Job brief
We are seeking a results-driven Hospitality Sales Executive to join our dynamic sales team and help expand our market footprint. In this role, you will play a pivotal part in driving our property's occupancy and event revenue by nurturing relationships with corporate travel planners and local business stakeholders. You will work closely with our revenue management and catering departments to turn complex client needs into seamless, high-margin hospitality events. If you are a proactive hunter with a passion for the hospitality industry and a track record of exceeding sales targets, we want to hear from you.
Key highlights
- Develop and execute strategic sales plans to secure corporate room block contracts and annual travel agreements for the property.
- Negotiate complex group contracts and event service agreements while ensuring adherence to property revenue management guidelines.
- Conduct persuasive, high-impact site tours for prospective meeting planners to showcase property facilities and service offerings.
- Collaborate with the catering and banquet teams to translate client event requirements into detailed banquet event orders (BEOs).
What is a Hospitality Sales Executive?
A Hospitality Sales Executive is a specialized sales professional dedicated to generating business revenue for hotels, resorts, and conference centers. By leveraging CRM platforms like Salesforce or Delphi, these experts identify high-value corporate accounts, negotiate room blocks, and secure contracts for large-scale events and banquets. Their work is central to the financial health of the hospitality organization, as they act as the primary bridge between client requirements and the operational delivery of premium guest experiences.
What does a Hospitality Sales Executive do?
A Hospitality Sales Executive identifies and qualifies new business leads through cold calling, networking, and industry trade shows to build a robust sales pipeline. They conduct site inspections for prospective clients, draft complex proposals, and negotiate contract terms to maximize RevPAR and banquet revenue. Throughout the week, they coordinate with operations managers to ensure that client expectations for accommodations and catering are perfectly aligned with service execution, while maintaining accurate records of account progress in property management systems.
Key responsibilities
- Develop and execute strategic sales plans to secure corporate room block contracts and annual travel agreements for the property.
- Prospect for new business via proactive lead generation, utilizing LinkedIn Sales Navigator and industry-specific market data platforms.
- Conduct persuasive, high-impact site tours for prospective meeting planners and corporate travel managers to showcase our facilities.
- Negotiate complex group contracts and event service agreements while ensuring adherence to property revenue management guidelines and pricing strategies.
- Collaborate with the catering and banquet teams to translate client event requirements into detailed banquet event orders (BEOs).
- Monitor market trends and competitor pricing to refine our value proposition and capture greater market share in the local hospitality sector.
- Maintain precise account records and activity logs within CRM systems, providing weekly revenue forecasts to the Director of Sales.
- Attend regional networking events and industry conferences to represent the property and cultivate long-term referral relationships.
Requirements and skills
- 3+ years of experience in hospitality sales, specifically focusing on group sales, corporate accounts, or event management roles.
- Demonstrated proficiency in industry-standard software such as Delphi.fdc, Opera PMS, or Salesforce CRM for lead and pipeline management.
- Strong understanding of hotel revenue management concepts, including RevPAR, occupancy forecasting, and shoulder-date optimization strategies.
- Professional certification such as Certified Hospitality Sales Executive (CHSE) or similar industry-recognized credentials is highly preferred.
- Exceptional ability to articulate technical venue capacities, catering options, and service packages to high-level corporate decision-makers.
- Proven track record of meeting or exceeding annual sales quotas exceeding $1M+ in property revenue generation.
- Bachelor’s degree in Hospitality Management, Business Administration, or a related field, or equivalent combination of education and experience.
- High level of professional integrity and negotiation acumen, with a focus on building sustainable, long-term client relationships.
FAQs
What does a Hospitality Sales Executive do on a daily basis?
A Hospitality Sales Executive spends their day managing a sales pipeline, which includes prospecting new corporate clients, conducting site visits, and drafting custom event proposals. They spend significant time on the phone or in meetings negotiating contracts, adjusting rates, and coordinating with the catering and operations departments. Their primary goal is to balance occupancy needs with revenue targets while ensuring that every client interaction reflects the brand's hospitality standards.
What skills are required for a Hospitality Sales Executive?
Key skills include advanced proficiency in hotel CRM systems like Delphi or Salesforce, strong financial acumen for revenue management, and expert-level negotiation abilities. A successful candidate must possess deep knowledge of the local hospitality market, including competitor landscapes and corporate travel patterns. Additionally, they must exhibit the ability to communicate complex event logistics clearly to both clients and internal operational stakeholders.
Who does a Hospitality Sales Executive work with at a hotel?
The Hospitality Sales Executive works closely with the Director of Sales, Revenue Management teams, and the banquet or catering operations staff. They act as the central point of contact for external clients—such as event planners and corporate travel managers—while bridging the gap between those clients and internal departments like front office, housekeeping, and kitchen staff to ensure successful event execution.
Why is a Hospitality Sales Executive role important to a hotel?
The Hospitality Sales Executive is essential because they are directly responsible for the property's top-line revenue growth. By consistently filling room blocks and booking high-value events, they stabilize occupancy and ensure the hotel hits its profitability goals. Without an effective sales professional, properties struggle to maintain consistent corporate traffic or attract the high-margin group business required for long-term financial success.