Job Responsibilities
- Advocates the Open Door Policy by assisting the property’s leadership through clear, calm and direct oral and/or written communication, in accordance with the guidelines established by OTH Hotels Resorts.
- Leads the group and catering commercial strategy, including annual revenue planning, monthly re-forecasting, and weekly sales pacing reviews to achieve budgeted goals.
- Owns the group and catering sales pipeline from lead intake through booking, execution handoff, and post-event follow-up to drive repeat business and referrals.
- Partners with Revenue Management and Operations to price, sell, and protect profitability (e.g., room block strategy, function space utilization, concessions, attrition/cancellation terms).
- Maintains accountability for maximizing revenue opportunities through upselling, packaging, and accurate forecasting for all booked events.
- Oversees and coaches the sales and catering team (if applicable), including goal setting, performance management, training, and professional development.
- Builds and maintains strong relationships with key planners, accounts, and community partners across relevant segments (corporate, association, social, SMERF, government—based on property strategy).
- Monitors competitor activity and market demand to adjust sales strategy, deployment, and segmentation plans.
- Perform special projects and other responsibilities as assigned.
Sales Strategy & Marketing Development
- Establishes clear segment strategies (e.g., local corporate meetings, weddings/social, associations, sports, government) and defines account targeting plans and prospecting cadence.
- Develops value propositions and packages that align with client needs while supporting revenue and profit objectives.
- Maintains an active calendar of networking, industry events, client entertainment, and site inspections to build demand.
- Develop and execute the annual sales and marketing plan in alignment with budget, brand direction, and ownership priorities.
- Monitor market conditions, competitive activity, and customer trends to recommend timely commercial actions.
RFP Management & Proposal Excellence
- Defines and enforces service-level expectations for incoming leads and RFPs (qualification, prioritization, response time, and proposal quality).
- Maintains a high response rate for qualified opportunities and monitors response-time performance to remain competitive in planner marketplaces.
- Implements proposal quality standards (customization, clarity of pricing, and operational feasibility) and ensures follow-through on commitments.
- Ensures all proposals, contracts, and client communications are accurate, timely, and aligned with brand/property standards and operational capabilities.
Contracting, Negotiation & Risk Management
- Negotiates pricing, concessions, and terms to drive conversion while protecting profitability and operational feasibility.
- Ensures contracting discipline around deposits, payment schedules, cancellation/attrition clauses, and inclusions/exclusions.
- Escalates high-risk or non-standard terms to property leadership as required to limit liability and ensure compliance with Hotels Resorts policies.
Cross-Functional Event Turnover & Service Delivery Partnership
- Partners with Event Management and Operations to verify a seamless turnover from sales to execution, including clear scope definition and stakeholder alignment.
- Collaborates with Food & Beverage/Culinary leadership on menus, packages, and pricing that drive sales while supporting quality and margins.
- Monitors client satisfaction before, during, and after events; resolves escalations quickly and implements continuous improvement actions.
Reporting & Forecasting
- Produces and communicates accurate weekly/monthly forecasts for group and catering revenue, room nights (if applicable), and key pace indicators.
- Maintains up-to-date pipeline reports and ensures CRM data integrity for consistent reporting and accountability.
- Provides insights to leadership on need periods, conversion barriers, and recommended actions to improve pace and profitability.
Pay: From $85,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Employee discount
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Referral program
- Retirement plan
- Vision insurance
Work Location: In person
