Business Travel Sales Manager

Compensation Type: Yearly Highgate Hotels: Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.  Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle. Location: Overview: The Business Travel 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 and territory to positively impact hotel revenues. Responsibilities: Develop and implement a comprehensive sales strategy for the transient segment, aligning with overall business goals of the hotel.Analyze market trends, competitor activities, and customer needs to identify growth opportunities.Generating hotel awareness through sales efforts, familiarization trips, site inspections, and entertaining travel advisors and business travel account managers.Collaborate with the revenue and marketing team to create targeted campaigns and promotions that attract transient customers.Cultivate and maintain strong relationships with key clients (LNR and CNR), travel agencies, and corporate partners to ensure customer satisfaction and loyalty.Attend trade shows and industry events and evaluate effectiveness to ensure a proper return on investment.Conduct regular client meetings, presentations, and negotiations to secure business and meet revenue targetsUtilize systems for data analytics to track and analyze sales performance, market trends, and customer behavior.Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Cvent Transient (Lanyon), hotel PMS, Delphi FDC, TravelClick (Agency 360/Demand 360), etc. Be able to analyze market conditions and account specific data to determine current account status and alter individual account strategies, as neededPrepare regular reports for senior leadership, highlighting key insights and recommending strategic adjustments.Develop a sales plan that addresses new business development, product management from a sales and marketing perspective, strategic sales alliances, and partnerships with companies.Ability to set up and lead customer business reviews on a quarterly basis; collaborating with other Sales and Operations teams as appropriate.Manage and optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).Ability to work with Revenue Management to provide guidance on pricing for customers under management and to share information related to customer feedback on future year expectations.Having a deep knowledge of managed business travel programs, decision making and booking processes for local and national accounts.Awareness of competition, top accounts, rates and sales strategies on an ongoing basis. Stays abreast of trends in the market.Keep immediate supervisor fully informed of all problems or matters requiring his/her attention.Prepare and submit required reports in a timely manner. Qualifications: College course work in related field helpful.At least 2 years sales experience in a hotel or a related field preferred.High School diploma or equivalent required.Must be skilled in Windows, Company approved spreadsheets and word processing.Long hours sometimes required.Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.Must be able to multitask and prioritize departmental functions to meet deadlines.Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.Attend all hotel required meetings and trainings.Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.Must be able to maintain confidentiality of information. 

Created: 2025-09-09