Area Sales Manager – Dual Property
Hampton Inn Middletown and Homewood Suites by Hilton Middletown
Middletown, Rhode Island
Full-Time | Exempt
Position Overview
First Bristol Corporation is seeking a motivated, results-driven Area Sales Manager to lead sales efforts for the Hampton Inn Middletown and Homewood Suites Middletown.
This dual-property position is responsible for developing new business, strengthening existing client relationships, and increasing corporate, group, association, government, and meeting-related revenue for both hotels. The Area Sales Manager will work closely with the General Managers, Revenue Management team, hotel operations teams, and corporate leadership to develop and execute effective sales strategies that maximize occupancy, average daily rate, market share, and total hotel revenue.
The ideal candidate is a proactive hospitality sales professional who enjoys prospecting, building relationships, negotiating agreements, and representing hotels within the local business community.
Essential Responsibilities
- Develop and execute sales strategies for both hotels based on market conditions, revenue goals, and business needs.
- Proactively identify and pursue new corporate, group, association, government, travel agency, sports, tour, and meeting business.
- Conduct regular sales calls, outside appointments, client visits, cold calling, email prospecting, and account development activities.
- Build and maintain strong relationships with existing clients to encourage repeat business and identify additional revenue opportunities.
- Respond promptly to sales leads, requests for proposals, meeting inquiries, and group opportunities.
- Prepare proposals, negotiate rates and terms, issue contracts, and follow through until business is finalized.
- Conduct professional site tours for prospective clients and meeting planners.
- Manage group room blocks, contracts, deposits, cutoff dates, rooming lists, and other booking requirements.
- Serve as the primary sales liaison between clients and hotel departments to ensure all commitments are communicated and fulfilled.
- Coordinate group and meeting arrangements with Front Office, Housekeeping, Food and Beverage, Maintenance, and other applicable departments.
- Prepare and distribute function sheets and other event-related documentation.
- Greet key clients and contacts upon arrival and confirm that guestrooms, meeting rooms, and event arrangements meet expectations.
- Participate in revenue strategy meetings and remain informed of hotel rates, availability, restrictions, need dates, and market conditions.
- Work with hotel leadership and Revenue Management to establish competitive pricing and maximize revenue from each opportunity.
- Monitor account production, group pace, market trends, competitor activity, and local demand generators.
- Maintain accurate and current client records, sales activities, traces, contracts, and account information within the designated sales database and brand systems.
- Internal prospecting - network with in-house guests at our complimentary breakfast and evening socials.
- Complete required weekly and monthly sales reports, production reports, action plans, and forecasts.
- Assist in preparing annual sales and marketing plans, budgets, and property sales objectives.
- Represent both hotels at networking events, trade shows, community events, industry functions, and local business organizations.
- Stay informed of local developments, events, businesses, organizations, and activities that may generate demand for either hotel.
- Support hotel marketing initiatives, promotional campaigns, social media content, newsletters, and marketing collateral as needed.
- Follow all company, brand, sales, operational, and revenue-management policies and procedures.
- Assist with the training, coaching, and direction of sales support personnel when applicable.
- Complete special projects and other duties assigned by hotel or corporate leadership.
Qualifications
- Prior experience in hotel sales, hospitality sales, or closely related business-development experience preferred.
- Bachelor’s degree in hospitality, business, marketing, or a related field preferred; equivalent education and relevant experience will also be considered.
- Strong knowledge of hotel sales practices, group business, corporate negotiated accounts, revenue strategy, and hospitality operations.
- Demonstrated ability to prospect, negotiate, close business, and develop long-term client relationships.
- Excellent written, verbal, presentation, and interpersonal communication skills.
- Strong organizational skills and the ability to manage priorities, deadlines, leads, contracts, and client requests across two hotels.
- Ability to work independently while collaborating effectively with two property teams and corporate leadership.
- Professional judgment and the ability to make decisions that may affect multiple departments and properties.
- Proficiency with Microsoft Office, hotel property-management systems, brand sales platforms, and sales database or customer-relationship-management systems.
Schedule and Work Environment
- This position supports two hotels located in Middletown, Rhode Island.
- Occasional local travel for client appointments, networking events, sales calls, and community functions is required.
- The position generally follows a business-day schedule but requires flexibility based on client needs, hotel events, trade shows, and business demands.
- Occasional evening, weekend, or holiday availability may be required.
- The position requires the ability to move throughout both hotels, conduct site tours, attend off-property appointments, and lift or carry up to 30 pounds when necessary.
What We Are Looking For
We are looking for someone who is:
- Highly motivated and comfortable developing new business.
- Focused on measurable sales results and revenue growth.
- Professional, responsive, and committed to excellent client service.
- Able to balance the priorities of two hotels and two distinct brands.
- Detail-oriented and disciplined about follow-up and documentation.
- Knowledgeable about the Newport County and greater Rhode Island business community, or eager to develop that knowledge.
- A collaborative partner who understands that successful hotel sales require close coordination with operations and revenue management.
- The ideal candidate is a team player who doesn't mind jumping in the hotel operation when necessary while providing the light and warmth of hospitality.
About First Bristol Corporation
First Bristol Corporation owns, develops, and operates a growing portfolio of distinctive hotels throughout New England. We are committed to providing exceptional guest experiences, developing our associates, and building lasting partnerships within the communities we serve.
First Bristol Corporation is an equal opportunity employer.
Pay: $65,000.00 - $75,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Work Location: In person
