Job description

We’re People People. Are you? We’re Sonesta International Hotels—the 8th largest hotel company in the U.S. (and growing fast ). With a dynamic mix of full-service and focused hotels across major cities, our diverse portfolio of owned, managed, and franchised properties means we’re everywhere our guests need us to be. But here’s the thing—we’re not just in the business of hotels, we’re in the business of people. We bring service with passion, loyalty with purpose, and create experiences that genuinely connect—delivering quality, value, and memorable stays across 1,000 properties in eight countries (and counting). What this role is all about At Sonesta, our Sales leaders help shape the success of the hotel by building relationships, driving revenue, and creating opportunities that bring groups, meetings, and events through our doors. As the Group Sales Manager, you’ll lead the hotel’s group sales strategy, developing business across key market segments while driving room revenue, market share, and overall commercial performance. This role is perfect for someone who thrives in a fast-paced hospitality environment and enjoys balancing strategic leadership, relationship-building, business development, and team development. You’ll lead the Group Sales team, oversee key accounts and market strategies, and partner closely with Revenue Management, Catering, Events, Operations, and hotel leadership to maximize group production and deliver exceptional client experiences. If you’re commercially minded, relationship-driven, and passionate about bringing people together through memorable hospitality experiences — we’d love to meet you. What you’ll be doing Execute the hotel’s group sales strategy to drive room revenue, occupancy, ADR, market share, and profitability. Oversee sales efforts across key group segments, including corporate, association, convention, government, education, entertainment, social, and SMERF business. Develop and maintain strong relationships with meeting planners, corporate clients, associations, third-party partners, destination organizations, and key accounts. Drive proactive business development activities, including prospecting, outside sales calls, networking events, presentations, site tours, trade shows, and client entertainment. Manage the group sales process from initial lead generation and qualification through proposal development, contract negotiation, turnover, and post-event follow-up. Partner closely with Revenue Management to evaluate group opportunities, establish pricing strategies, manage displacement considerations, and optimize need periods. Collaborate with Catering, Events, Operations, and hotel leadership to ensure a smooth transition from sales to execution and an exceptional client and guest experience. Monitor market trends, competitor activity, account production, booking pace, conversion, and group demand to identify growth opportunities and mitigate risks. Ensure group contracts, concessions, pricing, and client commitments support operational capabilities and overall hotel profitability. Represent the hotel and Sonesta brand at industry events, trade shows, client functions, networking organizations, and within the local business community. Help foster a collaborative, energetic, and results-driven culture aligned with Sonesta’s People philosophy. Perform any other duties as assigned. What great looks like Bachelor’s degree in Hospitality Management, Business, Marketing, Communications, or a related field preferred. 2 years of progressive hotel group sales, hospitality sales, business development, or commercial leadership experience preferred. Strong knowledge of group sales, meetings and events, account management, market segmentation, contract negotiation, and hotel commercial strategy. Experience leading and developing Sales teams, establishing performance goals, and creating a culture of accountability and collaboration. Strong understanding of group pricing, forecasting, budgeting, displacement analysis, booking pace, market penetration, and revenue optimization. Excellent communication, presentation, networking, negotiation, and relationship-building skills. Proven ability to develop sales strategies, grow key accounts, identify new business opportunities, and deliver group revenue results. Experience using CRM systems, hotel sales platforms, STR reports, and hospitality reporting tools preferred. Strong organizational and analytical skills, with the ability to manage multiple priorities in a fast-paced environment. Ability to travel for client meetings, sales calls, trade shows, networking events, and industry functions as needed. Flexible availability, including occasional evenings, weekends, networking events, and client entertainment opportunities. A passion for hospitality, people leadership, relationship-building, group sales, and creating exceptional guest and client experiences. Anticipated Pay Range & Additional Job Information How we reward you At Sonesta, we know showing up for our guests starts with showing up for our people. That means supporting your health, your financial future, and everything in between. Here’s a snapshot of what we offer: Medical, Dental & Vision Insurance Health Savings Account (HSA) with Company Match 401(k) Retirement Plan with Company Match Paid Vacation & Sick Time Paid Parental Leave Company-Paid Life Insurance Company-Paid Short-Term & Long-Term Disability Hospital Indemnity, Critical Illness & Accident Insurance Educational Assistance Sonesta Hotel Discounts (yes, you’ll want to use these ✈️) Additional Perks & Employee Discounts Our Commitment to You Sonesta is proud to be an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law. Before You Apply To be considered, please complete the full application in addition to submitting your resume. Incomplete applications will not be reviewed.

Requirements

Must-haves

We’re People People. Are you?
We’re Sonesta International Hotels—the 8th largest hotel company in the U.S. (and growing fast ).
With a dynamic mix of full-service and focused hotels across major cities, our diverse portfolio of owned, managed, and franchised properties means we’re everywhere our guests need us to be.
What this role is all about
If you’re commercially minded, relationship-driven, and passionate about bringing people together through memorable hospitality experiences — we’d love to meet you.
What you’ll be doing
Execute the hotel’s group sales strategy to drive room revenue, occupancy, ADR, market share, and profitability.
Oversee sales efforts across key group segments, including corporate, association, convention, government, education, entertainment, social, and SMERF business.
Develop and maintain strong relationships with meeting planners, corporate clients, associations, third-party partners, destination organizations, and key accounts.
Drive proactive business development activities, including prospecting, outside sales calls, networking events, presentations, site tours, trade shows, and client entertainment.
Manage the group sales process from initial lead generation and qualification through proposal development, contract negotiation, turnover, and post-event follow-up.
Partner closely with Revenue Management to evaluate group opportunities, establish pricing strategies, manage displacement considerations, and optimize need periods.
Collaborate with Catering, Events, Operations, and hotel leadership to ensure a smooth transition from sales to execution and an exceptional client and guest experience.
Monitor market trends, competitor activity, account production, booking pace, conversion, and group demand to identify growth opportunities and mitigate risks.
Ensure group contracts, concessions, pricing, and client commitments support operational capabilities and overall hotel profitability.
Represent the hotel and Sonesta brand at industry events, trade shows, client functions, networking organizations, and within the local business community.
Help foster a collaborative, energetic, and results-driven culture aligned with Sonesta’s People philosophy.
Perform any other duties as assigned.
What great looks like
Strong knowledge of group sales, meetings and events, account management, market segmentation, contract negotiation, and hotel commercial strategy.
Experience leading and developing Sales teams, establishing performance goals, and creating a culture of accountability and collaboration.

Nice-to-haves

Bachelor’s degree in Hospitality Management, Business, Marketing, Communications, or a related field preferred.
2 years of progressive hotel group sales, hospitality sales, business development, or commercial leadership experience preferred.
Experience using CRM systems, hotel sales platforms, STR reports, and hospitality reporting tools preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: workday
Effort: long

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Parental Leave