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Hotel Sales Manager: How to Become the Best

by | CAREER TIPS

The hotel sales manager is one of the most important roles in a hotel’s hierarchy. They are in charge of filling up the rooms and bringing money in so it’s a job that’s equal parts challenging and lucrative. 

So, if you’re working as a hotel sales executive and want to move up to a hotel sales manager position, we’ve put together a quick guide on what to expect from the role. 

What is a hotel sales manager?

The hotel sales manager is the person who leads the sales department of a hotel on a daily basis. You will have a team of sales executives working for and reporting directly to you. Depending on the size and type of hotel, the sales manager reports either to the general manager of the hotel or to the director of sales, if there is one.

What does a hotel sales manager do?

The main responsibility of a hotel sales manager is to bring in guests and generate revenue for the hotel. You will also work with senior members of the department to set sales goals, plan promotions, and train newcomers to the sales team.

In addition to securing business from individual guest bookings, sales managers are always on the lookout for bigger deals. You must schedule meetings with larger groups or corporate clients to boost numbers and establish consistent streams of revenue. Making long term agreements with clients like large corporations or event promoters helps create repeat customers that your company can rely on to generate sales.

Before taking the job, it’s important to know that it requires a considerable amount of traveling. You will often be out in the field meeting with clients or generating new business so should be comfortable with being away from home. 

Rooms aren’t the only thing you’ll be selling. Hotels count on add-ons to be a reliable way of maximizing profits and making the most of each opportunity. You and your sales team should be knowledgeable about all of the additional services your hotel offers. Being able to sell amenities such as dining packages or spa treatments with confidence will generate a nice commission while benefiting your company’s bottom line. 

Beyond the main goal of selling as much as you possibly can, a hotel sales manager must also:

  • Train new employees on company protocols and sales techniques
  • Track room occupancy rates and other key metrics to ensure profitability
  • Develop pricing strategies
  • Manage sales team and ensure they are hitting goals
  • Collaborate with marketing team to create promotions to attract new clients
  • Seek feedback from clients to understand and improve customer experience

What is the career path of a hotel sales director?

Hotel sales director is a crucial senior position in the hospitality industry. Once you’ve proven yourself in this job, you will be able to pursue many career opportunities going forward. Some sales managers move into regional or national sales director roles in a larger chain or vice president of sales at a smaller company. 

If you want to give the sales side of things a rest, you could become a hotel general manager. You can easily apply the management skills you’ve gained over the years in a more customer service oriented role. You could also pursue a career in marketing, public relations, or event management within the hospitality industry. 

What education and experience do you need for the job?

To become a hotel sales director you must have prior experience in hotel sales, normally at least five years. In addition to a sales background within the industry, most hotels will ask for a bachelor’s degree in hospitality or a business related field. Luxury properties or large hotel chains may even require their hotel sales managers to have a master’s degree.

A career in hotel sales can be a great way to make a living in the hospitality industry. If you think it’s the job for you, check out the open sales manager positions available on Hosco today!

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