POSITION DESCRIPTION

Position Title:

Group Sales Manager

Reports to (Title):

General Manager

Department:

Sales

Location:

Four Points Hotel By Sheraton Halifax

Group Sales Manager

Four Points by Sheraton Halifax

Position Summary

The Group Sales Manager is responsible for generating group room and catering revenue for the hotel through proactive sales efforts targeting corporate, association, sports, government, tour, and social group markets. This role focuses on identifying new business opportunities, maintaining strong client relationships, and maximizing occupancy and revenue through strategic selling initiatives.

The ideal candidate is highly organized, results-driven, and passionate about delivering exceptional guest and client experiences while representing the hotel within the local community and regional marketplace.

Key Responsibilities

Sales & Business Development

• Prospect and develop new group business opportunities through direct sales calls, networking, client meetings, trade shows, and community involvement.
• Manage and grow existing accounts while identifying opportunities for repeat and referral business.
• Solicit corporate, association, SMERF (Social, Military, Educational, Religious, and Fraternal), sports, tour, and government market segments.
• Conduct hotel site tours, client presentations, and virtual sales meetings.
• Respond promptly to inquiries, prepare proposals, negotiate contracts, and close business opportunities.
• Achieve monthly, quarterly, and annual revenue goals for guest rooms, catering, and meeting space.
• Maximize hotel profitability by strategically managing rates, dates, and space utilization.

Account Management

• Maintain strong relationships with key accounts and meeting planners.
• Develop customized sales strategies for top-producing and target accounts.
• Participate in client appreciation events and networking functions.
• Monitor competitor activity and market trends within the Halifax hospitality market.

Revenue & Reporting

• Utilize hotel sales systems and CRM platforms to manage leads, opportunities, and account activities.
• Maintain accurate forecasting and pipeline reporting.
• Participate in weekly sales strategy and revenue meetings.
• Collaborate with Revenue Management to optimize group rates and inventory management.

Collaboration & Operations

• Work closely with the operations and catering teams to ensure successful execution of group events and guest satisfaction.
• Participate in pre-convention and event planning meetings.
• Support hotel marketing initiatives and promotional campaigns.
• Ensure all contracts, proposals, and event details are communicated effectively to operational departments.

Qualifications

• Minimum 2–3 years of hotel sales experience, preferably in group or catering sales.
• Experience working with Marriott systems and programs is considered an asset.
• Strong knowledge of the Halifax hospitality and tourism market preferred.
• Proven ability to solicit, negotiate, and close sales opportunities.
• Excellent communication, presentation, and relationship-building skills.
• Strong organizational and time-management abilities.
• Ability to work independently while contributing positively to a team environment.
• Proficiency with Microsoft Office and hotel sales systems/CRM platforms.
• Some evening and weekend work may be required for client events and networking opportunities.

Preferred Attributes

• Energetic and self-motivated sales professional.
• Strong networking and community engagement skills.
• Results-oriented with a competitive drive to exceed targets.
• Professional appearance and excellent customer service mindset.
• Ability to multitask in a fast-paced hotel environment.

Compensation & Benefits

• Competitive salary plus incentive/bonus structure.
• Health and dental benefits.
• Hotel discounts through Marriott employee travel programs.
• Professional development and career advancement opportunities.
• Vacation and paid time off.

Reports To

Director of Sales & Marketing / General Manager