Senior Sales Manager

Purpose: Responsible for achieving group and leisure sales budget across the Cape Resorts Portfolio, which includes five resort properties in Cape May, NJ, and a resort property on Shelter Island, NY. Contribute to the overall revenue and yield management strategy, group F&B, site fees, and meeting room rental. Interact closely with the Director of Sales, VP of F&B, Head of Marketing, Director of Revenue, and General Managers to ensure that the hotels' overall room revenue and occupancy goals are met or exceeded. Participate in hotel management meetings as assigned. 

Essential Functions: 

•    Develop and execute strategic sales initiatives to achieve and exceed annual group, corporate, social, wedding, and leisure revenue goals.
•    Identify, pursue, and convert new business opportunities across the Cape Resorts portfolio.
•    Develop and maintain a robust sales pipeline through proactive prospecting, targeted outreach, networking, referrals, and industry partnerships.
•    Identify opportunities to increase group room nights, food and beverage revenue, meeting room rentals, site fees, and ancillary revenue.
•    Collaborate with Revenue Management and property leadership to optimize pricing, occupancy, room blocks, and overall profitability.
•    Monitor sales performance against established budgets and develop action plans to address revenue opportunities and shortfalls.
•    Build and maintain strong relationships with corporate meeting planners, third-party planning agencies, destination management companies, social event planners, wedding professionals, travel advisors, and other key industry partners.
•    Develop new market segments and referral channels to expand the company's customer base and generate incremental business.
•    Represent Cape Resorts at industry trade shows, networking events, conferences, mixers, and client functions.
•    Maintain active involvement in relevant industry organizations, including Meeting Professionals International, chambers of commerce, Cvent, and other professional associations.
•    Understand working with a luxury representation brand like Preferred Hotel, Chase, and FHR
•    Develop/Maintain knowledge of market trends, competition and clients.
•    Provide weekly update for the sales funnel
•    Participate in weekly Revenue and Rate Strategy meeting.
•    Interact with revenue manager to decide if group business is appropriate in relation to rack rates and overall selling strategies – displacement analysis.
•    Join weekly individual meetings for each hotel and weekly Sales Meetings, BEO meeting, training and any other sales-related meetings as required.
•    Find creative and effective ways to generate new business in group meetings, F&B and transient business segments.  Cultivate and source leads through industry associations, brand connections and regional tourist entities.
•    Manage relationship with local convention center.
•    Monitor prospecting and business pick-up; review sales forecast, occupancy, space reservations, room blocks, release dates, deposits, and contract proposals; and follow up on client interactions and feedback.
•    Provide weekly reports to Director of Sales outlining: proactive outreach, leads received, follow-up calls/emails, client interactions and outcomes, pending and confirmed contracts. 
•    Inspect and confirm that hotel areas are prepared and able to meet client expectations. 
•    Resolve any issues, complaints, and/or problems to ensure client satisfaction. 
•    Maintain and enforce Top Five Sales Standards: 1) All phones answered within three rings  2) All client inquires responded to with a contract by the close of the same business day or 24 hours, 3) Maintain client list by making regular phone calls each month and invite clients for site visits as needed, 4) Execute at least 50 sales calls per week (where applicable). 5) Establish/maintain a welcoming relationship with all clients. 
 

Required Knowledge, Skills, Abilities: 

•Excellent internal and external communication skills, both verbal and written
•Must have excellent interpersonal and sales-related skills
•Must have experience in using Cvent and Lanyon for RFPs
•Must possess advanced computer skills and know Microsoft Suite products – Word, Teams, PowerPoint, Outlook.  
•Prefer understanding of SynXis (CRS), Maestro (PMS)
•Should have a good understanding of Revenue Management (Duetto)
•Must have a working knowledge of types of room set-ups, capacities, relation to the type of event, etc. 
•Must have exceptional organizational and supervisory skills to oversee sales coordinator

Minimum Qualifications: 

•Bachelor’s degree
•A minimum of five years of hotel sales experience, including leisure, corporate, and group markets, is required. 
•Ability to work in a quality customer-centric sales environment, with solid customer relationships and leadership skills.