Cluster Sales Manager

Kalyan Hospitality; Virginia; On-site; USD 50,000 - 65,000; Full time

Job summary

Kalyan Hospitality is seeking a Cluster Sales Manager to drive new business, grow existing accounts, and maximize group, meeting, and event sales across multiple properties in the Richmond/Henrico area. You will partner with leadership to execute sales strategies, manage client relationships, and strategically place business to optimize cluster revenue.

The role emphasizes relationship-building, market presence, and cross-property collaboration, with an individual contributor focus and no direct

Qualifications

• Strong sales, business development, and relationship-building skills.
• Excellent verbal and written communication skills.
• Strong organizational and time-management abilities.
• Ability to prospect, negotiate, close business, and maintain long-term client relationships.
• Ability to work independently while collaborating effectively with a multi-property team.
• Strong initiative, work ethic, and follow-through.
• Ability to manage multiple priorities and deadlines.
• Professional presence and customer-service mindset.
• Ability to travel between assigned hotels and throughout the local market as needed.
• Reliable attendance and punctuality.

Responsibilities

• Develop and execute a proactive sales strategy for clustered properties.
• Generate new business through prospecting, cold calls, outside sales, networking, referrals, and industry events.
• Identify, qualify, develop, and close new business opportunities across market segments.
• Conduct client appointments, sales calls, site tours, and closing calls.
• Develop relationships with key decision-makers within target accounts.
• Meet or exceed sales activity, revenue, and room-night production goals.
• Maintain an active prospecting pipeline and CRM records.
• Cross-sell between clustered properties based on availability and client needs.

Skills

Strong sales

Business development

Relationship-building

Communication skills

Organizational skills

Time management

Travel ability

Independent with collaboration

Initiative & work ethic

Punctuality

Tools

Hotel PMS

CRM systems

Delphi/Salesforce

STR data tools

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Director of Sales Full Time Management Courtyard by Marriot - Northwest, Henrico, VA, US

Salary Range: $50,000.00 To $65,000.00 Annually

Company: Kalyan Hospitality
Department: Sales & Marketing
Reports To: General Manager/Complex Director of Sales / Regional Director of Sales & Marketing/VP of Sales and Marketing

POSITION SUMMARY

The Cluster Sales Manager is a hands-on sales producer responsible for generating new business, growing existing accounts, and maximizing group, meeting, corporate, and other sales opportunities across multiple assigned Kalyan Hospitality properties.

This is an exciting opportunity for a hospitality sales professional who enjoys building relationships, being in the market, developing new business, and having the ability to sell multiple hotels rather than being limited to one property.

The Cluster Sales Manager will work closely with the Complex Director of Sales, Area and Regional Sales leadership, Revenue Management, Marketing, General Managers, and hotel operations teams to execute sales strategies and achieve revenue goals.

The successful candidate will understand the unique strengths and positioning of each assigned hotel and strategically place business at the property that best meets the customer's needs while maximizing revenue opportunities for the cluster.

This position does not have direct supervisory responsibility. It is an individual contributor role with significant responsibility for sales production, account development, client relationships, and cross-property business development.

Sales & Business Development

• Develop and execute a proactive sales strategy for assigned cluster properties.
• Generate new business through prospecting, cold calls, outside sales calls, networking, referrals, sales blitzes, industry events, and other business-development activities.
• Identify, qualify, develop, and close new business opportunities across multiple market segments.
• Conduct client appointments, sales calls, site tours, business lunches, maintenance calls, and closing calls.
• Develop relationships with key decision-makers and influencers within target accounts.
• Meet or exceed established sales activity, revenue, and room-night production goals.
• Develop monthly sales action plans and maintain an active prospecting pipeline.
• Identify opportunities to grow existing accounts and generate repeat business.
• Represent Kalyan Hospitality professionally throughout the local business community.

Group, Meeting, Wedding & Event Sales

• Actively solicit and sell group rooms, meetings, weddings, social events, corporate meetings, sports groups, SMERF, and other assigned market segments.
• Qualify leads and determines the best hotel, dates, space, rate, and package based on customer needs and revenue strategy.
• Prepare proposals, contracts, correspondence, and other sales materials accurately and timely.
• Conduct hotel and site tours and effectively present the features, benefits, amenities, meeting space, and services of assigned properties.
• Manage the sales process from initial inquiry through closing and turnover to the appropriate hotel team member.
• Maintain accurate group blocks, pickup information, contracts, traces, and client records.
• Monitor group booking pace and communicate opportunities or concerns to Sales and Revenue leadership.
• Partner with hotel operations and Food & Beverage teams to ensure successful execution of meetings and events.

Account Management & Client Relationships

• Develop and maintain strong relationships with top accounts, target accounts, meeting planners, corporate clients, community partners, and other key business relationships.
• Regularly communicate with clients to understand current and future lodging, meeting, and event needs.
• Conduct account reviews and identify opportunities for increased production, repeat business, referrals, and cross-selling.
• Provide exceptional client service from initial prospecting through contracting, arrival, event execution, and post-event follow-up.
• Build long-term relationships that generate repeat business and strengthen Kalyan Hospitality's presence in the market.
• Maintain detailed knowledge of all assigned hotels, including guest rooms, meeting space, amenities, location, market positioning, rate structure, and competitive advantages.
• Identify opportunities to place business at the Kalyan property that best meets the customer's needs.
• Cross-sell between clustered properties based on availability, customer requirements, market demand, and revenue strategy.
• Maintain working knowledge of other Kalyan Hospitality properties and refer business throughout the broader portfolio when appropriate.
• Share leads and opportunities that may not be a fit for one hotel but could benefit another Kalyan property.
• Collaborate with other Kalyan sales professionals to maximize portfolio-wide opportunities.
• Participate in cluster-wide sales blitzes, account strategies, promotions, and business-development initiatives.
• Understand the market position, competitive set, demand generators, booking pace, and revenue strategy for assigned hotels.
• Participate in revenue management meetings and provide relevant sales intelligence.
• Communicate changes in market demand, competitor activity, customer needs, and pricing opportunities to Sales and Revenue leadership.
• Understand and support hotel pricing and rate-improvement strategies.
• Manage group blocks responsibly and communicate pickup, wash, displacement, or other potential revenue concerns.
• Utilize available sales and revenue tools, including STR, feeder-market information, booking pace, PMS/CRM reporting, and other applicable systems.
• Maintain accurate and timely records of all sales activities, accounts, leads, proposals, contracts, traces, and opportunities in the established sales/CRM system.
• Maintain an organized and active sales pipeline.
• Complete weekly and monthly sales reports accurately and on time.
• Track and follow up on all leads and opportunities through the sales process.
• Meet or exceed brand lead response expectations.-!
• Maintain accurate account and sales files.
• Provide leadership with information regarding current production, future potential, pipeline activity, and opportunities for client-base expansion.
• Ensure all sales activities and documentation meet Kalyan Hospitality standards.

Community & Market Engagement

• Build relationships with Convention & Visitors Bureaus, Chambers of Commerce, tourism organizations, meeting planner organizations, local businesses, competitive hotels, and other community partners.
• Attend networking events, trade shows, industry functions, client events, and community activities.
• Identify new market opportunities and demand generators within the assigned territory.
• Monitor competitive activity and provide market intelligence to sales and revenue leadership.
• Support hotel and cluster marketing initiatives and promotions.
• Work closely with General Managers, Front Office, Housekeeping, Food & Beverage, Revenue Management, Operations, Marketing, and other hotel departments.
• Communicate group activity, VIPs, client needs, special requests, and sales initiatives appropriately.
• Participate in hotel and cluster sales meetings.
• Share leads, market intelligence, and best practices with fellow sales professionals.
• Support a culture of teamwork, accountability, trust, and shared success.
• Demonstrate Kalyan Hospitality's core values in all interactions.
• Serve as a positive representative of Kalyan Hospitality within the company and the community.

WHAT SUCCESS LOOKS LIKE

Success in this position will be measured through individual sales production and contribution to overall cluster performance, including:

• Achievement of assigned revenue and room-night production goals
• Consistent prospecting and sales activity
• New account acquisition
• Growth and retention of existing accounts
• Group, meeting, wedding, and event production
• Successful cross-selling among assigned properties
• Development of a healthy sales pipeline
• Client relationship growth and retention
• Accurate and consistent CRM utilization
• Contribution to cluster revenue and market-share objectives
• Collaboration with the broader commercial team
• Consistent demonstration of Kalyan Hospitality's core values

QUALIFICATIONS

Required

• Strong sales, business development, and relationship-building skills
• Excellent verbal and written communication skills
• Strong organizational and time-management abilities
• Ability to prospect, negotiate, close business, and maintain long-term client relationships
• Ability to work independently while collaborating effectively with a multi-property team
• Strong initiative, work ethic, and follow-through
• Ability to manage multiple priorities and deadlines
• Professional presence and customer-service mindset
• Ability to travel between assigned hotels and throughout the local market as needed
• Reliable attendance and punctuality

Preferred

• Prior hotel sales or hospitality sales experience
• Experience selling groups, meetings, weddings, events, or corporate accounts
• Experience with hotel PMS, CRM, Delphi/Salesforce, or other sales systems
• Experience working with revenue-management concepts and hotel pricing strategies
• Experience with STR or other hotel market-analysis tools
• Experience in a multi-property or cluster sales environment
• Existing relationships within the local business and hospitality community

At Kalyan Hospitality, we believe great results come from great relationships, strong teamwork, and a culture where people are empowered to succeed.

Our sales team operates as one team, one vision, collaborating across properties to create opportunities and drive growth. The Cluster Sales Manager will have the opportunity to work with multiple hotels, expand their professional network, develop strategic accounts, and make a measurable impact across an entire market.

Our Core Values

Honesty & Integrity – Driven by transparency, defined by accountability.

Collaboration – Together we achieve. One team, one vision.

Empowerment – When empowered, we unlock potential and drive success.

Inclusivity – Unite every voice to spark ideas and ignite change.

Prosperity – Creating opportunities through sustainable growth and financial responsibility.

Core Values: Express it, live by it, lead through it.

Kalyan Hospitality is committed to creating a positive, professional, inclusive, and high-performing work environment where our team members can grow and build a rewarding career in hospitality.

All other reasonable duties and special projects may be assigned as needed