Driftwood Hospitality Management’s company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel.

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The hotel operates 24 hours a day, 7 days a week, and operational demands may require variations in schedules, including days, evenings, weekends, and holidays.

Business Results

• Develop and execute sales strategies to increase association, corporate, and group revenue in alignment with property goals.
• Identify, prospect, and cultivate relationships with local, regional, and national associations to generate new business opportunities.
• Manage assigned association accounts and build strong, long-term partnerships that drive repeat business.
• Achieve and exceed individual and team revenue goals through proactive sales efforts.
• Understand market conditions, competitor positioning, industry trends, and customer needs to maximize revenue opportunities.
• Conduct sales calls, client meetings, networking activities, trade shows, association events, and FAM trips as appropriate.
• Perform customer site inspections and presentations that highlight the hotel’s value proposition.
• Proactively target key association accounts and markets with significant revenue potential.
• Respond to inquiries and leads within established service standards.
• Create proposals, negotiate contracts, and close business opportunities based on market conditions and hotel objectives.
• Forecast group rooms, meeting space, and revenue accurately and communicate updates throughout the sales process.
• Partner with operations and event teams to ensure successful client transitions and service delivery.
• Maintain accurate customer information, sales activities, and account details in Delphi or other hotel sales systems.
• Understand department budgets and contribute to achieving overall financial goals and objectives.

Guest Satisfaction

• Deliver exceptional service by building trust and strong relationships with association clients throughout the sales and event lifecycle.
• Maintain consistent communication with clients regarding event details, expectations, and operational requirements.
• Partner with Convention Services and hotel operations teams to ensure a seamless guest experience.
• Be visible and accessible to clients during events and assist in resolving challenges or identifying solutions.
• Ensure products and services sold meet or exceed client expectations and support guest loyalty.
• Solicit client feedback and use insights to improve future service delivery.
• Address concerns professionally and promptly while maintaining positive client relationships.

Leadership

…applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

• Demonstrate commitment to Driftwood Hospitality Management’s operating principles and service philosophy.
• Take ownership of results and hold self-accountable for achieving business objectives.
• Contribute positively to team success and collaborate across departments.
• Adapt effectively to changing priorities, market conditions, and business needs.
• Make informed decisions and take appropriate action to achieve goals.

Building Relationships

…eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives. 

• Establish and maintain professional relationships with association leaders, meeting planners, clients, and internal teams.
• Treat all individuals with dignity, respect, and professionalism.
• Demonstrate strong ethics, integrity, and accountability.
• Listen actively and respond effectively to client and team needs.
• Encourage collaboration and value diverse perspectives.

Managing Work Execution

…proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

• Follow all company standards, policies, procedures, and sales practices (SOP's)
• Utilize sales tools, resources, and support teams effectively.
• Prioritize tasks and manage multiple sales opportunities simultaneously.
• Maintain urgency and focus when responding to client needs and revenue opportunities.
• Overcome obstacles while maintaining service excellence.
• Follow through consistently on inquiries, commitments, and client requests.

Generating Talent

….Proactively identifies and develops talent within the organization

• Support a positive team environment by sharing knowledge, best practices, and industry insights.
• Assist in mentoring and developing sales team members when appropriate.
• Seek opportunities for personal and professional growth.

Organizational Learner

…Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

• Continuously develop knowledge of association sales trends, hospitality practices, and industry standards.
• Identify personal strengths and areas for improvement.
• Share new ideas, innovations, and successful sales strategies with the team.
• Learn from colleagues, clients, and industry partners.
• Maintain proficiency in all technical and procedural requirements of the position.

Qualifications

Experience

• Minimum of 3+ years of progressive sales experience required.
• Previous hospitality, hotel, convention, association, or group sales experience preferred.
• Experience developing relationships with associations, organizations, meeting planners, and group clients preferred.
• Experience selling premium hospitality experiences, meeting solutions, or event services preferred.

Skills and Knowledge

• Demonstrated success in proactive sales, prospecting, account development, and revenue generation.
• Strong negotiation skills and creative selling abilities with the ability to close business and achieve a high conversion ratio.
• Ability to identify new association business opportunities through research, networking, referrals, and market outreach.
• Comfortable with proactive solicitation, including cold calling, networking, and developing new accounts.
• Proven ability to build and maintain strong customer relationships and long-term partnerships.
• Experience establishing and achieving weekly prospecting and solicitation goals.
• Strong understanding of association sales cycles, group business, and event planning processes.
• Ability to effectively present hotel capabilities, value propositions, and customized solutions to clients.
• Strong upselling skills with the ability to maximize revenue opportunities.
• Knowledge of hotel operations and how they impact sales, guest experience, and event execution.
• Understanding of meeting space, guest room inventory management, and group forecasting.
• Knowledge of banquet operations, menu planning, food presentation, and event service standards preferred.
• Knowledge of audiovisual products and services preferred.
• Understanding of contract management, negotiations, and basic legal requirements related to sales agreements.
• Financial acumen, including the ability to understand budgets, forecasts, revenue goals, and profitability.
• Proficiency with Microsoft Office Suite and hotel sales systems.
• Experience with Delphi, Delphi Diagrams, or similar sales management systems preferred.
• Ability to conduct market research and identify business opportunities using online resources.
• Strong verbal, written, presentation, and interpersonal communication skills.
• Excellent organization skills with the ability to manage multiple priorities and deadlines.
• Strong problem-solving, decision-making, and follow-through skills.
• Ability to work independently while contributing to overall team success.
• Strong relationship-building skills with clients, guests, and associates.

The physical demands described are representative of those required to successfully perform the essential functions of this position.

• Frequent walking, standing, sitting, hearing, speaking, and interacting with guests and clients.
• Ability to conduct property tours, attend networking events, and participate in client meetings.
• Ability to lift, push, and pull objects weighing up to ten (10) pounds.

Benefits

• 401(k)
• Disability insurance
• Employee assistance program
• Health insurance
• Life insurance
• Paid time off
• Room Discounts
• Employee Food and Beverage Discounts

EEO: Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.