Senior Sales Manager

Job Description

Job Description

Senior Sales Manager

Round Barn Hotel, a Tribute Portfolio Hotel by Marriott - Santa Rosa, CA

Property: Round Barn Hotel, Tribute Portfolio (Marriott), 108 rooms, new build opening Q4 2026 in Santa Rosa, Sonoma County wine country
Reports to: General Manager, with dotted line to Radiate Hospitality Corporate Sales / Commercial leadership
Location: On property, Santa Rosa, CA. Regular local travel for outside sales calls Status: Full time, exempt

About the Opportunity

Round Barn Hotel is a ground-up reopening of a landmark Santa Rosa site under Marriott's Tribute Portfolio, a collection of independent, design-forward hotels. This is a rare chance to build a hotel's sales foundation from day one: there is no existing account base, no inherited pace, and no legacy processes. The Senior Sales Manager will be the primary sales leader on property, opening the market ahead of the hotel's debut and owning the corporate, group, and catering/events business once the doors open.

What We Look For

The Senior Sales Manager is responsible for driving topline revenue through proactive sales efforts across corporate, group, and catering/social segments. This role focuses on building new business, growing key accounts, and maximizing hotel profitability through strategic account management, strong local market presence, and effective collaboration with Revenue Management, Operations, and Marriott sales channels. Marriott sales experience is strongly preferred and a key requirement for this role. The ideal candidate is a self-starter who is comfortable working independently in a pre-opening environment and who already knows the Santa Rosa and greater Napa/Sonoma County market.

Pre-Opening Responsibilities (through opening)

• Build the hotel's target account list from scratch: local corporate (healthcare, technology, wine and beverage industry, county and public sector), group, SMERF, sports, wedding/social, and tour and travel.
• Execute a pre-opening solicitation plan with weekly outside sales calls, site tours of the model room and event spaces, and pre-opening client events.
• Partner with the GM and Radiate Corporate on the pre-opening sales and marketing plan, group rate strategy, and opening year budget and pace targets.
• Set up sales systems and processes ahead of opening: Marriott CI/TY sales and catering system, leadhandling and response standards, group contract templates, banquet event order (BEO) process, and sales collateral and proposals.
• Establish relationships with Visit Santa Rosa, Sonoma County Tourism, the Santa Rosa Metro Chamber, local wineries and wedding/event planners, and other relevant local organizations before opening.
• Coordinate with Marriott Global Sales, Marriott Multi-Hotel Sales, and Area Sales on pre-opening account transitions, lead routing, and opening promotions.

Key ResponsibilitiesRevenue and Strategy

• Achieve monthly and quarterly revenue, room night, and catering production goals.
• Develop and execute a strategic sales plan to maximize revenue and sell all facets of the hotel: guest rooms, meeting and event space, and food and beverage.
• Analyze pace, production, STR and market trends to adjust strategy; partner with Revenue Management on pricing, displacement, and inventory decisions.
• Work from a weekly solicitation plan and a systematic account coverage plan; meet or exceed minimum solicitation goals.
• Conduct/attend daily business review, weekly sales strategy, and management meetings as required.

New Business and Account Development

• Generate new business through proactive prospecting, outside sales calls, site visits, client entertainment, and networking, prioritizing high-potential accounts.
• Build and maintain relationships with key corporate, group, agency, and wedding/social planner accounts; conduct regular account reviews and identify opportunities for expansion.
• Respond to and convert inbound leads within Marriott brand response standards.
• Collaborate with Marriott Global Sales, Marriott Multi-Hotel Sales, Marriott Bonvoy Events, and brand channels to drive incremental demand.
• Represent the hotel at industry events, trade shows, and networking functions, including evening and occasional weekend events.
• Maintain an active relationship with Visit Santa Rosa and Sonoma County Tourism on behalf of the hotel and hold membership in local organizations relevant to the position.

Contracting, Systems, and Reporting

• Negotiate contracts, rates, and concessions within approved guidelines.
• Maintain accurate account, activity, and pipeline data in Marriott CI/TY and other Marriott systems.
• Prepare and submit weekly, monthly, and quarterly activity reports, account updates, and pipeline forecasts.
• Ensure all contracts, deposits, and billing details are accurate, timely, and compliant with hotel and Marriott standards.

Group and Event Execution

• Own the group and catering booking from contract through execution: detail all groups and events accurately with complete BEOs and group resumes.
• Communicate group and event needs clearly to Operations (Banquets, Culinary, Front Office, Accounting) and work closely with them to ensure flawless execution.
• Follow up post-event to secure rebookings and referrals.

QualificationsRequired

• Minimum 3 to 5 years of hotel sales experience with a proven record of meeting or exceeding revenue goals; group and catering sales experience required.
• Experience in the hospitality industry is a must; upscale, lifestyle, boutique, or soft-brand experience preferred.
• Keen analytic, organizational, and problem-solving skills that allow for strategic data interpretation versus simple reporting.
• Strong written and verbal communication skills, with the ability to conduct effective client meetings, site tours, and presentations.
• Self-directed and comfortable operating as the sole on-property sales leader with corporate support.
• Marriott sales experience strongly preferred. Prior experience selling a Marriott-branded hotel, with working knowledge of Marriott CI/TY, Marriott Global Sales and Multi-Hotel Sales, Bonvoy Events, and Marriott brand and lead-response standards, is a key requirement for this role. Candidates without Marriott experience must demonstrate comparable experience with a major brand sales organization and systems.
• Proficiency in Marriott CI/TY (or a comparable sales and catering system) and Microsoft Office.
• Valid driver's license and reliable transportation for regular local outside sales calls.
• Flexibility to work evenings and occasional weekends for client events, site visits, and networking.

Preferred

• Local market knowledge of Santa Rosa and greater Napa/Sonoma County, including established relationships with local corporate accounts, wineries, and event planners.
• Hotel pre-opening or repositioning experience.
• Experience selling in a leisure and wine-country destination market, including weddings and social events.

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