Driftwood Hospitality Management · 1 day ago
Sales Manager
Falls Church, VA
Full-time
Onsite
Mid LevelDriftwood Hospitality Management is renowned for its fully integrated approach to hospitality services, focusing on outstanding client service. The Sales Manager is responsible for proactively soliciting and handling revenue-related opportunities, maximizing revenue, and ensuring high levels of customer satisfaction while achieving personal and team revenue goals.
HospitalityHotelProperty Management
Responsibilities
Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing
Identifies revenue opportunities for the hotels based on the event profile
Meets and exceeds individual revenue goals
Effectively manages customer budgets to maximize revenue and meet customer needs, and identify opportunities to up-sell products and services throughout the sales process
Exceeds company minimum standards with the sales process and acts as a mentor for others within this area
Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply and demand, etc
Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc
Conducts customer site inspections
Excels at proactive selling
Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation
Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals
Focuses on accounts with larger potential sales revenue
Responds to incoming inquiries within their market segment within 4 hours
Closes the best opportunities for the hotel based on market conditions and hotel’s needs
Accurately forecasts group sleeping rooms and revenue for his/her groups prior to the turnover and continues to be a partner for this process after the turnover
Creates sales contracts as required
Comprehends budgets as needed to assist in the financial management of department
Understands the impact of department's role in the overall financial goals and objectives of the hotels and manages to achieve or exceed budgeted goals
Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth
Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details
Follows up with customer post-event
Makes presence known to customer at all times during this process, regardless of which hotel they sit at
Greets customer during the event phase and hands-off to the Convention Services department for the execution of details
Is available to solve problems and/or suggest alternatives to previous arrangements
Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events
Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share
Sets a positive example for guest relations
Interacts with guests to obtain feedback on product quality and service levels
Effectively responds to and handles guest problems and complaints
Reviews Guest Service Results with leaders
Participates in the development and implementation of corrective action plans
Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement
Utilizes Delphi or other hotel system to capture and manage customer information on a daily basis
Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them
Demonstrates commitment to Driftwood Hospitality Management operating principles and philosophies
Holds self and others accountable for achieving results
Addresses conflict in a timely manner
Contributes to team results
Deals with change effectively
Makes decisions, including employees/team and commits to a course of action with available information
Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives
Treats people fairly, with dignity and respect
Works to meet goals in a manner that does not disadvantage other employees or groups
Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual
Listens and responds to others
Is interested in other’s views even if they counter own views
Proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results
Adheres to all standards, policies, and procedures (SOPs, etc.)
Effectively uses sales resources and administrative/support staff
Approaches work with a sense of urgency and purpose
Allocates time and resources effectively when faced with competing demands
Overcomes obstacles to accomplish challenging objectives
Follows through on inquiries, requests, and complaints
Proactively identifies and develops talent within the organization
Discusses problems immediately with others before they are forgotten or get out of control
Actively pursues self-development
Explains own rationale and thought processes to help employees improve their skills
Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area
Acts independently to improve and increase skills and knowledge
Demonstrates an awareness of personal strengths and areas for professional improvement
Shares learning, innovations, and best practices with others
Is willing to learn from others
Performs all technical/procedural requirements of the job
Qualification
Required
Proactively soliciting and handling all revenue-related opportunities in sales
Actively upselling each business opportunity to maximize all revenue opportunities
Achieving personal and team related revenue goals for the hotel
Ensuring business is turned over properly and in a timely fashion for proper service delivery
Building the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing
Identifying revenue opportunities for the hotels based on the event profile
Meeting and exceeding individual revenue goals
Effectively managing customer budgets to maximize revenue and meet customer needs
Identifying opportunities to up-sell products and services throughout the sales process
Exceeding company minimum standards with the sales process
Understanding the overall market in which they sell - competitors' strengths and weaknesses, economic trends, supply and demand, etc
Building and strengthening relationships with existing and new customers
Conducting customer site inspections
Excelling at proactive selling
Targeting key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation
Proactively identifying, qualifying, and soliciting new business to achieve personal and hotel revenue goals
Focusing on accounts with larger potential sales revenue
Responding to incoming inquiries within their market segment within 4 hours
Closing the best opportunities for the hotel based on market conditions and hotel's needs
Accurately forecasting group sleeping rooms and revenue for groups prior to turnover
Creating sales contracts as required
Comprehending budgets as needed to assist in the financial management of the department
Ensuring a high level of customer satisfaction and building long-term mutually beneficial customer relationships
Coordinating and communicating verbally and in writing with customers regarding event details
Following up with customers post-event
Making presence known to customers at all times during the process
Greeting customers during the event phase and handing off to the Convention Services department
Being available to solve problems and/or suggest alternatives to previous arrangements
Displaying leadership in guest hospitality and ensuring consistent, high level service throughout all phases of hotel events
Ensuring products and services sold to the Event Planners meet or exceed their expectations
Setting a positive example for guest relations
Interacting with guests to obtain feedback on product quality and service levels
Effectively responding to and handling guest problems and complaints
Reviewing Guest Service Results with leaders
Participating in the development and implementation of corrective action plans
Emphasizing guest satisfaction during all departmental meetings
Utilizing Delphi or other hotel system to capture and manage customer information on a daily basis
Applying broad business knowledge and balancing both a short- and long-term perspective to generate strategies
Demonstrating commitment to Driftwood Hospitality Management operating principles and philosophies
Holding self and others accountable for achieving results
Addressing conflict in a timely manner
Contributing to team results
Dealing with change effectively
Making decisions and committing to a course of action with available information
Eliminating insular thinking by fostering a positive climate for work relationships
Treating people fairly, with dignity and respect
Working to meet goals in a manner that does not disadvantage other employees or groups
Demonstrating business ethics and personal integrity
Listening and responding to others
Being interested in others' views even if they counter own views
Proactively ensuring that others have the accountability, authority and resources necessary to manage work execution
Adhering to all standards, policies, and procedures
Effectively using sales resources and administrative/support staff
Approaching work with a sense of urgency and purpose
Allocating time and resources effectively when faced with competing demands
Overcoming obstacles to accomplish challenging objectives
Following through on inquiries, requests, and complaints
Proactively identifying and developing talent within the organization
Discussing problems immediately with others before they are forgotten or get out of control
Actively pursuing self-development
Explaining own rationale and thought processes to help employees improve their skills
Actively pursuing learning and self-development to enhance personal, professional and business growth
Sharing learning, innovations, and best practices with others
Demonstrating an awareness of personal strengths and areas for professional improvement
Being willing to learn from others
Performing all technical/procedural requirements of the job
Company
Driftwood Hospitality Management
Driftwood Hospitality Management provides development, repositioning, renovations, and hotel operations services for the hotel industry.
Founded in 1999
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Marc Kepple, CPA
Chief Financial Officer
Albert Harrison
Chief Information Officer
Recent News
Morningstar.com
2025-09-26
Seattle TechFlash
2025-06-16
Company data provided by crunchbase