What are the responsibilities and job description for the Group Sales Manager position at Career Site Brand?
Holiday Inn Club Vacations look for individuals who excel in their role and are committed to delivering an exceptional experience for our guests, owners, and team members. We look for individuals who are passionate in life and bring those qualities to work every day. Do you instill confidence, trust, and respect, encourage success, and build relationships? We’re looking for people like this to join our friendly, engaged, professional team.
A Group Sales Manager is a revenue-generating leader responsible for aggressively driving new direct group sales to achieve and exceed assigned budget targets. This role is accountable for producing contracted room nights, total room revenue, catering revenue, and meeting space utilization across assigned segments, with performance directly tied to measurable revenue outcomes.
The position requires a proactive and strategic sales approach, including identifying and prospecting new business opportunities, penetrating key target segments, and intentionally driving production during identified need periods to optimize occupancy and rate performance. Success in this role demands consistent outbound sales activity, relationship development, and strategic market positioning to maximize revenue contribution.
The Group Sales Manager owns the entire sales cycle from lead generation through contract execution. Responsibilities include sourcing and qualifying leads, conducting outbound prospecting calls, hosting client site visits and property tours, developing customized proposals, negotiating rates and contract terms, and closing business that aligns with profitability and inventory strategies. This role plays a critical part in achieving departmental goals related to budgeted room night production, total revenue, arrivals, and vacation ownership-related KPIs.
As a key revenue driver, the Group Sales Manager represents the resort’s brand, services, and facilities to prospective clients while maintaining a strong focus on delivering exceptional guest experiences and sustained financial performance. The role requires strategic thinking, strong negotiation skills, disciplined follow-up, and an unwavering commitment to meeting aggressive sales goals.
ESSENTIAL DUTIES:
- Direct Revenue Generations & Contract Execution: Drive new direct group sales to achieve aggressive room night, revenue, and arrival targets. Manage the full sales cycle from lead qualification and site visits to proposal development, rate negotiation, and contract execution. Maintain strong pipeline discipline to ensure pace aligns with budget and need-period goals.
- Strategic Prospecting: Proactively generate new group opportunities through targeted outbound efforts including cold calls, client visits, networking events, digital prospecting, and industry partnerships. Focus on high-value segments and filling identified need periods across assigned resorts.
- Account Development & Revenue Optimization: Grow existing and repeat business by strengthening client relationships, increasing pickup, and driving ancillary revenue opportunities. Partner with Operations and Revenue Management to enhance the client experience and maximize profitability.
- Brand Representation: Represent Holiday Inn Club Vacations Resorts at trade shows, industry events, client presentations, and site visits to generate new business and strengthen market presence. Travel is required multiple times per year to attend trade shows, conduct property visits, and proactively penetrate high-volume markets aligned with assigned segments to build relationships and secure new client connections. Deliver compelling presentations that showcase resort amenities and reinforce brand value.
REQUIREMENTS:
- Bachelors in Business Administration, Hospitality Management or Marketing
- 3-5 years of experience; or equivalent combination of education and experience.
- 2-3 years of Group sales experience
- Excellent communication skills including written communications, speaking and presentation development and delivery.
- Salesmanship mindset with strong business acumen
- Strong negotiation and presentation skills.
- Ability to multi-task and work under multiple deadlines.
- Ability to work as a team and be part of a dynamic team environment
- Possesses strong organizational skills.
- Highly motivated who gets things done with minimal guidance.
- Must have desire to learn, and ability to master new systems and tools.
- Ability to work well with other team members and cross-functional teams.
- Expert level experience required for: Microsoft Office (especially Microsoft Excel, Word and PowerPoint).
Mainly Monday – Friday but may vary depending on business needs, and may entail working nights and weekends. Hybrid with Friday work from home.