Sales Manager

At OTH Hotels Resorts, our team is our number one asset. We strive to create a safe, positive, uplifting work environment for all and a culture that ignites a long-term career passion for hospitality and service. Our shared purpose is to be the Heart of Hospitality in the lives of our team members, guests, owners, partners, and communities.

Job Title

Sales Manager

Location

Property

Department

Sales and Marketing

Property, if applicable

 Property Specific

FLSA

Exempt

Direct Supervisor

Director of Sales

And Marketing

Job Overview

As the Sales Manager, you will be responsible for generating revenue through proactive sales efforts, lead response, and account management within assigned market segments. You will support the execution of the hotel’s sales strategy by identifying new business opportunities, developing client relationships, and converting leads into booked business.

You will manage the sales cycle from inquiry through booking and turnover, while maintaining an organized pipeline and consistent activity levels. This role requires collaboration with Revenue Management, Catering, and Operations teams to ensure alignment between sales efforts and service delivery.

Success in this role is measured through individual production, activity levels, conversion rates, and contribution to overall hotel revenue goals.

Job Responsibilities

• Advocates the Open Door Policy by assisting the property’s leadership through clear, calm, and direct communication, in accordance with the guidelines established by OTH Hotels Resorts.
• Generates revenue through proactive prospecting, responding to inquiries, and managing assigned accounts.
• Manages the sales process from lead intake through booking and turnover to ensure a smooth client experience.
• Responds to RFPs and inquiries in a timely and professional manner to maximize conversion opportunities.
• Conducts site tours, client meetings, and outside sales calls to build relationships and secure business.
• Maintains and grows assigned accounts while identifying new opportunities within target segments.
• Partners with Revenue Management to align on pricing and availability based on demand.
• Supports team initiatives and contributes to overall sales team success.
• Perform special projects and other responsibilities as assigned.

Sales Strategy & Business Development

• Executes sales strategies within assigned segments (corporate, association, SMERF, government, sports, etc.).
• Conducts proactive outreach including calls, emails, and networking to generate new business.
• Maintains an active schedule of sales activities including appointments, site visits, and follow-ups.
• Identifies opportunities during need periods and works to generate demand.
• Builds foundational relationships with clients and planners to support repeat business.
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RFP Management & Proposal Excellence

• Responds to RFPs and inquiries with accuracy, timeliness, and attention to detail.
• Develops proposals that align with client needs and hotel capabilities.
• Maintains consistent follow-up on all opportunities to move business through the pipeline.
• Ensures all client communication reflects professionalism and brand standards.

Contracting, Negotiation & Risk Management

• Supports contract preparation and ensures accuracy in agreements.
• Negotiates within established guidelines to secure business.
• Ensures proper documentation of event details, deposits, and payment schedules.
• Escalates non-standard requests to leadership when appropriate.
•  

Cross-Functional Collaboration & Turnover

• Works with Catering and Operations teams to ensure smooth turnover of booked business.
• Communicates client expectations clearly to internal teams.
• Supports event success through responsiveness and collaboration.
• Assists in addressing client concerns to maintain satisfaction and relationships.

Reporting

• Maintains accurate records of sales activities, accounts, and pipeline in CRM systems.
• Tracks individual performance against goals.
• Provides input on market conditions, client needs, and competitive activity.
• Supports leadership with reporting and forecasting as needed.

Job Requirements

Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience.

Experience: Minimum of two to four (2–4) years of experience in hotel sales, catering sales, or related hospitality field. Experience working with group and/or corporate accounts preferred.

Travel required: Ability to travel locally for client appointments, networking, and site visits as needed. Occasional overnight travel for trade shows/market visits may be required as the business requires.

Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during event days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required.

Skills and Abilities:

• Strong communication and relationship-building skills.
• Ability to manage multiple priorities and maintain organization.
• Basic sales and negotiation skills with a desire to grow.
• Proficiency with CRM systems, RFP platforms (e.g., CVENT), and Microsoft Office.
• Self-motivated with a proactive approach to sales.
• Hospitality-focused mindset with a commitment to service excellence.
• Ability to work flexible hours, including evenings and weekends as needed.

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary.

We may use artificial intelligence (AI) tools to assist in evaluating applications, including screening and ranking candidates based on job-related qualifications. These tools support, but do not replace, human decision-making. All final hiring decisions are made by our recruitment team.