WHAT DOES A HOTEL SALES MANAGER DO?

Updated: Oct 06, 2025 - The Hotel Sales Manager is responsible for driving market share growth and revenue performance by targeting key corporate accounts and developing tailored sales strategies in collaboration with the Cluster Director of Sales. This role involves crafting and executing sales plans, negotiating room packages with local and national clients, and adapting group strategies to meet evolving business needs. The manager also partners with marketing to create impactful promotions during low-demand periods and builds strong relationships with local organizations to enhance brand visibility.

A Review of Professional Skills and Functions for Hotel Sales Manager

1. Hotel Sales Manager Duties

  • Lead Generation: Proven ability to chase down leads and close potential business
  • Corporate Sales Management: Responsible for proactively soliciting and managing corporate group-related opportunities
  • RFP Response: Respond to corporate RFPs and secure new locally negotiated rates
  • Revenue Maximization: Actively upsells each business opportunity to maximize revenue opportunity
  • Client Presentation: Complete personal sales calls and presentations to customers
  • Customer Relationship Management: Responsible for driving customer loyalty by delivering service excellence throughout each customer experience
  • Account Development: Provides service to customers in order to grow the account on behalf of the Embassy Suites by Hilton Detroit Troy/Auburn Hills
  • Sales Target Achievement: Successfully achieve and exceed quarterly individual production goals
  • Business Prospecting: Solicit, negotiate and book new corporate business through successful prospecting, site tours, sales blitzes, prompt and competent follow-up on leads/referrals, use of reader board analysis, and networking
  • Client Relationship Building: Develop and continually enhance relationships with key accounts, organizations, and professional companies to maintain high visibility and increase market share

2. Hotel Sales Manager Details

  • Lead Generation: Work closely with DMCVB and other entities to generate leads
  • Sales Performance: Successfully and consistently achieve minimum weekly sales activity requirements
  • Sales Tracking: Track all weekly sales activities, including goal-to-current production status, using the hotel sales system
  • Telephone Prospecting: Conduct telephone prospecting, calling on pre-selected databases of group business opportunities and those known accounts and any other resources to generate more group business
  • Account Management: Manage relationships with key account planners and decision makers
  • Industry Networking: Attend local travel-related association group meetings
  • Multitasking & Time Management: Responsible for the ability to multitask and time manage
  • Tech-Based Presentation: Conduct sales presentations to clients using the latest technology
  • Sales Planning: Prepare and execute effective sales action plans for the corporate group and business travel markets
  • Sales Execution: Execute sales efforts as outlined in the sales and marketing plan
  • Competitor Analysis: Maintain rapport with competitor hotels for additional sales lead sources

3. Hotel Sales Manager Responsibilities

  • Sales Goal Achievement: Responsible for meeting sales goals through proactive sales solicitation, including personal appointments, phone and email solicitation
  • Revenue Contribution: Contributing to the overall revenues of the hotel by building relationships with existing accounts/clients and securing new contracts with all repeat groups within segments
  • Client Relationship Management: Develop and maintain relationships with key clients of corporate accounts
  • Group Sales Coordination: Manage the social segment and group coordination sales
  • Networking Engagement: Attend appropriate networking events, becoming involved in civic or nonprofit activities
  • Community Involvement: Participating in relevant Chamber and Tourism Bureau events and informational meetings
  • Inquiry Management: Responsible for professionally managing all sales inquiry calls and “closing” on all inquiries according to GRC parameters
  • Lead Response: Respond to all third-party and brand-sourced leads in a timely and organized manner
  • Client Retention Strategy: Work with the Area Director of Sales and GM to cultivate new client relationships, maintain existing ones, and re-establish lost ones through phone and personal contact
  • Sales Meeting Participation: Attend weekly sales and weekly revenue meetings as directed by the GM and the Revenue Manager

4. Hotel Sales Manager Job Description

  • Client Acquisition: Secure new business and maintain repeat bookings for the relevant market segments
  • Account Relationship Management: Manage account relationships and develop new relationships to benefit the hotel
  • Brand Representation: Represent the YOTEL brand at industry trade shows, cross-selling
  • Community Partnership: Partner with local, relevant boards/associations to ensure participation in any local events
  • Hotel Representation: Conduct hotel tours, presentations and represent YOTEL in the local market and assist colleagues
  • Customer Retention: Partner with the team to ensure all customer needs are met, encouraging repeat business
  • Promotional Strategy: Collaborate with GM, Area Director of Business Transient Sales/Director of Revenue to create promotions for specific need periods
  • Sales Reporting: Responsible for accurate weekly/monthly reports and any additional reports
  • Market Prospecting: Uncover new companies that have business for the hotel in the relevant market segment
  • Targeted Selling: Actively prospects and sells the hotel, ensuring that they research, identify, target, qualify and secure new business
  • Revenue Generation: Focusing on driving revenue and profitable business to the hotel
  • Sales Innovation: Innovates new ways to discover and capture business

5. Hotel Sales Manager Overview

  • Revenue Growth Strategy: Drive market share and revenue performance for the property from the agreed targeted accounts
  • Sales Strategy Support: Support the Cluster Director of Sales in implementing strategies and tactics by segment and account
  • Sales Planning: Contribute to and develop a robust sales plan with the Cluster Director of Sales for the property and key internal stakeholders
  • Strategy Adjustment: Develop, monitor and adjust sales, group strategies based on business needs in conjunction with the Cluster Director of Sales
  • Promotional Collaboration: Work with the Marketing team to put together promotions during low-demand periods, value-added promotions and event periods
  • Sales Negotiation: Plays an integral role in all sales negotiations for existing business and for new account sign-ups
  • Rate Negotiation: Negotiate room rates/packages with corporate clients, whether local or national accounts
  • Partnership Development: Develop strong partnerships with local organisations to further increase brand/product awareness
Relevant Information
What Does A Hotel General Manager Do?
What Does A Hotel Manager Do?