Hotel Sales Manager Job Description [Updated for 2025]

In the dynamic hospitality industry, the role of Hotel Sales Managers is more important than ever.

As the hotel industry evolves, the demand for skilled professionals who can attract, negotiate, and secure hotel bookings increases.

But let’s delve deeper: What’s really expected from a Hotel Sales Manager?

Whether you are:

• A job seeker trying to understand the core of this role,
• A hiring manager detailing the perfect candidate,
• Or simply interested in the behind-the-scenes of hotel sales management,

You’re in the right place.

Today, we present a customizable Hotel Sales Manager job description template, designed for easy posting on job boards or career websites.

Let’s dive right in.

Hotel Sales Manager Duties and Responsibilities

Hotel Sales Managers are responsible for bringing in guests and making the hotel as appealing as possible to potential clients.

They have a strong understanding of the hospitality industry and have a strategic approach to target hospitality markets.

The duties and responsibilities of a Hotel Sales Manager include:

• Developing and implementing strategic sales plans
• Managing a portfolio of accounts and building strong relationships with clients
• Identifying potential clients and business opportunities
• Meeting with clients to discuss their specific requirements and the services that the hotel can provide
• Negotiating contracts and packages to maximize profits
• Preparing reports on goals, sales, and profits and presenting these to senior management
• Keeping abreast of trends and changes in the hotel and hospitality industry
• Working collaboratively with other departments, particularly reservations and front office, to ensure hotel services meet client needs
• Maintaining accurate records of all pricings, sales, and activity reports
• Attending trade shows and industry events to broaden network and increase business

 

Hotel Sales Manager Job Description Template

Job Brief

We are seeking a dynamic and experienced Hotel Sales Manager to join our team.

As a Hotel Sales Manager, your primary role will be to drive the business through key market segments and cultivate a high-performing sales team that consistently delivers market growth and revenue objectives.

The ideal candidate has a solid background in hotel sales, a proven track record of success in meeting and exceeding sales targets, and a strong understanding of the hospitality industry.

 

Responsibilities

• Develop and implement strategic sales plans aligned with business goals
• Identify new business opportunities and trends in the market
• Establish and maintain relationships with key clients and industry influencers
• Negotiate contracts and packages to maximize profit
• Collaborate with the marketing department to develop promotional activities
• Forecast sales targets and ensure they are met by the team
• Track sales data and work to meet sales team goals
• Manage the hotel’s sales team, provide training and feedback
• Represent the hotel at trade exhibitions and events

 

Qualifications

• Proven experience as a Hotel Sales Manager or relevant role
• Strong understanding of the hotel industry and market trends
• Excellent interpersonal and negotiation skills
• Proficiency in MS Office and relevant software (e.g. CRM)
• Ability to deliver presentations and drive sales initiatives
• BSc/BA degree in Business, Marketing, Hotel/Restaurant Management or relevant field

 

Benefits

• 401(k)
• Health insurance
• Dental insurance
• Paid time off
• Travel discounts
• Professional development opportunities

 

Additional Information

• Job Title: Hotel Sales Manager
• Work Environment: This position operates in a professional hotel environment and involves frequent travel to meet with clients and attend professional events.
• Reporting Structure: Reports to the Hotel General Manager.
• Salary: Salary is based upon candidate experience and qualifications, as well as market and business considerations.
• Pay Range: $60,000 minimum to $90,000 maximum
• Location: [City, State] (specify the location)
• Employment Type: Full-time
• Equal Opportunity Statement: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• Application Instructions: Please submit your resume and a cover letter outlining your qualifications and experience to [email address or application portal].

 

What Does a Hotel Sales Manager Do?

Hotel Sales Managers are vital members of the hospitality industry, typically working for hotels and resorts.

Their main role is to increase revenues for the hotel by developing strategies to attract new customers and retain existing ones.

They create and implement sales plans that expand customer base and reach growth and sales targets.

They do this through direct sales to potential customers, but also by coordinating marketing and advertising efforts, attending trade shows, and establishing partnerships with travel agencies and other businesses.

Hotel Sales Managers also manage relationships with key accounts, such as corporations or travel agencies, to ensure they choose their hotel for business trips, conferences, or other events.

They negotiate contracts and packages to maximize profits while ensuring customer satisfaction.

In addition, they analyze sales statistics and market trends, monitor competition, and adjust sales strategies accordingly.

They often work closely with other departments such as marketing, public relations, and finance to ensure a coordinated effort in promoting the hotel’s services.

They may also be involved in the development of promotional materials, including brochures or online ads, to create awareness and interest in the hotel’s offerings.

Maintaining excellent customer service standards and ensuring the satisfaction of guests is also a part of their role.

They often serve as the point of contact for high-profile clients and take care of any special requests or issues that may arise during their stay.

Overall, the main goal of a Hotel Sales Manager is to ensure the hotel’s financial success by driving sales and maintaining a positive image of the hotel.

 

Hotel Sales Manager Qualifications and Skills

A Hotel Sales Manager should possess a unique set of skills and qualifications to successfully promote and sell their hotel’s services, such as:

• Excellent sales and negotiation skills to attract and retain customers, and to negotiate the best possible contracts for the hotel.
• Strong communication skills to effectively interact with clients, guests, and team members, as well as to present and sell the hotel’s services.
• Excellent customer service skills to ensure guest satisfaction and handle any complaints professionally.
• Strong organizational skills to manage various tasks such as managing contracts, preparing reports, and coordinating sales team efforts.
• Strategic thinking and planning skills to develop and implement effective sales strategies.
• Understanding of marketing techniques and trends to stay competitive in the market.
• Ability to work under pressure and meet sales targets.
• Strong networking skills to establish and maintain relationships with key stakeholders in the hospitality industry.
• Knowledge of hotel management software and proficiency in MS Office suite.

 

Hotel Sales Manager Experience Requirements

Hotel Sales Managers typically require a minimum of 2 to 3 years of experience in the hospitality or related industry, often starting in entry-level roles such as Sales Coordinator or Sales Representative.

This experience allows them to understand the industry, develop their customer service skills, and gain a solid understanding of sales techniques.

Candidates who have spent 3 to 5 years in the industry often have developed a deeper understanding of the hotel business, customer needs, and market trends.

They might have worked in roles such as Assistant Sales Manager or Senior Sales Executive, which prepare them for higher responsibilities in Hotel Sales Management.

Those with more than 5 years of experience are likely to have developed strong leadership abilities and strategic thinking skills.

They are often ready to handle larger portfolios, and may have overseen multiple properties or led a team of sales executives in their previous roles.

They might also have earned a reputation in the industry, contributing to their ability to build strong relationships with clients and potential customers.

 

Hotel Sales Manager Education and Training Requirements

Hotel Sales Managers typically have a bachelor’s degree in Hospitality Management, Business Administration, Marketing, or a related field.

They also need a solid understanding of the hotel industry, experience in sales, and excellent communication skills.

Familiarity with sales software and CRM tools is also beneficial.

Some positions, especially those in larger hotel chains, may require Hotel Sales Managers to have a master’s degree in a specific discipline such as Hospitality or Business Management.

In addition to formal education, Hotel Sales Managers often undergo on-the-job training to learn about the specific policies and procedures of the hotel or hotel chain they work for.

Certifications from hospitality or sales organizations, such as the Certified Hospitality Sales Professional (CHSP) from the American Hotel & Lodging Educational Institute, can enhance a candidate’s qualifications.

Continuing education and professional development opportunities are also encouraged to stay updated with the latest sales strategies and hospitality trends.

 

Hotel Sales Manager Salary Expectations

A Hotel Sales Manager typically earns an average salary of $53,775 (USD) per year.

This compensation can vary based on the manager’s experience, the size and location of the hotel, and the specific responsibilities of the role.

 

Hotel Sales Manager Job Description FAQs

What skills does a Hotel Sales Manager need?

A Hotel Sales Manager should possess excellent communication and negotiation skills, as they often deal with customers, clients, and suppliers.

They need to have a solid understanding of marketing and promotional strategies to increase hotel revenue.

In addition, they should have strong leadership skills to lead a team and make strategic decisions.

 

Do Hotel Sales Managers need a degree?

While not always required, a degree in Business Administration, Hotel Management, or a similar field is often preferred for the position of a Hotel Sales Manager.

However, extensive experience in the hotel or sales industry can sometimes substitute for educational requirements.

Many successful Hotel Sales Managers also have certifications in hospitality and tourism.

 

What should you look for in a Hotel Sales Manager’s resume?

When reviewing a Hotel Sales Manager’s resume, look for prior experience in a sales or managerial role, ideally within the hospitality industry.

They should demonstrate strong abilities in sales, revenue generation, and team leadership.

Also, look for evidence of successful marketing campaigns, as well as the ability to maintain positive relationships with clients and vendors.

 

What qualities make a good Hotel Sales Manager?

A good Hotel Sales Manager is detail-oriented, goal-driven, and has a deep understanding of the hospitality industry.

They should be able to work well under pressure, meet sales targets, and maintain excellent customer service.

It’s crucial that they have the ability to lead and motivate a team, as well as handle difficult situations with diplomacy and professionalism.

 

Is it challenging to hire a Hotel Sales Manager?

Hiring a Hotel Sales Manager can be challenging due to the specific skill set required for the role.

In addition to strong sales and management skills, the ideal candidate should have a thorough understanding of the hospitality industry.

Finding candidates with this blend of skills and experience can be challenging.

Therefore, it might be beneficial to engage a recruitment agency that specializes in the hospitality industry.

 

Conclusion

And there you have it.

Today, we’ve delved into the dynamic world of being a hotel sales manager.

Surprised?

It’s not just about booking rooms.

It’s about crafting memorable experiences and ensuring business growth, one reservation at a time.

With our reliable hotel sales manager job description template and insightful examples, you’re ready to take the plunge.

But why stop here?

Go further with our job description generator. It’s your go-to tool for creating precise job listings or fine-tuning your resume to perfection.

Remember:

Every reservation is a part of the bigger picture.

Let’s create those unforgettable experiences. Together.

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