Job Description
The Sales Manager is responsible for generating top-line revenue through the development of group room nights and associated catering business within assigned market segments. Reporting to the Director of Sales & Marketing, this role focuses on prospecting, relationship building, contract negotiation, and collaboration with hotel operations to ensure successful execution. This position emphasizes outside sales activity, account management, and disciplined sales reporting, consistent with branded hotel sales standards and processes. Group & Catering Sales. Proactively solicit group, meeting, conference, and social event business with associated catering revenue. Respond to group and catering inquiries and RFPs in a timely, professional manner. Conduct site inspections and client presentations showcasing event spaces and catering offerings. Negotiate group contracts, catering agreements, menus, concessions, and attrition clauses within approved guidelines. Catering & Event Management. Consult with clients on menus, event flow, room sets, audiovisual needs, and banquet services. Prepare, manage, and distribute detailed Banquet Event Orders (BEOs). Ensure accuracy of event details, timelines, guarantees, and billing. Act as the primary client contact through the planning process, ensuring expectations are clearly communicated. Partner closely with Banquets, Culinary, Front Office, and Catering Operations to ensure flawless event execution. Develop and maintain strong relationships with new and existing clients. Conduct qualified appointments, client presentations, and follow-up activity. Ensure high levels of client satisfaction and repeat business. Planning & Reporting. Prepare and execute daily and weekly sales action plans aligned with budgeted goals. Maintain accurate records of sales activity, accounts, and forecasts in the hotel’s sales system. Complete daily, weekly, and monthly sales reports in a timely manner. Work closely with Catering, Revenue Management, and Operations to ensure seamless delivery of group and corporate business. Participate in sales, revenue, and strategy meetings. Represent the hotel professionally at industry events, tradeshows, and community functions. 2–4 years of hotel sales experience, with group and catering sales strongly preferred. Solid understanding of catering menus, banquet operations, and event execution. Experience preparing BEOs and managing multi‑day or complex events. Strong negotiation, presentation, and relationship‑management skills. Highly organized with strong attention to detail. Experience with Delphi, Opera, Salesforce, or similar hotel sales systems considered an asset. Key Responsibilities. Account Management.
