Area Transient Sales Manager Cluster Sales

Pacific Hospitality Group•Phoenix, AZ

About The Position

Achieves or exceeds sales goals by providing complete account penetration in designated leisure and business travel market segments across Pacific Hospitality Group’s three Arizona hotels: Denu Hotel & Spa, AC Hotel Tempe, and Hyatt Place Phoenix. Maximizes profitability and revenue through strategic upselling, revenue optimization, and account development. Establishes new client relationships and maintains existing relationships to maximize long-term revenue and market share. This role works in close collaboration with each property’s General Manager and Director of Sales, with a dotted line reporting relationship to those leaders, while partnering with Corporate Sales leadership to ensure alignment with company strategy and revenue objectives.

Requirements

High school diploma or GED required; Bachelor’s degree in Hospitality or related field preferred.
At least 5 years of related sales experience in business travel, luxury leisure, wholesale/FIT, or corporate consortia segments within a similar hotel, resort, or multi-property environment.
At least 4 years of Business Travel knowledge.
At least 5 years of Luxury Leisure sales experience.
At least 2 years with Wholesale/FIT segment experience.
At least 2 years in Corporate Consortia Segment.
Strong knowledge of hotel service standards, guest relations, and etiquette.
Demonstrated ability to determine customer needs and persuasively present sales solutions through face-to-face and telephone interactions.
Strong negotiation, presentation, and closing skills.
Ability to use logic and reasoning to identify solutions and remain calm in high-pressure or time-sensitive environments.
Working knowledge of MS Office applications and ability to learn and utilize hotel sales and reporting systems; DELPHI proficiency preferred.
Ability to work collaboratively within a dotted line reporting structure and influence multiple stakeholders across multiple properties.

Nice To Haves

Progressive sales experience in a similar organization.
Two years as a supervisor or manager in a similar setting desired.
Experience working with Marriott, Hyatt, or independent/lifestyle hotel brands.
Experience supporting multiple properties or a portfolio environment.

Responsibilities

Actively solicit new business opportunities through prospecting new customers including business travel managers, travel agents, consortia partners, wholesalers, FIT accounts, and consumers.
Use network channels to penetrate key business activities within the marketplace and identify profitable ways to grow business across the Arizona portfolio.
Provide complete account penetration within designated segments to maximize revenue production across Denu Hotel & Spa, AC Hotel Tempe, and Hyatt Place Phoenix.
Maximize profitability and revenue through strategic upselling, rate negotiation, and alignment with revenue strategy.
Participate in sales blitzes, onsite and field presentations, trade shows, community events, and industry meetings to develop business.
Participate in pre-event meetings, training sessions, and other sales-related meetings as required.
Develop and maintain long-term relationships with clients and potential clients through consistent verbal and written communication and exceptional customer service.
Analyze requirements of business opportunities; research and maintain knowledge of market trends, competition, and customers.
Respond to RFPs, outline hotel space and services, quote rates, negotiate contracts, and prepare correspondence, internal booking reports, and client data documentation.
Maintain detailed and accurate information regarding clients and prospective clients in CRM and property systems.
Ensure proper documentation, production tracking, and system integrity.
Proficiency with DELPHI or similar systems preferred.
Attend Business Review Meetings; research new companies; create and implement direct mailing and targeted outreach campaigns to drive new revenue opportunities.
Conduct familiarization trips and participate in the local community to further develop business relationships and brand visibility.
Apply revenue knowledge including rate loading, rate maximization, and reporting.
Collaborate closely with Revenue Management and participate in weekly Revenue Strategy meetings to communicate segment performance and business needs.
Host FAM trips annually and coordinate client education events to showcase each property and drive incremental revenue.
Train and educate property teams on travel industry segment expectations to ensure seamless execution and high guest satisfaction.
Respond to guest and client inquiries and coordinate special arrangements and requests.
Resolve guest or client concerns within scope of authority and escalate as appropriate.
Negotiate contracts and agreements to maximize revenue, ensure profitability, and drive long-term retention.
Demonstrate strong sales techniques, negotiation skills, and ability to close business effectively.
Maintain a professional appearance and demeanor while representing Pacific Hospitality Group and its Arizona portfolio.
Due to the cyclical nature of the hospitality industry, be available to work varying schedules, including holidays, weekends, and alternate shifts as business needs require.