JOB SUMMARY
The Group & Events Sales Manager is responsible for generating, managing, and converting group accommodation, meetings, conferences, social events, and incentive business for Excelsior Hotel Gallia. The role focuses on maximizing revenue opportunities while ensuring an exceptional client experience from initial inquiry through event execution. Supports the Groups & Events Strategy and identifies and sources group leads that will meet hotel’s revenue goals. Provides management of accounts that have potential group opportunities for the hotel. These accounts and/or specific meetings are considered high-value by the hotel due to: group/meeting size, catering contribution, arrival/departure patterns, and meeting dates held during need times, holidays, or traditionally slow timeframes. Manages the overall lead process, implementation of group initiatives, partnering with intermediaries as appropriate, providing on-going account service in the group segment, and closes coordination with the Proactive team on activities relating to the group segment.
CANDIDATE PROFILE
Education and Experience Required:
- Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field.
- Relevant hospitality or event management certifications are advantageous.
- Minimum 3–5 years of experience in group sales, events sales, hotel sales, or hospitality business development.
- Experience within luxury or upscale hotels preferred.
- Proven success in managing group bookings, conferences, meetings, incentives, and special events.
- Experience with Marriott International systems and sales processes is a plus.
CORE WORK ACTIVITIES
Managing Sales Activities
- Actively solicit and secure new group and events business across corporate, association, luxury, entertainment, fashion, and social segments.
- Generate leads through prospecting, networking, industry events, and strategic partnerships.
- Conduct site inspections, client presentations, and hotel tours.
- Develop and maintain a strong pipeline of qualified opportunities.
- Attend trade fairs, sales missions, and client networking events to promote the hotel.
- Respond promptly and professionally to requests for proposals (RFPs).
- Prepare customized proposals, contracts, and pricing solutions.
- Negotiate terms and conditions while optimizing profitability.
- Manage the full sales process from inquiry to contract signature.
- Coordinate with internal stakeholders to ensure seamless event delivery.
- Build long-term relationships with key corporate accounts, agencies, meeting planners, and DMCs.
- Maintain regular contact with existing clients to drive repeat business.
- Conduct business reviews and identify opportunities for account growth.
- Ensure high levels of customer satisfaction and loyalty.
- Achieve revenue goals for group rooms, meeting space, catering, and ancillary services.
- Work closely with Revenue Management to optimize pricing and inventory strategies.
- Monitor business pace, demand trends, and competitor activity.
- Forecast group and event business accurately and provide regular sales reports.
- Partner with Event Management and Operations teams during event handovers.
- Ensure all client requirements are communicated clearly and effectively.
- Participate in pre-event planning meetings and post-event evaluations.
- Support VIP events and high-profile client engagements when required.
- Applies the principles of strategic account management and team-based selling.
- Performs other duties, as assigned, to meet business needs.
Building Successful Relationships
- Manages relationships with the buyers of the accounts that book the largest and highest-valued leads to optimize account reach and share.
- Serves as account’s “local service guarantee” by establishing that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.
- Acts as the customer advocate through understanding account business objectives, needs and opportunities.
- Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (e.g., Enterprise Sales Team, Americas/Network Leadership, Group Sales within the Sales Office); partners with key stakeholders in account planning and determining strategy execution approaches for the market.
- Develops a close working relationship with Destination Sales Managers and hotel operations staff to execute strategies at the property level.
- Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands
- Maintains proper and timely communication with the account customer(s) to verify overall satisfaction and quick resolutions
- Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
- Collaborates effectively with peers, managers, and customers in a global and culturally diverse environment.
- Works effectively in a virtual team-based environment.
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
The Luxury Collection Hotels & Resorts, con oltre 120 proprietà in più di 35 Paesi, offre la promessa di esperienze autentiche che creano ricordi duraturi e preziosi. Con oltre 100 anni di esperienza iniziata nel 1906 con il marchio italiano CIGA, una collezione delle proprietà più celebri e iconiche d'Europa, il brand vanta una solida base su cui si fonda la nostra continua evoluzione, volta a superare i desideri dei viaggiatori amanti del lusso.
Da palazzi leggendari e rifugi appartati a edifici moderni classici e senza tempo, ogni hotel e resort di lusso è un'espressione unica e preziosa del luogo in cui si trova, un portale che svela il fascino e i tesori culturali del luogo di destinazione. Se apprezzi la narrazione evocativa, hai un forte interesse e una passione per il patrimonio della località e desideri offrire un'ospitalità sincera, personalizzata e che anticipa le esigenze, ti invitiamo a unirti al nostro viaggio. Entrando a far parte di The Luxury Collection ti unirai a un portfolio di brand con Marriott International. Scegli un ambiente dove puoi svolgere al meglio il tuo lavoro, iniziare il tuo percorso verso i tuoi obiettivi, entrare a far parte di un fantastico team globale e diventare la versione migliore di te.
