The Westin Tysons Corner
Corporate Sales Manager
The Westin Tysons Corner, Falls Church, Virginia, United States, 22042
Job Summary
As the Corporate Sales Manager, you will serve as the primary on‑property sales contact for corporate clients and business accounts. You will be responsible for proactively identifying, developing, and closing corporate sales opportunities that drive revenue across all segments of the hotel, including group business, meetings, events, and transient sales. This role emphasizes proactive outreach, strategic account management, and building long‑term relationships to achieve individual and team revenue goals.
You will work closely with internal teams to ensure a seamless transition from sales to service, delivering outstanding client experiences while maximizing profitability.
Essential Job Functions 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 and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.
Business Results
Build the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing. Identify revenue opportunities for the hotel based on the event profile.
Meet and exceed individual revenue goals. Effectively manage customer budgets to maximize revenue and meet customer needs and identify opportunities to up‑sell products and services throughout the sales process.
Exceed company minimum standards with the sales process and act as a mentor for others within this area.
Understand the overall market in which the team sells – competitors’ strengths and weaknesses, economic trends, supply, and demand, etc.
Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
Conduct customer site inspections.
Excel at proactive selling. Target key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identify, qualify, and solicit new business to achieve personal and hotel revenue goals. Focus on accounts with larger potential sales revenue.
Respond to incoming inquiries within the market segment within 4 hours.
Close the best opportunities for the hotel based on market conditions and hotel’s needs.
Accurately forecast group sleeping rooms and revenue for groups prior to the turnover and continue to be a partner for this process after the turnover.
Create sales contracts as required.
Comprehend budgets as needed to assist in the financial management of the department. Understand the impact of the department’s role in the overall financial goals and objectives of the hotel and manage to achieve or exceed budgeted goals.
Guest Satisfaction
Ensure a high level of customer satisfaction and build long‑term mutually beneficial customer relationships to support future revenue growth.
Coordinate and communicate verbally and in writing with customers (internal and external) regarding event details. Follow up with customers post‑event.
Make presence always known to customers during this process, regardless of which hotel they stay at. Greet customers during the event phase and hand off to the Convention Services department for execution of details. Be available to solve problems and/or suggest alternatives to previous arrangements.
Display leadership in guest hospitality and ensure consistent, high‑level service throughout all phases of hotel events. Ensure products and services sold to the event planners meet or exceed their expectations, create loyalty, and lead to increased market share.
Set a positive example for guest relations.
Interact with guests to obtain feedback on product quality and service levels. Effectively respond to and handle guest problems and complaints.
Review Guest Service Results with leaders. Participate in the development and implementation of corrective action plans.
Emphasize guest satisfaction during all departmental meetings and focus on continuous improvement.
Utilize Delphi or other hotel system to capture and manage customer information on a daily basis.
Leadership
Apply broad business knowledge and balance short‑ and long‑term perspectives to generate strategies while leading the organization to achieve them.
Demonstrate commitment to Driftwood Hospitality Management operating principles and philosophies.
Hold self and others accountable for achieving results.
Address conflict in a timely manner.
Contribute to team results.
Deal with change effectively.
Make decisions, including employees/team and commit to a course of action with available information.
Building Relationships Eliminate insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Treat people fairly, with dignity and respect.
Work to meet goals in a manner that does not disadvantage other employees or groups.
Demonstrate business ethics and personal integrity – be widely trusted and directly truthful.
Listen and respond to others.
Show interest in others’ views even if they counter one's own views.
Managing Work Execution Proactively ensure that others have the accountability, authority, and resources necessary to manage work execution and drive for results.
Adhere to all standards, policies, and procedures (SOPs, etc.).
Effectively use sales resources and administrative/support staff.
Approach work with a sense of urgency and purpose.
Allocate time and resources effectively when faced with competing demands.
Overcome obstacles to accomplish challenging objectives.
Follow through on inquiries, requests, and complaints.
Organizational Learner
Act independently to improve and increase skills and knowledge.
Demonstrate awareness of personal strengths and areas for professional improvement.
Share learning, innovations, and best practices with others.
Be willing to learn from others.
Perform all technical/procedural requirements of the job.
Knowledge, Skills & Abilities Experience
Must have (3+) years of progressive sales experience.
Previous experience in the hospitality industry preferred; experience selling luxury brands and experiential services preferred.
Skills and Knowledge
Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
Possess software knowledge (Microsoft Office, etc.).
Possess systems knowledge (Delphi and Delphi Diagrams).
Must be able to knock on doors to get the business.
Know how to conduct research on the Internet.
Weekly prospecting and soliciting goals.
Uncover new customers.
Effective sales skills to up‑sell products and services.
Knowledge of menu planning, food presentation, and banquet and event service operations.
Ability to manage guest room and meeting space inventories.
Strong customer development and relationship management skills.
Knowledge of overall hotel operations as they affect the department.
Knowledge of AV products and services at both hotels.
Knowledge of contract management and legalities.
Financial management skills – ability to understand P&L statements, manage operating budgets, forecast, and schedule.
Strong communication skills (verbal, listening, writing).
Strong problem‑solving skills.
Strong customer and associate relation skills.
Strong presentation and platform skills.
Strong organization skills.
Strong closing skills.
Strong persuasion skills.
Ability to use standard software applications and hotel systems.
Effective decision‑making skills.
Physical Demands Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing, and pulling of objects weighing up to ten (10) pounds.
Benefits
401(k)
Dental insurance
Disability insurance
Employee assistance program
Flexible spending account
Health insurance
Life insurance
Paid time off
Vision insurance
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.
Source: Driftwood Hospitality
#J-18808-Ljbffr
You will work closely with internal teams to ensure a seamless transition from sales to service, delivering outstanding client experiences while maximizing profitability.
Essential Job Functions 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 and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.
Business Results
Build the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing. Identify revenue opportunities for the hotel based on the event profile.
Meet and exceed individual revenue goals. Effectively manage customer budgets to maximize revenue and meet customer needs and identify opportunities to up‑sell products and services throughout the sales process.
Exceed company minimum standards with the sales process and act as a mentor for others within this area.
Understand the overall market in which the team sells – competitors’ strengths and weaknesses, economic trends, supply, and demand, etc.
Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
Conduct customer site inspections.
Excel at proactive selling. Target key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identify, qualify, and solicit new business to achieve personal and hotel revenue goals. Focus on accounts with larger potential sales revenue.
Respond to incoming inquiries within the market segment within 4 hours.
Close the best opportunities for the hotel based on market conditions and hotel’s needs.
Accurately forecast group sleeping rooms and revenue for groups prior to the turnover and continue to be a partner for this process after the turnover.
Create sales contracts as required.
Comprehend budgets as needed to assist in the financial management of the department. Understand the impact of the department’s role in the overall financial goals and objectives of the hotel and manage to achieve or exceed budgeted goals.
Guest Satisfaction
Ensure a high level of customer satisfaction and build long‑term mutually beneficial customer relationships to support future revenue growth.
Coordinate and communicate verbally and in writing with customers (internal and external) regarding event details. Follow up with customers post‑event.
Make presence always known to customers during this process, regardless of which hotel they stay at. Greet customers during the event phase and hand off to the Convention Services department for execution of details. Be available to solve problems and/or suggest alternatives to previous arrangements.
Display leadership in guest hospitality and ensure consistent, high‑level service throughout all phases of hotel events. Ensure products and services sold to the event planners meet or exceed their expectations, create loyalty, and lead to increased market share.
Set a positive example for guest relations.
Interact with guests to obtain feedback on product quality and service levels. Effectively respond to and handle guest problems and complaints.
Review Guest Service Results with leaders. Participate in the development and implementation of corrective action plans.
Emphasize guest satisfaction during all departmental meetings and focus on continuous improvement.
Utilize Delphi or other hotel system to capture and manage customer information on a daily basis.
Leadership
Apply broad business knowledge and balance short‑ and long‑term perspectives to generate strategies while leading the organization to achieve them.
Demonstrate commitment to Driftwood Hospitality Management operating principles and philosophies.
Hold self and others accountable for achieving results.
Address conflict in a timely manner.
Contribute to team results.
Deal with change effectively.
Make decisions, including employees/team and commit to a course of action with available information.
Building Relationships Eliminate insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
Treat people fairly, with dignity and respect.
Work to meet goals in a manner that does not disadvantage other employees or groups.
Demonstrate business ethics and personal integrity – be widely trusted and directly truthful.
Listen and respond to others.
Show interest in others’ views even if they counter one's own views.
Managing Work Execution Proactively ensure that others have the accountability, authority, and resources necessary to manage work execution and drive for results.
Adhere to all standards, policies, and procedures (SOPs, etc.).
Effectively use sales resources and administrative/support staff.
Approach work with a sense of urgency and purpose.
Allocate time and resources effectively when faced with competing demands.
Overcome obstacles to accomplish challenging objectives.
Follow through on inquiries, requests, and complaints.
Organizational Learner
Act independently to improve and increase skills and knowledge.
Demonstrate awareness of personal strengths and areas for professional improvement.
Share learning, innovations, and best practices with others.
Be willing to learn from others.
Perform all technical/procedural requirements of the job.
Knowledge, Skills & Abilities Experience
Must have (3+) years of progressive sales experience.
Previous experience in the hospitality industry preferred; experience selling luxury brands and experiential services preferred.
Skills and Knowledge
Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
Possess software knowledge (Microsoft Office, etc.).
Possess systems knowledge (Delphi and Delphi Diagrams).
Must be able to knock on doors to get the business.
Know how to conduct research on the Internet.
Weekly prospecting and soliciting goals.
Uncover new customers.
Effective sales skills to up‑sell products and services.
Knowledge of menu planning, food presentation, and banquet and event service operations.
Ability to manage guest room and meeting space inventories.
Strong customer development and relationship management skills.
Knowledge of overall hotel operations as they affect the department.
Knowledge of AV products and services at both hotels.
Knowledge of contract management and legalities.
Financial management skills – ability to understand P&L statements, manage operating budgets, forecast, and schedule.
Strong communication skills (verbal, listening, writing).
Strong problem‑solving skills.
Strong customer and associate relation skills.
Strong presentation and platform skills.
Strong organization skills.
Strong closing skills.
Strong persuasion skills.
Ability to use standard software applications and hotel systems.
Effective decision‑making skills.
Physical Demands Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing, and pulling of objects weighing up to ten (10) pounds.
Benefits
401(k)
Dental insurance
Disability insurance
Employee assistance program
Flexible spending account
Health insurance
Life insurance
Paid time off
Vision insurance
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.
Source: Driftwood Hospitality
#J-18808-Ljbffr