Conference Group Sales Manager

Colonial Williamsburg Foundation; Williamsburg (VA); On-site; USD 59,600 - 89,400; Full time

Job summary

Colonial Williamsburg Foundation is seeking a proactive Group Sales Manager to drive conference business for Colonial Williamsburg Hotels in the DC region and Northeast. You will solicit, negotiate, and close group bookings, manage accounts, and craft proposals that align with revenue goals.

Responsibilities include developing plans for target markets, maintaining detailed client files, and traveling to markets and tradeshows to promote the foundation and its properties.

Qualifications

• Proven sales track record and goal attainment.
• Experience in hotel or conference sales preferred.
• Strong communication and relationship-building skills.
• Familiarity with market segments: corporate, association, incentive, SMERF.

Responsibilities

• Contact planners and decision makers via mail, phone, or in person.
• Maintain an account management plan with target and key accounts.
• Develop sales plans to achieve revenue goals.
• Build lasting client relationships and secure contracts.
• Negotiate space, dates, and rates to meet goals while maximizing profitability.
• Travel to markets and attend tradeshows to promote Colonial Williamsburg Hotels.

Skills

Communication

Independent work

Teamwork

Microsoft Office

Education

Bachelor’s Degree

Tools

Opera

Job description

About The Position

The Colonial Williamsburg Hotels are seeking a driven and results-oriented Group Sales Manager to join our team. Solicit future conference business for Colonial Williamsburg Hotels in assigned market areas using 31+ rooms per night arriving outside 91 days or as assigned by the Director of Sales (and/or VP of Sales). Maintain and exceed definite monthly room night and revenue booking goals as assigned by the Director of Sales (and/or VP of Sales).

Main Duties

• Contact meeting planners/decision makers by mail, telephone, fax, in person, customer fams and site inspections.
• Maintain a comprehensive account management plan that includes a list of target accounts and key accounts.
• Develop sales action plans to achieve revenue goals.
• Build positive and lasting client relationships.
• Secure annual and multi-year contracts.
• Secure new and repeat business.
• Maintain accurate and legible files in accordance with established policies and procedures.
• Generate and secure new, referred, and repeat group business, focusing on accounts within the DC region and the Northeast.
• Prepare and execute creative sales proposals and contracts that ensure financial success and profitability to the hotel while managing and minimizing risk.
• Maintain regular communication with clients to ensure seamless execution of all events resulting in high customer satisfaction.
• Negotiate space, dates and rates to obtain room night booking goals (focusing on placement of business in shoulder and off-season and other need periods with emphasis on promoting Sunday-Thursday patterns) while maximizing profitability in all areas of operation.
• Assist in developing individual marketing strategies in assigned market areas in concert with annual marketing strategies. Responsible for keeping spending in‑line with individual Sales plan and with approval of the Director of Sales.
• Apply strong knowledge of various market segments including corporate, association, incentive, SMERF and other vertical markets or combinations thereof.
• Market room, food and beverage (banquet and restaurant covers), golf, spa services, tennis and other forms of recreation, admission tickets, entertainment, products and when possible solicit donations for the foundation development efforts. Maximize any cross‑selling opportunities with the Foundation.
• Achieve monthly sales goals as outlined by the Director of Sales.
• Develop working knowledge of cost factors (room rates, food and beverage, museum operations) and the conference service operations.
• Administer personnel functions to support staff.
• Must be willing to attend tradeshows and travel to various geographic areas, promoting the Colonial Williamsburg Hotels and CWF amenities. Must be willing to make.
• Operate within a team concept; willingness to cover for others when needed while meeting individual performance goals.
• Must be active and participate in monthly industry associations in assigned markets and are encouraged to hold a committee or board position. Continue professional development through educational offerings made via industry trade groups (i.e.: VSAE, MPI, AENC…) and in‑house industry related educational training as assigned by the Director of Sales.
• Knowledge of CWF mission and non‑hotel offerings to guests.
• Perform any special projects and all other duties as directed by management that are consistent with the policies and procedures of Colonial Williamsburg Hotels.

This job description reflects the general responsibilities of the position and is not intended to be an exhaustive list. Duties and responsibilities may evolve over time based on operational needs.

Required Education and Experience

Bachelor’s Degree and 2-3 years of hotel sales experience, or 5-7 years of experience in hotel sales and other hotel operations experience (i.e.: front desk, food and beverage, conference services, concierge, etc.) or a closely related field.

• Proven track record of exceeding sales goals and generating new business. Other directly related experience will be given consideration at the discretion of the Director of Sales and VP of Sales.

Must Possess

• A valid Commonwealth of Virginia driver’s license and an acceptable driving record based on The Colonial Williamsburg Foundation’s criteria.
• Ability to provide a 5‑year Motor Vehicle Record prior to employment.
• Minimum age of 21 years.
• No more than 1 moving violation or at‑fault accident within 12 months.
• No more than 2 moving violations or at‑fault accidents within 36 months.
• No serious motor vehicle violations including but not limited to excessive speeding, reckless driving, DUI/DWI, suspended or revoked license, etc.

Preferred Qualifications

• Prior conference sales experience at a four‑star or four‑diamond hotel/resort and in an assigned geographic location or vertical market a plus.
• Opera experience preferred.

Key Skills / Competencies

• Excellent communication skills, ability to work independently without direct supervision, in‑depth knowledge of conference sales skills and techniques.
• Proficient in Microsoft Office (Word, Excel, Outlook).
• Ability to work independently and with a team.

Physical and Environmental Demands

• Stand: 25%
• Walk: 25%
• Sit: 50%
• Use hands/fingers: 100%
• Climb or balance: 5%
• Stoop/kneel/crouch/crawl: 5%
• Reach with hands/arms: 50%
• Talk or hear: 100%
• Lifting up to 10 lbs: 25%
• Lifting up to 25 lbs: 25%
• Lifting up to 50 lbs (with assistance): 5%
• Lifting up to 100 lbs (with assistance): 1%
• More than 100 lbs (with assistance): 0%
• Wet/humid conditions: 20%
• Work near moving mechanical parts: 5%
• Fumes/airborne particles: 5%
• Extreme cold: 5%
• Extreme heat: 5%

Typical Work Schedule

Full time; Standard work hours (8:30am‑5:30pm M‑F); travel 30% of the time and work evenings and weekends as required.

Compensation Disclaimer

The compensation listed below for this position represents the anticipated hiring range and is provided in accordance with Virginia pay transparency requirements. Actual compensation will be determined based on factors such as the selected candidate’s skills, qualifications, experience, education, certifications, internal equity, and the specific requirements of the role.

Range: $59,600 – $89,400