Small Group Sales Manager

Salamander Middleburg; Middleburg (VA); On-site; USD 70,000 - 90,000; Full time

Benefits offered by this job

Paid Time off

Health Insurance

401(k) and company match

Recognition Programs & Rewards

Property Discounts

Job summary

Salamander Middleburg is seeking a Small Group Sales Manager to drive group room revenue and maximize occupancy. In this full-time role, you will be responsible for the complete sales cycle, from lead generation to contract execution. The ideal candidate will bring 5–7 years of luxury hospitality sales experience, demonstrating proven success in driving revenue.

Responsibilities include managing client relationships, presenting customized proposals, and negotiating contracts within a Forbes Five-Star environment. Strong communication and negotiation skills are essential.

Qualifications

• 5–7+ years of progressive sales experience in luxury hospitality or resort sales.
• Proven success driving group revenue and closing business.
• Exceptional communication, negotiation, and relationship-building skills.

Responsibilities

• Drive group room revenue and maximize occupancy.
• Own the complete sales cycle from lead generation to contract execution.
• Build and maintain relationships with executive clients.

Skills

Sales experience in luxury hospitality or resort sales

Client relationship management

Negotiation skills

Communication skills

Understanding of forecasting and budgeting

Tools

Delphi FDC

Opera

Microsoft Office

Job description

Overview

Small Group Sales Manager | Group-Focused | Forbes Five-Star Luxury Resort
Location: Middleburg, VA
Status: Full-Time

The Small Group Sales Manager is responsible for driving incremental group room revenue by proactively identifying, developing, and closing business. This role plays a critical part in maximizing occupancy by targeting shoulder periods and calendar gaps, ensuring optimal utilization of resort inventory across all seasons.

This is a pure sales role, owning the full sales cycle from lead generation through contract execution.

What You’ll Do

• Sales Strategy & Revenue Generation
  • Drive group room revenue within the small group segment (10–25 peak rooms)
  • Target local and regional drive markets, focusing on corporate and executive-level clients
  • Develop business from C-suite retreats, board meetings, leadership offsites, and executive gatherings
  • Proactively identify and fill need dates, shoulder periods, and calendar gaps
  • Generate new business through outbound prospecting, referrals, and third-party channels (ALHI, Preferred Hotels & Resorts)
• Full-Cycle Sales Execution
  • Own the complete sales cycle: prospecting, qualification, proposal development, site tours, negotiation, and closing
  • Develop and present customized proposals aligned with client objectives and Forbes Five-Star positioning
  • Negotiate rates, packages, and contract terms in alignment with revenue strategy
  • Achieve and exceed group revenue goals set by the Director of Sales
• Client Relationship Management
  • Build and maintain relationships with executive assistants, administrators, and decision-makers
  • Serve as the primary point of contact from inquiry through contract execution
  • Lead property tours showcasing accommodations, dining, spa, equestrian, and meeting experiences
  • Deliver a seamless, high-touch pre-arrival sales experience
  • Maintain communication through handoff to Conference Services
• Guest & Brand Experience
  • Represent Salamander’s Forbes Five-Star service culture in all client interactions
  • Anticipate client needs and deliver elevated, personalized service
  • Address concerns proactively and build long-term client loyalty

What We’re Looking For

• 5–7+ years of progressive sales experience in luxury hospitality or resort sales (required)
• Proven success driving group revenue and closing business in a competitive environment
• Strong understanding of forecasting, budgeting, and pace management
• Experience selling group room blocks and managing corporate accounts
• Exceptional communication, negotiation, and relationship-building skills
• Executive presence aligned with a Forbes Five-Star brand
• Highly organized, strategic, and results-driven

Preferred

• Experience with Delphi FDC, Opera, and Microsoft Office
• Knowledge of contract management, pricing strategy, and hotel operations

Candidates without luxury or resort sales experience will not be considered.

Benefits

• Paid Time off
• Holiday Pay
• Health Insurance
• Dental Insurance
• Vision Insurance
• 401(k) and company match
• Paid Maternity, Paternity and Adoptive Parent Leave
• Short Term Disability Insurance
• Long Term Disability Insurance
• Recognition Programs & Rewards
• Property Discounts for Rooms, Retail & Dining
• Free Parking
• Tuition Reimbursement

Why Join Us

• Forbes Five-Star, AAA Five-Diamond environment
• Leadership visibility and career growth within a luxury brand
• Complimentary meals and uniform

If you are a driven sales professional with a proven ability to generate and close group business in a luxury environment, we invite you to apply.

Salamander Collection is an equal opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

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