Senior Sales Manager

Description Sheraton Needham Hotel – Needham, Massachusetts Managed by Step. Stone Hospitality Position Overview Sheraton Needham Hotel, managed by Step. Stone Hospitality, is seeking an experienced, driven, and results-oriented Senior Sales Manager to join our leadership team. The Senior Sales Manager will be responsible for developing and executing strategic sales initiatives to generate revenue, grow existing accounts, identify new business opportunities, and strengthen the hotel's position within the local and regional market.

The ideal candidate is a proactive hospitality sales professional who enjoys building relationships, prospecting for new business, conducting outside sales activities, and converting opportunities into measurable revenue. This position requires strong knowledge of hotel sales, account management, group business, and market development.

Key Responsibilities

Proactively solicit and secure new business to achieve or exceed established revenue and sales goals. Develop and manage a portfolio of key accounts while continuously identifying new business opportunities. Generate group, corporate, association, government, SMERF, and other market-segment business based on hotel needs and assigned responsibilities.

Conduct outside sales calls, prospecting activities, client appointments, site inspections, presentations, and networking activities. Build and maintain strong relationships with existing and prospective clients. Respond to sales leads and inquiries promptly and professionally and actively work opportunities through the sales process to conversion.

Prepare proposals, contracts, presentations, and other sales correspondence. Negotiate rates, room blocks, meeting space, and other business terms within established hotel guidelines. Maintain consistent follow-up with prospective and existing clients to maximize conversion and repeat business. Research and identify new accounts, market opportunities, business generators, and demand drivers.

Monitor market conditions, competitor activity, and local business trends to identify potential revenue opportunities. Partner closely with hotel leadership, Revenue Management, Operations, and other departments to ensure sales strategies align with overall hotel goals. Participate in weekly sales meetings, revenue strategy discussions, business reviews, and forecasting activities as required.

Maintain accurate and timely account information, sales activities, production, and pipeline documentation within the hotel's sales systems. Meet established weekly and monthly sales activity expectations, including prospecting, sales calls, client appointments, and site visits. Represent the hotel professionally at industry events, community functions, networking opportunities, trade shows, and client events.

Assist with special sales projects, promotions, and property initiatives as needed. Maintain a strong understanding of the Sheraton brand, hotel services, guest rooms, meeting facilities, food and beverage offerings, and competitive advantages. Perform other duties as assigned by hotel leadership.

Qualifications

Minimum of 3–5 years of hotel sales experience , preferably within a full-service, branded hotel environment. Previous experience as a Sales Manager, Senior Sales Manager, or similar hotel sales position strongly preferred. Marriott/Sheraton brand experience is a plus. Demonstrated success in proactive sales, new business development, account management, and achieving revenue goals.

Strong understanding of hotel group sales, corporate negotiated business, and local account development. Proven ability to prospect, develop leads, negotiate, and close business. Excellent verbal, written, presentation, and interpersonal communication skills. Strong organizational and time-management skills with the ability to manage multiple priorities and deadlines.

Ability to analyze business opportunities and make sound sales decisions based on hotel needs and revenue potential. Proficiency with Microsoft Office and hotel sales/CRM systems. Knowledge of the Needham, Greater Boston, and surrounding Massachusetts business markets is highly desirable. Ability to travel locally for sales calls, networking events, client meetings, and business development activities as needed.

Must be able to work a flexible schedule based on business and client needs.

What We Are Looking For

Proactive – actively seeks new business rather than waiting for leads. Results-driven – understands sales goals and takes ownership of achieving them. Relationship-focused – develops lasting partnerships with clients and community contacts. Strategic – understands market conditions and identifies opportunities that support the hotel's revenue strategy.

Collaborative – works effectively with Sales, Revenue Management, Operations, and hotel leadership. Accountable – consistently follows through on commitments, sales activities, and revenue objectives.

Compensation

$85,000–$95,000 annually Final compensation will be based on experience, qualifications, and overall fit for the position. About Step. Stone Hospitality Step. Stone Hospitality is a hospitality management company committed to delivering exceptional guest experiences while creating an environment where associates can grow, contribute, and succeed.

Our teams are built around collaboration, accountability, service excellence, and a commitment to achieving strong results for our hotels and ownership partners. Equal Employment Opportunity Step. Stone Hospitality is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all applicants and associates without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law.