Group Sales Manager

Tiempo Completo

Overview
The Group Sales Manager serves as a key revenue generator for Four Points by Sheraton San Diego, responsible for driving group room business and maximizing occupancy through proactive sales efforts and relationship building. This role manages the full sales cycle for group bookings—generally defined as 10 or more guestrooms per night—by identifying new opportunities, negotiating contracts, and partnering closely with hotel teams to ensure each group experience reflects the property’s service standards and commitment to guest satisfaction.

Through strategic outreach, personalized service, and effective coordination, the Group Sales Manager supports the hotel’s financial performance, strengthens market presence, and builds lasting client partnerships across corporate, association, and social segments.

1. Strategic Business Development

• Direct Solicitation: Conducts proactive outreach through high-volume cold calling, targeted emailing, and scheduled in-person visits to local corporations, government agencies, and associations.
• Market Intelligence: Analyzes competitor "reader boards" and utilize tools like Knowland to identify groups currently booking at rival properties.
• Site Inspections: Leads comprehensive property tours, effectively selling the hotel's unique value proposition and amenities to prospective meeting planners and decision-makers.
• Travel & Networking: Represents the hotel at key industry trade shows, community events, and Familiarization (FAM) trips to expand the professional network.

2. Revenue & Account Management

• Negotiation: Determines room rates, meeting space rentals, and food & beverage minimums, ensuring they align with the hotel's revenue goals and yield strategies.
• Contract Administration: Drafts and executes Group Sales Agreements, Banquet Event Orders (BEOs), and Corporate Rate Letters, ensuring all legal and financial terms are clearly defined.

3. Operational Excellence

• Seamless Turnover: Provides detailed "group turnovers" and transition briefs to the Conference Services or Catering teams to ensure client expectations are met during the actual event.
• VIP Management: Acts as the primary point of contact for high-revenue clients, personally greeting onsite organizers and resolving any service issues immediately.
• Cross-Departmental Synergy: Attends weekly BEO and revenue meetings to update operational staff on upcoming groups, potential challenges, and specific client needs.

4. Technical & Analytical Skills

• Systems Proficiency: Advanced use of Property Management Systems (PMS) Lightspeed and Sales/Catering CRM platforms such as CI/TY to manage leads and guestroom blocks.
• Forecasting: Assists the Director of Sales in creating weekly. monthly, quarterly, and annual sales plans, including budgeting and production reports.
• Performance Analysis: Monitors PACE (the speed at which business is being booked) and adjusts tactics if revenue targets are at risk.

5. Qualifications & Core Competencies

• Strong sales and negotiation skills with the ability to achieve room night and revenue goals
• Excellent relationship-building skills with clients and internal hotel teams
• Organized and detail-oriented with the ability to manage multiple group accounts simultaneously
• Effective communication skills for presentations, proposals, and ongoing client service
• Problem-solving mindset to support successful group stays and resolve issues as they arise
• Ability to prioritize tasks in a fast-paced hospitality environment
• Commitment to guest satisfaction and service excellence Traits: High-energy "hunter" mentality, exceptional persuasive communication, and a strong sense of professional integrity

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must frequently lift and/or move up to 15 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include Close vision, Distance vision and Ability to adjust focus. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand; sit; use hands and fingers, handle, feel and reach with hands and arms. Driving for sales meetings.