Sales Manager

Sales Manager

Department: Sales Reports To: General Manager Property: Fairfield Inn & Suites Collierville, TN

Position Summary

The Sales Manager is responsible for supporting and executing the hotel's sales efforts to drive room revenue, grow market share, and build strong relationships within the Collierville and greater Memphis-area business community.

This position is focused on identifying, soliciting, and maintaining accounts that generate room nights for the Fairfield Inn & Suites Collierville, including corporate, extended stay, sports, group, government, medical, education, relocation, and local negotiated accounts. The ideal candidate will have prior hotel sales experience and understand how to prospect, qualify leads, conduct site tours, manage group inquiries, and work closely with hotel operations to ensure a positive guest and client experience.

Key Responsibilities

• Actively solicit new business and maintain existing accounts to achieve or exceed the hotel's budgeted room revenue goals.
• Focus on business opportunities relevant to the Collierville market, including corporate accounts, local businesses, sports teams, universities, medical-related travel, government travel, training groups, social blocks, and extended stay opportunities.
• Conduct outside sales calls, prospecting, account maintenance, client visits, community networking, and follow-up communication.
• Respond to leads and inquiries in a timely and professional manner.
• Prepare proposals, negotiate rates, secure group room blocks, and follow up on definite and tentative business.
• Schedule and conduct hotel site tours and client presentations.
• Maintain strong working relationships with local companies, area demand generators, chambers, community organizations, and referral partners.
• Maintain accurate account files, activity records, traces, sales reports, and booking documentation.
• Monitor local market conditions, competitor hotels, rate positioning, and business trends that may impact hotel performance.
• Work closely with the General Manager, Director of Sales, front desk, housekeeping, and other departments to communicate group arrivals, VIP guests, special requests, billing needs, and client expectations.
• Assist with the hotel's annual sales plan, marketing efforts, budget preparation, and revenue strategy as needed.
• Support Marriott/Fairfield brand sales initiatives, standards, and reporting requirements.
• Handle guest or client concerns professionally and use appropriate service recovery when needed.
• Represent the hotel in a professional manner at community events, networking functions, client meetings, and property tours.
• Maintain a clean, safe, and organized work area.
• Complete reports, projects, and follow-up items by assigned deadlines.
• Perform other duties as assigned by hotel leadership.

Qualifications

• Prior hotel sales experience is strongly preferred.
• Minimum of 2 years of hotel sales, hospitality sales, or comparable sales experience preferred.
• Experience with select-service or extended-stay hotel sales is a plus.
• Marriott, Fairfield Inn & Suites, or similar brand experience is preferred.
• Strong understanding of hotel sales, group blocks, negotiated accounts, corporate travel, local account management, and room revenue goals.
• Professional verbal and written communication skills.
• Ability to prospect, build relationships, follow up consistently, and close business.
• Basic understanding of hotel budgeting, forecasting, market segmentation, and revenue strategy.
• Strong organizational skills and ability to manage multiple accounts, leads, deadlines, and client requests.
• Comfortable using hotel systems, sales platforms, Microsoft Office, email, and basic reporting tools.
• Must be available to work a flexible schedule based on business needs, including occasional evenings, weekends, holidays, or community events.
• Local travel within the Collierville and greater Memphis area is required.

Job Environment

• Work is primarily performed indoors in a hotel office environment.
• Local outside sales calls and community visits are required.
• Position requires frequent walking, standing, and moving throughout the hotel during site tours and guest/client interactions.
• Some light lifting may be required.
• Infrequent bending, stooping, or reaching may be required.

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Benefits

• Medical, dental, vision, and prescription drug coverage
• 401(k)
• Flexible Spending Account
• Employer-sponsored life insurance
• Employer-sponsored short-term and long-term disability
• Employee Assistance Program
• Voluntary life insurance
• Vacation and paid holidays