The Senior Sales Manager is responsible for leading high-value or strategic accounts, ensuring strong client relationships, and supporting the department’s performance through advanced sales engagement and leadership. While actively conducting sales calls, the role provides mentorship to Sales Managers and Executives, oversees account quality, manages complex negotiations within approved parameters, and identifies key opportunities or risks for the Director of Sales (DOS). This position plays a pivotal role in maintaining high standards of account management and operational excellence within the Sales team.
Primary Responsibilities
Meet daily targeted number of sales calls with quality and effectiveness
Manage key strategic, high-value, or complex accounts
Mentor and develop Sales Managers and Sales Executives
Assist in onboarding and training of new Sales team members
Ensure adherence to hotel and sales operational standards across the team
Prepare proposals, quotations, and standard contracts
Conduct client follow-ups and site inspections
Maintain accurate and updated account information in CRM
Develop weekly business leads for the Hotel
Prepare a weekly list of accounts to penetrate for the following week
Conduct weekly review of account profiles, including production and average rate
Monitor competitors’ rates, account penetration, and market activities
Fully manage assigned accounts including contracting, profile updates, and renewals
Upsell, cross-sell, and promote hotel facilities & services
Conduct negotiations within authorized parameters
Attend client and community business events to maintain brand visibility
Update DOS on market trends, business leads, and client insights
Promote positive client relations and respond to requests promptly
Handle client concerns tactfully and professionally, escalating when necessary
Coordinate group arrangements, including communication and requirements
Ensure accurate group booking input and updates in the system
Collaborate with internal departments to ensure service delivery
Maintain thorough knowledge of hotel services, facilities, and safety guidelines
Participate in sales activities, promotional campaigns, and events as assigned
Ensure compliance with DOS-approved processes and workflows