Senior Sales Manager

DoubleTree by Hilton Pittsburgh Green Tree; Pittsburgh (Allegheny County); On-site; USD 70,000 - 110,000; Full time

Job summary

OTH Hotels Resorts is seeking a Senior Sales Manager at the property level to drive revenue through proactive sales, key account management, and full-cycle selling. You will collaborate with Revenue Management, Catering, and Operations to align pricing, inventory, and service delivery.

The role emphasizes building client relationships, pursuing new business, and achieving revenue goals across assigned segments. Travel may be required to support client engagements.

Qualifications

• Education: Four-year college degree preferred or equivalent experience.
• Experience: 3–5 years in hotel sales with revenue production success.
• Skills: proven ability to build relationships and close deals.

Responsibilities

• Drive revenue through proactive prospecting, account management, and new business.
• Own the sales cycle from lead gen to turnover and post-event follow-up.
• Collaborate with Revenue Management, Catering, and Operations teams.
• Develop and manage a portfolio of key accounts to grow production.
• Respond to RFPs promptly with customized proposals.
• Negotiate terms within guidelines and ensure contract accuracy.
• Coordinate turnover with Catering/Event teams and Operations.
• Monitor pipeline and contribute to forecasting and reporting.

Skills

Sales skills

Negotiation

Relationship-building

Communication (written & verbal)

Organization & time management

CRM systems

RFP platforms (CVENT)

Microsoft Office

Self-motivation

Flexibility in hours

Education

Four-year college degree in Business, Marketing, Hospitality Management or related

Tools

CRM systems

RFP platforms (CVENT)

Microsoft Office

Job description

At OTH Hotels Resorts, our team is our number one asset. We strive to create a safe, positive, uplifting work environment for all and a culture that ignites a long-term career passion for hospitality and service. Our shared purpose is to be the Heart of Hospitality in the lives of our team members, guests, owners, partners, and communities.

• Job Title: Senior Sales Manager
• Location: Property
• Department: Sales and Marketing
• Property, if applicable: Property Specific
• FLSA: Exempt
• Direct Supervisor: Director of Sales

Job Overview

As the Senior Sales Manager, you will be responsible for driving revenue through proactive sales efforts, strategic account management, and leading conversion across assigned market segments. You will play a key role in executing the hotel’s sales strategy, focusing on building strong client relationships, generating new business, and maximizing revenue opportunities.

You will manage the full sales cycle from prospecting through booking and turnover, while maintaining a strong pipeline and contributing to overall team success. This role requires collaboration with Revenue Management, Catering, and Operations teams to ensure alignment between sales efforts and service delivery.

Success in this role is measured through individual revenue production, account growth, conversion rates, and contribution to overall hotel performance.

Job Responsibilities

• Advocates the Open Door Policy by assisting the property’s leadership through clear, calm, and direct communication, in accordance with the guidelines established by OTH Hotels Resorts.
• Drives revenue through proactive prospecting, account management, and closing new business within assigned segments.
• Owns the sales process from lead generation through booking, turnover, and post-event or post-stay follow-up.
• Develops and manages a portfolio of key accounts, ensuring consistent production and relationship growth.
• Responds to RFPs and inquiries in a timely, accurate, and customized manner to maximize conversion.
• Conducts site tours, client meetings, and outside sales calls to build and maintain relationships.
• Collaborates with Revenue Management to align pricing and inventory strategies with demand.
• Identifies need periods and actively works to generate business during low-demand times.
• Supports team initiatives and may assist in mentoring junior sales managers or coordinators.
• Perform special projects and other responsibilities as assigned.

Sales Strategy & Business Development

• Executes targeted sales strategies within assigned segments (corporate, association, SMERF, government, sports, etc.).
• Identifies and pursues new business opportunities through research, prospecting, and networking.
• Maintains a consistent cadence of sales activities including calls, emails, site visits, and client engagement.
• Builds long-term relationships with key decision-makers and planners.
• Works closely with leadership to align efforts with hotel goals and need periods.

RFP Management & Proposal Excellence

• Manages incoming RFPs and inquiries with a focus on responsiveness, quality, and conversion.
• Develops customized proposals that align with client needs and hotel capabilities.
• Ensures all communication is professional, timely, and aligned with brand standards.
• Maintains consistent follow-up to move opportunities through the sales cycle.

Contracting, Negotiation & Risk Management

• Negotiates pricing, concessions, and terms within established guidelines to close business.
• Ensures accuracy and completeness of all contracts and agreements.
• Follows proper procedures for deposits, payment schedules, and event requirements.
• Escalates non-standard terms or high-risk situations to leadership as needed.

Cross-Functional Collaboration & Turnover

• Partners with Catering/Event teams to ensure seamless turnover of booked business.
• Communicates all relevant client expectations clearly to internal stakeholders.
• Works closely with Operations to support successful execution and guest satisfaction.
• Monitors client feedback and helps resolve issues to maintain strong relationships.

Reporting & Forecasting

• Maintains accurate records of sales activities, accounts, and pipeline within CRM systems.
• Tracks individual performance against goals and contributes to team reporting.
• Provides input on market trends, client needs, and competitive activity.
• Assists leadership with forecasting insights based on pipeline and booking trends.

Job Requirements

Education: Four-year college degree in Business, Marketing, Hospitality Management (or related) preferred, or equivalent combination of education and experience.

Experience: Minimum of three to five (3–5) years of hotel sales experience, with demonstrated success in revenue production. Experience managing group and/or corporate accounts required. Proven track record of achieving or exceeding sales goals preferred.

Skills and Abilities:

• Strong sales, negotiation, and relationship-building skills.
• Excellent written and verbal communication skills.
• Strong organizational and time management abilities.
• Ability to manage multiple priorities and deadlines effectively.
• Proficiency with CRM systems, RFP platforms (e.g., CVENT), and Microsoft Office.
• Self-motivated with the ability to work independently and as part of a team.
• Hospitality-focused mindset with a commitment to exceptional service.
• Ability to work flexible hours, including evenings and weekends as needed.

Travel required: Ability to travel locally for client appointments, networking, and site visits as needed. Occasional overnight travel for trade shows/market visits may be required as the business requires.

Physical requirements: Ability to move throughout the property/venue during site inspections and events; ability to stand/walk for extended periods as needed during event days; ability to lift and carry light materials (e.g., brochures, signage, sample kits) as required.

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to modify, add, or remove duties as necessary.

We may use artificial intelligence (AI) tools to assist in evaluating applications, including screening and ranking candidates based on job-related qualifications. These tools support, but do not replace, human decision-making. All final hiring decisions are made by our recruitment team.