Group Sales Manager

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.

With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

The Westin Arlington Gateway is perfectly located two blocks from the Ballston Metro Station, offering guests the convenience of reaching the nation’s Capital in just minutes. See historic monuments and museums, shop trendy Georgetown, slip in a round of golf after your meetings, or enjoy a day in DuPont Circle just a metro ride away. The hotel features 338 modern guestrooms (including 14 suites) with modern amenities.

The Senior Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. This role involves developing and maintaining relationships with clients, identifying new business opportunities, and overseeing the execution of sales strategies.

Key Responsibilities:

Sales Strategy & Execution:
• Develop and implement effective sales strategies to meet or exceed revenue goals.
• Monitor market trends and competitor activity to identify new business opportunities.
• Manage a portfolio of high-value clients and develop long-term partnerships
• Account Management:
  • Maintain relationships with existing clients while actively prospecting new ones.
  • Conduct site inspections, sales presentations, and client meetings.
  • Prepare and negotiate contracts and proposals in collaboration with revenue management.
• Team Leadership:
  • Mentor and support junior sales staff in achieving their goals.
  • Collaborate with cross-functional teams including marketing, operations, and revenue management.
  • Assist in the training and onboarding of new sales team members.
• Reporting & Analysis:
  • Analyze sales performance data to optimize strategies and identify areas for improvement.
  • Attend and be prepared for daily Hotel Business Review (HHBR) meeting.
• Events & Networking:
  • Represent the hotel at industry events, trade shows, and networking functions.
  • Develop networking opportunities through active participation in community and professional associations, activities and events.
  • Organize and participate in client entertainment and familiarization trips.
  • Conduct professional, thorough site inspections of the hotel with clients, exhibiting key features and benefits of the property.
  • Invite clients to the hotel for entertainment, lunches, tours and site inspections.
  • Participate in M.O.D. coverage as scheduled.

• Bachelor’s degree in Hospitality, Business, Marketing, or related field (preferred).
• Minimum 5 years of hotel sales experience, with at least 2 years in a senior or leadership role (Preferred).
• Proven track record of achieving sales targets and managing key accounts.
• Strong negotiation, communication, and presentation skills.

Preferred Skills:

• Marriott Consolidated Inventory System “CI” experience a plus
• Ability to work independently and as part of a collaborative team.
• Strong organizational and time management skills.