Hotel Sales Manager
Posted Updated
Description
Hotel Sales Manager — IHG & Hilton (Local Market Production)
Location: Cary, NC
Employment Type: Full-Time | On-Property | In-Market Sales
About Us
We are a professionally managed select-service hotel portfolio operating both IHG and Hilton branded properties in the Wilmington market. We compete on relationships, speed, and execution — not discounts. We are expanding and seeking a high-performing Sales Manager who can consistently generate room nights, open new accounts, and own the local market.
Role Overview
You will be responsible for driving local market demand through proactive sales, account development, and disciplined use of brand systems. This is a field sales role — not a desk job.
What You Must Bring (Non-Negotiable)
Brand Systems — hands-on experience required
IHG
* Delphi.fdc (Delphi)
* Concerto / Envision (group pace & productivity)
* Cvent / Groups360 RFP workflow
* Working knowledge of Holiday Inn / Holiday Inn Express / Staybridge / Candlewood standards
Hilton
* Salesforce SFA (Hilton)
* OnQ Sales & Catering or OnQ PMS integration
* GRO (Group Reservations Office) workflow
* Groups360 RFP processing
* Working knowledge of Hampton / Hilton Garden Inn / Home2 standards
Proven Production Track Record Required
You must be able to demonstrate documented results from your most recent role:
* New accounts opened: 10–15+ per year
* Room nights produced: 3,000–6,000+ annually
* ADR growth: +3–7% or better
* Experience in at least three of these segments:
* Corporate negotiated
* SMERF (Sports/Medical/Education/Religious/Fraternal)
* Government / per-diem
* Construction / project crews
* Extended-stay / contract business
Core Responsibilities
* Conduct daily in-market sales calls (hospitals, offices, industrial parks, schools, government, sports venues).
* Develop and manage a pipeline of local accounts.
* Build group blocks; negotiate cut-off dates, attrition, and concessions.
* Track pick-up, wash, and pace; adjust strategy in real time.
* Partner with GM, Front Desk, and Revenue on pricing and availability.
* Protect rate integrity while maximizing occupancy.
* Maintain accurate CRM records in SFA and Delphi.
What We Expect (Behavioral Standards)
* Relentless follow-up.
* Data discipline (you track your numbers).
* Professional presence in the community.
* Ability to close business — not just send emails.
* Team-first mindset.
Compensation
* Competitive base salary
* Performance commission on room-night production
* Quarterly incentives for ADR and market share growth
Location: Cary, NC
Employment Type: Full-Time | On-Property | In-Market Sales
About Us
We are a professionally managed select-service hotel portfolio operating both IHG and Hilton branded properties in the Wilmington market. We compete on relationships, speed, and execution — not discounts. We are expanding and seeking a high-performing Sales Manager who can consistently generate room nights, open new accounts, and own the local market.
Role Overview
You will be responsible for driving local market demand through proactive sales, account development, and disciplined use of brand systems. This is a field sales role — not a desk job.
What You Must Bring (Non-Negotiable)
Brand Systems — hands-on experience required
IHG
* Delphi.fdc (Delphi)
* Concerto / Envision (group pace & productivity)
* Cvent / Groups360 RFP workflow
* Working knowledge of Holiday Inn / Holiday Inn Express / Staybridge / Candlewood standards
Hilton
* Salesforce SFA (Hilton)
* OnQ Sales & Catering or OnQ PMS integration
* GRO (Group Reservations Office) workflow
* Groups360 RFP processing
* Working knowledge of Hampton / Hilton Garden Inn / Home2 standards
Proven Production Track Record Required
You must be able to demonstrate documented results from your most recent role:
* New accounts opened: 10–15+ per year
* Room nights produced: 3,000–6,000+ annually
* ADR growth: +3–7% or better
* Experience in at least three of these segments:
* Corporate negotiated
* SMERF (Sports/Medical/Education/Religious/Fraternal)
* Government / per-diem
* Construction / project crews
* Extended-stay / contract business
Core Responsibilities
* Conduct daily in-market sales calls (hospitals, offices, industrial parks, schools, government, sports venues).
* Develop and manage a pipeline of local accounts.
* Build group blocks; negotiate cut-off dates, attrition, and concessions.
* Track pick-up, wash, and pace; adjust strategy in real time.
* Partner with GM, Front Desk, and Revenue on pricing and availability.
* Protect rate integrity while maximizing occupancy.
* Maintain accurate CRM records in SFA and Delphi.
What We Expect (Behavioral Standards)
* Relentless follow-up.
* Data discipline (you track your numbers).
* Professional presence in the community.
* Ability to close business — not just send emails.
* Team-first mindset.
Compensation
* Competitive base salary
* Performance commission on room-night production
* Quarterly incentives for ADR and market share growth