Sales Manager

At the JB Duke Hotel, we believe exceptional hospitality begins with an engaged culture of talented people, innovative ideas, and genuine relationships.

The Sales Manager is responsible for proactively developing new business, growing existing accounts, and building strong client relationships on behalf of the hotel. This position manages assigned market segments from initial solicitation and qualification through negotiation, contracting, and follow-up, with a focus on achieving established revenue and sales activity goals.

The ideal candidate is a relationship-driven sales professional who enjoys developing new business, building lasting partnerships, and representing a distinctive hospitality experience to clients and prospective customers.

Work Location

This position is based at JB Duke Hotel in Durham, North Carolina. In addition to onsite candidates, we will consider qualified remote-based candidates located within the Washington, D.C., Atlanta, Georgia, and Nashville, Tennessee markets.

Remote-based Sales Managers should be prepared to travel within their assigned markets and periodically to JB Duke Hotel in Durham for client visits, site tours, sales meetings, training, hotel events, and other business needs.

Key Responsibilities

• Proactively solicit and develop new business within assigned market segments while maintaining and growing existing client relationships.
• Consistently meet or exceed established revenue, sales activity, prospecting, and account-development goals.
• Manage the sales process from initial inquiry and qualification through proposal development, negotiation, contracting, and follow-up.
• Respond promptly and professionally to customer inquiries, prospective clients, and lead referrals.
• Develop strong, long-term client relationships designed to generate repeat business, referrals, and account growth.
• Identify new business opportunities through proactive prospecting, networking, market research, sales calls, and industry relationships.
• Coordinate closely with Conference Services, Catering, and hotel operational teams to ensure a seamless transition from the sales process to event planning and execution.
• Maintain accurate and organized client records, account information, sales activities, production, and related documentation within applicable sales systems.
• Maintain a thorough understanding of hotel sales policies, procedures, standards, and operating practices.
• Provide timely sales reports, account updates, forecasts, and other assignments as requested by the Director of Sales and Marketing and Director of Group Sales.
• Develop effective working relationships with departments throughout the hotel to support client needs and overall business objectives.
• Maintain current knowledge of market conditions, competitive hotels, industry trends, and emerging business opportunities.
• Participate in sales initiatives including prospecting campaigns, sales blitzes, client events, trade shows, promotions, and other business-development activities.
• Conduct appropriate post-event and account follow-up to evaluate client satisfaction and identify opportunities for future business.
• Maintain a strong understanding of the hotel’s guestrooms, meeting and conference capabilities, food and beverage offerings, amenities, services, and overall guest experience in order to effectively represent the property.
• Represent JB Duke Hotel professionally within assigned markets, the local community, and the hospitality industry.
• Collaborate with hotel leadership to support overall revenue strategies and business objectives.
• Perform other duties and responsibilities as assigned in support of the hotel’s sales and operational goals.

Benefits & Perks

We are proud to offer a competitive compensation and benefits package designed to support the health, well-being, and professional growth of our team members, including:

• Medical, dental, and vision insurance
• Employer-paid life insurance
• Employer-paid short-term and long-term disability coverage
• Critical illness and accident coverage
• Generous Paid Time Off (PTO)
• 8 paid holidays
• Birthday pay
• 401(k) with employer match after six months of employment
• Complimentary employee meals and free parking when working onsite
• Family & Friends hotel and dining discounts
• Employee Assistance Program (EAP)
• Professional development and career growth opportunities

JB Duke Hotel is committed to providing equal employment opportunities to all applicants and team members. Qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

• Minimum of 2 years of hotel sales experience or related hospitality sales experience required; group, conference, corporate, or similar business-to-business sales experience preferred.
• Degree, professional certification, or relevant hospitality/sales training preferred; equivalent combination of education and experience will be considered.
• Demonstrated ability to prospect for new business, develop client relationships, and contribute toward established revenue and sales goals.
• Strong sales, negotiation, presentation, and relationship-management skills.
• Excellent interpersonal, communication, and customer service skills, with the ability to communicate professionally with clients, prospects, and internal teams.
• Strong written and verbal communication skills in English.
• Highly organized with strong attention to detail and the ability to manage multiple accounts, priorities, deadlines, and follow-up activities simultaneously.
• Self-motivated and results-oriented, with the ability to take initiative and work both independently and collaboratively as part of a sales team.
• Proficient in Microsoft Office applications; experience with Salesforce or other CRM and hotel sales systems is preferred.
• Ability to analyze market information, identify business opportunities, and adjust sales strategies based on client and market needs.
• Ability to develop productive working relationships across hotel departments and effectively coordinate client needs with operational teams.
• Ability and willingness to travel within assigned markets and periodically to JB Duke Hotel in Durham, North Carolina, as business needs require.
• Availability to participate in occasional evening or weekend client events, networking opportunities, trade shows, and other sales activities as business needs require.
• For remote-based candidates, demonstrated ability to effectively manage territory responsibilities, client relationships, communication, and sales activity while working independently.
• Ability to lift and carry up to 15 pounds as needed.