experience, with demonstrated success in managing corporate, government, and association group accounts.
• Strong understanding of hotel group pricing strategies, displacement, and revenue optimization.
• Advanced proficiency in Amadeus Delphi.fdc or similar Marriott CI/TY CRM platforms.
• Proven ability to develop and execute sales strategies, manage complex negotiations, and build lasting client relationships.
• Excellent verbal and written communication skills, including proposal writing and presentation delivery.
• Highly organized, detail-oriented, and able to manage multiple priorities in a fast-paced environment.
• Self-motivated and goal-driven, with the ability to work independently while contributing to a collaborative team culture.
• Familiarity with Hilton, Marriott, or independent hotel standards and operating procedures is a plus.

PHYSICAL DEMANDS

• Frequently required to walk property and conduct client site visits and inspections.
• Extended periods of computer and phone use to manage communication, proposals, and reporting.
• Occasional lifting of up to 25 pounds for sales materials, displays, or trade show support.
• Ability to work flexible hours, including some evenings or weekends, based on client or business needs.

EDUCATION
High school or equivalent education required. Bachelor’s Degree and/or equivalent level of education preferred.

LICENSES OR CERTIFICATIONS 
Ability to provide and maintain a valid driver’s license as the position may require the operation of motorized and electric vehicles.

GROOMING
All Staff Members must maintain a neat, clean and well-groomed appearance per Azul Hospitality Group standards. Refer to the property specific required grooming and uniform standards policy.

ATTENDANCE
Regular attendance in conformance with the standards, which may be established by Azul Hospitality Group from time to time, is essential to the successful performance of this position. Staff with irregular attendance / tardiness will be subject to disciplinary action, up to and including termination of employment. Upon employment, all staff is required to fully comply with Azul Hospitality Group rules and regulations for the safe and effective operation of the hotel’s facilities. Staff members who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment. Due to the cyclical nature of the hospitality industry, staff members may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required. This job description is not an exclusive or exhaustive list of all job functions that a staff member in this position may be asked to perform from time to time.