Sales and Marketing - Executive Meeting Manager

Department: Sales & Marketing
Reports To: Director of Sales / Director of Group Sales
Position Summary
The Executive Meeting Manager (EMM) is responsible for driving group revenue through the solicitation, management, and conversion of small-to-mid-size group business (10–54 rooms). This role focuses on high-volume lead handling, short-term bookings, and maximizing revenue opportunities through strategic selling, efficient response, and strong client relationship management.
The EMM serves as a key liaison between Sales, Revenue Management, and Operations to ensure seamless execution from initial inquiry through turnover, while maintaining alignment with the property’s revenue strategy.
Key Responsibilities
Sales & Revenue Generation

• Manage and respond to all incoming group leads within the 10–54 room range in a timely and professional manner
• Drive conversion of inquiries through strategic negotiation, pricing alignment, and proactive follow-up
• Actively solicit new business through outbound prospecting, client outreach, and account development
• Achieve and exceed assigned revenue, room night, and conversion targets
• Identify opportunities to upsell guest rooms, meeting space, and ancillary services

Account & Relationship Management

• Build and maintain strong relationships with corporate clients, third-party planners, and repeat group accounts
• Ensure consistent communication throughout the sales cycle, from inquiry to contract execution
• Maintain accurate and up-to-date client records in CRM systems

Collaboration & Internal Alignment

• Partner closely with Revenue Management to ensure pricing, inventory control, and displacement strategies are aligned
• Coordinate with Group Rooms, Reservations, and Event Management teams for seamless group execution
• Conduct detailed turnover of confirmed groups to operations teams, ensuring accuracy and completeness

Pipeline & Performance Management

• Maintain a strong and organized sales pipeline, ensuring all opportunities are actively managed
• Track lead activity, conversion metrics, and booking pace to support forecasting and reporting
• Participate in regular sales meetings, strategy sessions, and performance reviews

Market Awareness & Strategy

• Monitor market trends, competitor activity, and demand patterns within the assigned segment
• Adjust selling strategies to optimize performance during need periods and shoulder dates
• Contribute insights to support overall sales and revenue strategy

Qualifications

• Bachelor’s degree in Hospitality, Business, or related field preferred
• 2–5 years of hotel sales or group sales experience, preferably in a luxury or resort environment
• Proven track record of achieving revenue and conversion targets
• Strong understanding of group sales processes, contracts, and negotiation strategies
• Experience with CRM systems (e.g., Delphi, Salesforce) and hotel systems preferred
• Excellent communication, organizational, and time management skills
• Ability to manage a high-volume workload with attention to detail and responsiveness

Key Competencies

• Results-driven with strong revenue focus
• High sense of urgency and responsiveness
• Strong negotiation and closing skills
• Collaborative and cross-functional mindset
• Detail-oriented with strong organizational discipline
• Customer-focused with a commitment to service excellence

Success Metrics

• Revenue production (room nights and total group revenue)
• Lead response time and conversion rate
• Pipeline health and booking pace
• Client satisfaction and repeat business
• Alignment with revenue strategy and need period production

Work Environment

• Fast-paced, deadline-driven sales environment
• Requires coordination across multiple departments
• May require occasional travel for client meetings, site visits, or industry events