Group Sales Specialist

POSITION: Group Sales Specialist DEPARTMENT: Sales & Marketing LOCATION: Remote EMPLOYMENT: 12–15 month full-time contract REPORTS TO: Director, Sales & Partnerships (dotted-line to Group & Events Manager) ================================================================================ COMPANY OVERVIEW: Fogo Island Inn is a 29-room luxury hotel and member of Relais & Châteaux with Three MICHELIN Keys, built on principles of sustainability and respect for nature and culture. Owned by the charity Shorefast, 100% of operating surpluses are reinvested into building a resilient future for Fogo Island. POSITION SUMMARY: We are looking for a candidate who thrives on turning inquiries into relationships, and relationships into confirmed business. The Group Sales Specialist will focus on managing all inbound group, wedding, social, and buyout sales inquiries, owning the commercial sales process from initial inquiry through signed contract, including qualification, proposal development, pricing, negotiation, and contract execution. Reporting to the Director, Sales & Partnerships, with a dotted-line working relationship to the Group & Events Manager, this position will drive group revenue while enabling seamless event execution through clear communication, disciplined documentation, and close collaboration across departments. ESSENTIAL DUTIES AND RESPONSIBILITIES: Inbound Group Sales & Conversion • Manage all inbound group, wedding, social, and buyout inquiries, qualifying leads based on availability, seasonality, operational feasibility, and strategic fit • Develop tailored proposals and itineraries that align group objectives with operational capabilities, leading sales conversations through negotiation and contract execution • Respond to inbound RFPs and sales requests through applicable platforms and channels, tracking inquiry volume, response time, conversion rates, and revenue performance Sales Strategy & Revenue Growth • Support the development and execution of group sales strategies, pricing guidelines, minimum stay requirements, and sales parameters • Identify opportunities for repeat group business and referrals, and represent Fogo Island Inn at sales calls, client meetings, trade events, and familiarization visits as required Sales-to-Events Handoff & Collaboration • Lead a formal sales handoff process for all confirmed group bookings, including contracted terms, pricing and concessions, group objectives, and key commercial considerations, ensuring all information is accurately documented in Salesforce • Conduct a structured handoff meeting with the Group & Events Manager for each confirmed group, and coordinate the reservation process for groups booking and paying individually Client Relationship & Retention • Conduct site inspections and sales-led tours with prospective group clients, remaining available post-handoff for commercial or contractual matters and future business development • Support post-event follow-up related to future bookings and repeat business, logging all relevant commercial insights and opportunities in CRM Reporting & Internal Alignment • Collaborate with the Director, Sales & Partnerships on forecasting, pacing, and pipeline reporting; monitor group deposits, payment schedules, and contractual milestones with Finance and Reservations • Perform other duties as required to support departmental and organizational objectives QUALIFICATIONS: • 3+ years of experience in group, catering, or events sales within a luxury hotel, resort, or hospitality setting, with a demonstrated track record of converting inquiries into confirmed contracts • Demonstrated experience developing customized proposals, negotiating contracts, and applying pricing strategies that balance client needs with business objectives • Proficiency with CRM/sales platforms; Salesforce experience considered an asset • Strong understanding of group, wedding, social, and buyout sales cycles, including seasonality and operational constraints specific to a small luxury property • Excellent negotiation and relationship-management skills with high-value clients • Proven ability to manage multiple concurrent opportunities while maintaining exceptional organization, accuracy, and responsiveness • Must have valid Canadian driver's license • Excellent interpersonal and communication skills • Passion for social business and a desire to make a difference in the lives of others and in the community • Entrepreneurial spirit and positive attitude • Commitment to upholding the vision and goals of Fogo Island Inn, Shorefast Foundation, and other affiliated organizations • Ability to excel in a fast-paced and dynamic environment • Sensitivity to the history and culture of rural Newfoundland COMPENSATION AND BENEFITS: • Starting salary of $60K – $70K • Team member discounts within our businesses (Fogo Island Inn and Fogo Island Workshops) • The technology necessary to complete your work • An engaged, highly supportive, and collaborative environment that encourages creativity and curiosity • The opportunity to work in a thriving social enterprise • Continued learning and professional development opportunities • Other perks and benefits available APPLICATION INSTRUCTIONS: Please submit a cover letter and resume to [email protected] [[email protected]], with the subject line "Group Sales Specialist"; Questions about this position may also be directed here. Deadline for Applications: Until filled. We are grateful for all applications, but only those selected for an interview will be contacted. We endeavour to foster an accessible work environment and to ensure all in our care feel safe and valued. Please reach out if there is anything we can do to accommodate a more accessible or inclusive application process. ================================================================================ Fogo Island Inn is an equal opportunity employer.

The Group Sales Specialist manages the full commercial sales process for inbound group, wedding, and buyout inquiries, from initial lead qualification to contract execution. They also collaborate with internal departments to ensure a seamless handoff to the events team and support long-term revenue growth strategies.

Candidates must have at least 3 years of experience in group or event sales within the luxury hospitality sector. Proficiency in CRM platforms and strong negotiation skills are essential for managing high-value client relationships.

• Team member discounts • Professional development opportunities • Collaborative work environment • Technology provided for work

• CommunicationPreferred

Identified from the job description. Confirm important requirements above.

• Group sales
• Contract negotiation
• Proposal development
• Salesforce
• CRM management
• Relationship management
• Luxury hospitality
• Event planning
• Lead qualification
• Revenue management
• Communication
• Strategic planning
• Client retention
• Sales forecasting
• Interpersonal skills
• Entrepreneurial spirit
• Site Inspection
• Sales Strategy
• Proposal Development
• Relationship Management
• Business Objectives
• Curiosity
• Positivity
• Resilience
• Valid Driver's License
• Business To Business
• Business Development
• Customer Relationship Management
• Contract Negotiation
• Creativity
• Discounts And Allowances
• Finance
• Sales
• Forecasting
• Marketing
• Lead Generation
• Milestones (Project Management)
• Negotiation
• Phone Sales
• Pricing Strategies
• Request For Proposal
• Strategic Fit
• Revenue Growth
• Reservations
• Price Negotiation
• Pipeline Reporting

• Sales
• Hospitality
• Marketing
• Management & Leadership
• Administrative
• Group Sales Specialist
• Sales Coordinator
• Clerical Support Workers Not Elsewhere Classified
• Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Minimum experience

3+ years

Posting language

English

Working hours

40 hours per week