Senior Sales Manager

Senior Sales Manager

Holiday Inn Washington Capitol – National Mall

Salary Range: $75,000 - $85,000 annually

Join the Team!

At Holiday Inn Washington Capitol – National Mall, exceptional hospitality begins with exceptional people. Located in the heart of Washington, DC, steps from the National Mall and many of the city’s most iconic attractions and institutions, our hotel serves a dynamic mix of government, association, corporate, education, tour and travel, SMERF, entertainment, and leisure guests.

We’re looking for an experienced, relationship-driven Senior Sales Manager to join our Sales & Marketing team. This role is ideal for a proven hotel sales professional who is energized by developing new business, strengthening client relationships, exceeding revenue goals, and contributing as a senior member of a collaborative sales team.

In addition to managing an assigned market segment and account portfolio, the Senior Sales Manager serves as the designated functional lead and coach for the Sales Coordinators, providing day-to-day guidance, coaching, one-on-one development, and support to ensure priorities, service standards, departmental processes, and expectations are consistently understood and met.

Position Summary

The Senior Sales Manager is responsible for generating new business, maximizing revenue, and increasing market share through strategic sales efforts within assigned market segments and accounts. This position develops and maintains strong client relationships, actively prospects for new opportunities, and partners with Sales leadership to achieve revenue, occupancy, ADR, and overall commercial objectives.

As a senior member of the Sales & Marketing team, the Senior Sales Manager also serves as the designated functional lead and coach for the Sales Coordinators. The role conducts regular one-on-one meetings, provides day-to-day guidance, helps establish and manage expectations and priorities, supports workload organization, reinforces departmental processes and standards, and coaches professional development. The Senior Sales Manager serves as the coordinators’ primary resource for routine workflow questions and development while escalating recurring accountability, performance, or personnel concerns to the Assistant Director of Sales.

The Senior Sales Manager works closely with the Director of Sales & Marketing and Assistant Director of Sales to support a culture of accountability, collaboration, responsiveness, professional development, and exceptional client service. This functional leadership responsibility does not replace the Assistant Director of Sales’ broader day-to-day departmental management responsibilities or the Director of Sales & Marketing’s overall leadership and final accountability.

Essential Sales Responsibilities

• Develop and execute strategic sales plans for assigned market segments and accounts to achieve and exceed individual and hotel revenue goals.
• Prospect, solicit, and secure new group business through proactive sales activities, including outside sales calls, prospecting, networking, referrals, account research, client entertainment, and business development initiatives.
• Manage and grow an assigned portfolio of existing accounts while identifying opportunities to increase production, capture additional market share, and strengthen long-term client relationships.
• Maintain an active, measurable sales pipeline through consistent prospecting and follow-up 
• Conduct site inspections, hotel tours, and client presentations showcasing the hotel’s guest rooms, meeting and event space, food and beverage offerings, location, and amenities.
• Prepare proposals, negotiate contracts, and close business while balancing client needs with hotel revenue and profitability objectives.
• Respond to leads and client inquiries in a timely and professional manner and maintain consistent follow-up throughout the sales process.
• Accurately maintain account information, sales activities, opportunities, traces, and client communications within designated sales and CRM systems.
• Conduct outside sales appointments and client entertainment activities to develop new relationships and strengthen existing partnerships.
• Represent the hotel at industry events, trade shows, sales missions, networking functions, and relevant community and professional organizations.
• Monitor market trends, citywide activity, competitive hotel activity, and customer needs to identify emerging opportunities and potential periods of need. A strong understanding of the Washington, DC market and demand generators relevant to the hotel’s business strategy.

Functional Leadership & Sales Coordinator Coaching