Senior Sales manager/The Westin Yokohama

JOB SUMMARY

The Senior Sales Manager is responsible for proactively identifying, developing, and managing group and catering business opportunities with significant revenue potential.

This role focuses on acquiring new business, developing strong relationships with existing and potential customers, and maximizing revenue through effective sales strategies and upselling. The Senior Sales Manager works closely with internal departments to ensure a smooth handover and successful execution of confirmed business.

CANDIDATE PROFILE

Education and Experience

• High school diploma or GED, with 2+ years of experience in sales, marketing, guest services, front office, or a related professional area.

OR

2-year degree from an accredited university or college in Business Administration, Marketing, Hotel and Restaurant Management, or a related field; relevant work experience is preferred.

• Experience in hotel sales, group sales, catering, or event sales is preferred.

CORE WORK ACTIVITIES

Understanding Market Opportunities & Driving Revenue

• Identify and develop new group and catering business opportunities.
• Proactively target accounts, markets, and customer segments with strong revenue potential.
• Develop and execute effective group and catering sales plans.
• Manage sales opportunities from initial inquiry through contract and handover.
• Create and sell creative group and catering events tailored to customer needs.
• Maximize revenue through upselling packages, food and beverage, and additional services.
• Monitor market trends, competitor activity, economic conditions, and supply and demand.
• Negotiate contracts and use effective selling skills to close business.
• Achieve individual and team revenue targets.

Providing Exceptional Customer Service

• Manage complex group and catering business while meeting high customer expectations.
• Build and maintain strong relationships with new and existing customers to generate repeat business.
• Conduct sales calls, client entertainment, FAM trips, trade shows, and other sales activities.
• Understand customer needs and recommend appropriate hotel services and solutions.
• Provide personalized service before, during, and after events to ensure customer satisfaction.
• Deliver exceptional service in line with hotel and brand standards.
• Develop customer loyalty and increase the hotel's share of business.

Building Successful Relationships

• Build strong relationships with key internal and external stakeholders.
• Work closely with Sales, Event Management, and other hotel departments to ensure smooth coordination.
• Collaborate with off-property sales channels and other sales teams to maximize business opportunities.
• Maintain effective communication throughout the sales and event process.
• Utilize available sales resources and administrative support effectively.

Event & Sales Operations

• Conduct hotel site inspections and presentations for potential customers.
• Prepare proposals, contracts, and customer correspondence.
• Ensure accurate and timely handover of confirmed business to the Event Management team.
• Support the operational aspects of confirmed business to ensure successful service delivery.
• Maintain accurate sales records and utilize internal systems and resources effectively.

KEY SKILLS & ATTRIBUTES

• Strong sales and negotiation skills
• Excellent communication and interpersonal skills
• Customer-focused mindset
• Strong relationship-building skills
• Ability to identify and develop new business opportunities
• Creative approach to sales and event solutions
• Strong organizational and multitasking skills
• Ability to work independently and as part of a team
• Strong understanding of the hotel and hospitality industry
• Professional level of English communication is preferred