Sales Manager (47685)

CoCo Key Hotel & Water Resort Orlando is seeking a dynamic, highly motivated Sales Manager responsible for generating new business, growing existing accounts, and maximizing revenue across all hotel market segments. This individual will actively solicit and develop business from Corporate, Association, Government, SMERF, Sports, Tour & Travel, Wholesale, Entertainment, Consortia, Leisure Groups, and Local Markets while identifying new revenue opportunities that support overall hotel performance.

The Sales Manager is responsible for the complete sales cycle—from prospecting and qualifying leads through contract negotiation, event execution, and post-event relationship management. Success in this role requires strategic selling, proactive account management, strong business development skills, and close collaboration with Revenue Management, Operations, Catering, and Marketing to achieve revenue goals.

Key Responsibilities:

Business Development

• Prospect, solicit, and develop new business opportunities across all market segments including:
  • Corporate
  • Association
  • Government
  • SMERF
  • Sports
  • Tour & Travel
  • Entertainment
• Maintain a balanced portfolio of new business acquisition and account retention.
• Identify high-potential target accounts through market research, networking, referrals, cold calling, and industry databases.
• Conduct outside sales calls, virtual presentations, client meetings, and hotel site inspections.

Account Management

• Develop long-term relationships with key accounts and decision makers.
• Maintain regular communication with existing clients to maximize repeat business.
• Prepare customized proposals, contracts, and presentations tailored to each client's needs.
• Negotiate pricing and contract terms while protecting hotel profitability.
• Ensure seamless client transitions from booking through event execution.

Revenue Generation

• Achieve or exceed monthly, quarterly, and annual revenue and production goals.
• Maximize guestrooms, meeting space, food & beverage, and ancillary revenue opportunities.
• Collaborate with Revenue Management on pricing strategies, need periods, and group evaluations.
• Analyze booking pace, production reports, and market trends to identify new revenue opportunities.
• Promote hotel amenities, water park packages, catering, special events, and seasonal promotions.

Market Intelligence

• Monitor competitive hotels, market conditions, and pricing strategies.
• Identify emerging business opportunities and industry trends.
• Maintain awareness of Orlando convention calendars, citywide events, sporting events, and tourism demand.
• Represent the hotel at trade shows, networking events, chambers of commerce, industry associations, and community organizations.

Sales Administration

• Maintain accurate account information, activities, forecasts, and opportunities within the hotel's CRM system.
• Oversee the strategic pricing and rate structure for water park admissions, analyzing market trends, seasonal demand, and competitive positioning to maximize revenue and drive attendance.
• Prepare weekly sales reports, production reports, and sales forecasts.
• Manage sales pipeline to ensure consistent prospecting and business development activity.
• Track account production and develop action plans for underperforming accounts.

Meetings, Events & Catering

• Prospect and secure group business that includes guestrooms, meeting space, catering, and banquet revenue.
• Work closely with Catering, Banquet Operations, and Food & Beverage teams to ensure seamless execution of meetings, conferences, social events, and special functions.
• Conduct site inspections highlighting guest rooms, meeting facilities, banquet venues, water park amenities, and resort offerings.
• Collaborate with clients to understand event objectives and ensure all operational requirements are communicated effectively to hotel departments.
• Identify opportunities to maximize banquet revenue through upselling catering packages, audiovisual services, room rentals, and ancillary offerings.
• Participate in pre-convention meetings, resume reviews, and post-event follow-up to ensure client satisfaction and generate repeat business.

Cross-Department Collaboration

• Partner with Operations, Front Office, Food & Beverage, Catering, Marketing, and Revenue Management to ensure successful execution of all group programs.
• Participate in weekly revenue meetings and sales strategy sessions.
• Assist with promotional campaigns, hotel events, and special initiatives designed to increase occupancy and revenue.
• Ensure exceptional guest satisfaction throughout the customer journey.

• Minimum of 2 years of hotel sales experience, preferably in a full-service hotel or resort environment.
• Proven success generating business across multiple market segments, including Corporate, Association, Government, SMERF, Sports, Tour & Travel, Leisure, and Entertainment.
• Strong knowledge of hotel group sales, contract negotiations, revenue management principles, and business development.
• Experience with hotel sales systems and CRM platforms such as Delphi, Salesforce, MARS, CI/TY, Amadeus, or similar.
• Working knowledge of social media marketing strategies, including Facebook, Instagram, LinkedIn, and other digital platforms, with the ability to leverage social media to increase brand awareness, generate leads, and support hotel sales initiatives.
• Proficient in the creation of marketing collateral, including sales presentations, digital flyers, promotional materials, email campaigns, brochures, and other customer-facing sales tools using platforms such as Canva, Adobe Creative Suite, Microsoft Office, or similar software.
• Strong understanding of digital marketing, branding, and promotional campaigns that support hotel occupancy and revenue goals.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Strong organizational, analytical, and time management abilities with the ability to manage multiple priorities.
• Self-motivated with a proven ability to work independently while collaborating effectively with cross-functional teams.
• Valid driver's license and reliable transportation for outside sales activities.
• Bilingual (English and Spanish) preferred.