Shield Hotels is seeking an experienced and motivated Centralized Sales Manager to oversee group sales activity across two hotel properties. This position is responsible for managing the full group sales cycle—from prospecting and responding to RFPs through contract negotiation, account management, and client retention.
The ideal candidate is a proactive sales professional with strong hospitality experience who is comfortable independently managing a sales pipeline, developing long-term client relationships, and identifying opportunities to grow group revenue.
This is a sales-focused position and is not responsible for hotel operations. However, the Centralized Sales Manager will work closely with hotel General Managers and operations teams to ensure group expectations and requirements are communicated clearly and delivered successfully.
Key Responsibilities
- Manage all inbound group RFPs for two hotel properties and provide timely, competitive, and accurate proposals.
- Proactively contact recurring group accounts before their annual planning and RFP cycles to maximize renewal opportunities.
- Develop and maintain relationships with corporate accounts, associations, tour operators, event planners, and other group clients.
- Conduct outbound prospecting and identify new group business opportunities.
- Negotiate group contracts, room blocks, and rates with a focus on increasing Group ADR and occupancy year over year.
- Manage leads, accounts, activities, and sales pipelines within Pipedrive CRM.
- Maintain accurate and up-to-date CRM records and sales activity.
- Communicate group requirements, special requests, and event details to hotel operations teams in advance of arrival.
- Work with General Managers on revenue strategy and group business opportunities.
- Monitor and report on RFP volume, win/loss activity, group pace, ADR performance, and pipeline status.
- Conduct market research and participate in appropriate industry events and trade shows.
- Ensure all sales activities comply with Shield Hotels standards, policies, and applicable brand requirements.
What We're Looking For
- Previous hotel sales experience, preferably with significant group sales responsibility.
- Proven ability to independently manage a sales pipeline and consistently follow up with prospects and clients.
- Excellent phone communication and outbound sales skills.
- Strong negotiation and closing abilities.
- Excellent written communication skills, including the ability to prepare professional proposals, RFP responses, contracts, and correspondence.
- Understanding of hotel revenue management concepts, including ADR, occupancy, pace, and displacement.
- Strong relationship-building and account management skills.
- Ability to communicate effectively with hotel operations teams without having direct managerial authority over those teams.
- Proficiency with email, Microsoft Office, video conferencing platforms, and CRM systems.
- Experience with Pipedrive preferred.
- Working knowledge of Marriott and/or Hilton property management systems preferred.
- Strong organizational and time-management skills.
- Ability to work independently and effectively in a hybrid or remote environment.
Compensation & Incentive Opportunity
This position is eligible for a performance-based incentive program. Incentive compensation is available for employees who achieve established performance thresholds related to Group ADR growth and Group Occupancy improvement across assigned properties.
Specific incentive metrics, qualifying thresholds, and payout schedules will be provided as part of the compensation agreement at the time of offer.
Growth Opportunity
This position offers significant potential for growth within Shield Hotels. As the group sales business expands, the scope of the position may increase to include additional hotel properties.
Employees who consistently meet or exceed established performance expectations may also be considered for a fully remote work arrangement, based on business needs and demonstrated performance.
Additional Requirements
- Regular attendance is an essential function of the position.
- Employees are expected to comply with all Shield Hotels policies, procedures, and hotel rules and regulations.
- Employees must maintain a neat, clean, and well-groomed appearance consistent with company handbook standards.
- Employees are expected to support the safe, efficient, and professional operation of Shield Hotels properties.
Pay: $65,000.00 - $72,000.00 per year
Benefits:
- Dental insurance
- Health insurance
- Health savings account
- Life insurance
- Vision insurance
Work Location: In person
