Sales Manager

REPORTS TO: General Manager

CLASSIFICATION: Exempt / Salaried

EMPLOYMENT: Full-Time

TRAVEL: Required as directed; including overnight travel

POSITION SUMMARY

The Sales Manager is responsible for driving profitable top-line revenue across assigned hotels. This on-property leadership role develops and executes sales strategies for the group and corporate segments, builds relationships with key accounts and market partners, and works closely with hotel leaders, revenue management, and commercial leadership to strengthen market share, optimize business mix, and support each hotel’s overall revenue objectives.

The successful candidate will balance hotel strategic oversight with hands-on selling. This person must be comfortable prospecting, negotiating, analyzing performance, coaching property teams, and traveling into assigned markets for sales calls, sales blitzes, client meetings, community engagement, and other revenue-generating activities as directed.

ESSENTIAL RESPONSIBILITIES

Sales Leadership

• Develop and implement sales plans for each assigned hotel that align with budget, forecast, brand strategy, market conditions, and ownership expectations.

• Serve as the primary sales leader for assigned property, establishing priorities, activity standards, account plans, and measurable revenue goals.

• Maintain a strong understanding of each hotel’s positioning, amenities, target segments, competitive set, demand generators, need periods, and unique sales opportunities.

• Conduct regular business reviews with hotel leaders and commercial leadership to assess pace, production, market share, pipeline health, risks, and opportunities.

Account Development

• Identify, prospect, qualify, solicit, and secure local and regional accounts that generate transient, project, crew, relocation, training, extended stay, and other recurring room demand.

• Manage the full sales cycle, including research, outreach, discovery, site tours, presentations, rate proposals, negotiations, contracting, implementation, account activation, and ongoing performance management.

• Develop strategic account plans for high-potential producers and maintain relationships with travel managers, procurement teams, project leaders, relocation contacts, staffing firms, and third-party intermediaries.

• Participate in annual and seasonal corporate rate negotiations, including local negotiated rates, RFPs, preferred hotel programs, and volume-based agreements.

• Monitor account production, rate integrity, availability, and market share; take corrective action when an account is underperforming or at risk.

Group Sales and Market Development

• Generate and convert qualified group opportunities for assigned hotels, including social, association, sports, government, military, educational, religious, tour, reunion, wedding, and corporate group business.

• Respond to leads promptly and professionally, prepare proposals, evaluate displacement and profitability, negotiate terms, and coordinate handoff and execution with hotel teams.

• Build relationships with convention and visitors bureaus, chambers of commerce, event venues, colleges and universities, military installations, hospitals, sports organizations, wedding venues, and other market partners.

• Maintain an active calendar of citywide events, construction projects, business openings, training programs, seasonal demand drivers, and compression opportunities that may generate room nights.

• Plan and participate in market visits, sales calls, client entertainment, trade events, networking functions, sales blitzes, and community activities as directed.

Sales Process, Reporting, and Accountability

• Maintain accurate and timely sales activity, account records, lead status, production, notes, 

contracts, and next steps in the designated CRM, brand systems, and company reporting tools.

• Prepare weekly and monthly sales reports, pace and pipeline updates, production reviews, action 

plans, and forecasts for assigned properties.

• Track sales activity and outcomes, including calls, appointments, proposals, site tours, 

contracts, new accounts, reactivated accounts, room nights, revenue, and conversion.

• Ensure negotiated rates, account profiles, booking instructions, and sales contacts are correctly 

implemented and communicated across systems and hotel teams.

• Represent Crossroads Hospitality professionally and consistently in all client, brand, owner, 

vendor, and community interactions.

Team Collaboration and Property Support

• Build strong working relationships with general managers, front office leaders, operations teams, 

revenue management, marketing, and corporate leadership.

• Coach and support on-property leaders in recognizing sales opportunities, collecting account 

intelligence, conducting local outreach, and delivering a strong client and guest experience.

• Establish clear follow-up expectations and ensure commitments made to clients are communicated 

and executed by the appropriate hotel team.

• Share best practices, market insights, successful approaches, and sales resources across the 

portfolio.

• Perform other duties and special projects that support the commercial success of Crossroads 

Hospitality and its managed hotels.

KEY PERFORMANCE INDICATORS

Revenue Production:               Achievement of group and corporate room-night and revenue goals; portfolio contribution to budget and forecast.

Account Growth:                       New account acquisition, reactivation of dormant accounts, retained production, and increased share of existing accounts.

Pipeline Health:                         Qualified opportunity value, conversion ratio, proposal activity, follow-up discipline, and future need-date coverage.

Market Share:                             Contribution to occupancy, ADR, RevPAR, MPI, ARI, RGI, and segment-specific share improvement.

Sales Execution:                         Quality and consistency of prospecting, appointments, sales calls, market visits, blitzes, site tours, and client engagement. 

Commercial Collaboration:     Effective partnership with revenue management and hotel operations; timely communication and successful strategy implementation.

Reporting & CRM:                      Accuracy, completeness, timeliness, and usefulness of sales activity, account records, forecasts, and performance reporting.

REQUIRED QUALIFICATIONS

• Minimum of two years of progressive hotel sales experience, with demonstrated success in group 

and corporate account development.

• Working knowledge of hotel revenue management concepts, including occupancy, ADR, RevPAR, market 

share, segmentation, forecasting, displacement, and profitability.

• Proven ability to prospect, negotiate, close business, grow account production, and manage 

long-term client relationships.

• Strong analytical, organizational, presentation, written communication, and interpersonal skills.

• Ability to work independently while maintaining high visibility, responsiveness, accountability, 

and collaboration.

• Proficiency with Microsoft Office, CRM platforms, hotel sales systems, brand tools, STR 

reporting, and virtual meeting

technology.