Group Room Sales Manager

Temps plein

Driftwood Hospitality Management’s company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel.

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The hotel operates 24 hours a day, 7 days a week, and operational demands may require variations in shift days, starting times, and hours worked.

Business Results

• Develop and execute sales strategies focused on increasing group room revenue and achieving property sales goals.
• Prospect and solicit new group business from corporate, association, SMERF, sports, government, and other assigned market segments.
• Identify, qualify, and pursue new revenue opportunities through outbound sales calls, networking, referrals, industry events, and market research.
• Meet or exceed individual room night, revenue, and production goals.
• Manage assigned accounts to increase production, retention, and repeat business.
• Understand market conditions, competitor performance, economic trends, and demand patterns to maximize revenue opportunities.
• Conduct sales presentations, client meetings, property tours, and virtual presentations.
• Create customized proposals and negotiate contracts that align with hotel objectives and client needs.
• Effectively upsell guest rooms, meeting space, amenities, and additional hotel services.
• Maintain accurate sales activity, account information, forecasts, and pipeline management through Delphi or other hotel systems.
• Forecast group room blocks, pickup, and revenue accurately and communicate updates to leadership.
• Partner with Revenue Management to maximize rates, availability, and profitability.
• Ensure proper turnover of contracted business to Convention Services and operations teams.
• Maintain knowledge of hotel products, services, amenities, and competitive positioning.
• Achieve departmental goals through consistent prospecting and account development.

Guest Satisfaction

• Build strong, long-term relationships with clients by providing exceptional service throughout the sales process.
• Maintain proactive communication with clients from initial inquiry through event completion.
• Ensure client expectations are clearly communicated and met during all phases of the group experience.
• Coordinate with operations teams to ensure successful execution of group stays.
• Conduct client follow-up after departure to strengthen relationships and encourage repeat business.
• Address client concerns professionally and promptly while identifying solutions.
• Create loyalty by delivering personalized service and demonstrating ownership of the guest experience.

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

• Demonstrate commitment to Driftwood Hospitality Management’s operating principles and service standards.
• Take ownership of sales performance, account management, and revenue results.
• Collaborate effectively with hotel leadership and cross-functional teams.
• Adapt quickly to changing business needs and market conditions.
• Make sound decisions using available information and business insight.
• Maintain accountability for personal performance and team objectives.

Building Relationships

…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives. 

• Develop trusted partnerships with clients, meeting planners, travel professionals, and internal stakeholders.
• Treat all individuals with professionalism, dignity, and respect.
• Demonstrate integrity, accountability, and strong business ethics.
• Listen actively and respond effectively to client needs and feedback.
• Foster teamwork and collaboration across departments.

Managing Work Execution

…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

• Follow all company standards, policies, procedures, and sales practices.
• Maintain consistent prospecting activity and account follow-up.
• Prioritize opportunities based on revenue potential and business impact.
• Manage multiple sales opportunities while maintaining attention to detail.
• Follow through on client commitments, inquiries, and requests.
• Utilize sales tools, resources, and support teams effectively.

Generating Talent

….Proactively identifies and develops talent within the organization

• Share knowledge, sales strategies, and best practices with team members.
• Support a collaborative and high-performing sales culture.
• Pursue opportunities for professional development and continuous improvement.

Organizational Learner

…Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

• Maintain current knowledge of hospitality trends, group sales strategies, and market conditions.
• Seek opportunities to improve sales skills and industry knowledge.
• Share successful strategies, innovations, and lessons learned with the team.
• Demonstrate proficiency in all technical and procedural requirements of the role.

Qualifications

Experience

• Minimum of 3+ years of progressive sales experience required.
• Previous hotel, hospitality, group sales, or related industry experience preferred.
• Experience generating group room revenue and managing accounts preferred.

Skills and Knowledge

• Strong understanding of group sales processes, room blocks, contracts, and revenue strategies.
• Proven ability to prospect, negotiate, close business, and achieve sales goals.
• Strong relationship management and customer development skills.
• Ability to identify and develop new business opportunities.
• Strong knowledge of hotel operations and how they impact group sales.
• Experience with Delphi or similar hotel sales systems preferred.
• Proficiency with Microsoft Office Suite and standard business applications.
• Strong presentation, communication, negotiation, and persuasion skills.
• Excellent organization and time management skills.
• Ability to manage multiple priorities and meet deadlines.
• Strong problem-solving and decision-making abilities.
• Ability to understand forecasts, budgets, revenue goals, and profitability objectives.

• Frequent walking, standing, sitting, hearing, speaking, and interacting with clients and guests.
• Ability to conduct property tours, attend networking events, and participate in sales activities.
• Ability to lift, push, and pull objects weighing up to ten (10) pounds.

Benefits

• 401(k)
• Disability insurance
• Employee assistance program
• Health insurance
• Life insurance
• Paid time off
• Hotel room discounts
• Employee food and beverage discounts

EEO: Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.