Develops and grows entertainment and business travel accounts for a hotel. Responsibilities include prospecting, negotiating rates, managing RFPs, securing group and transient business, conducting client appointments and hotel tours, maintaining corporate travel relationships, expanding accounts, preparing sales reports, and partnering with sales, marketing, and revenue leadership to meet financial objectives.
SENIOR ENTERTAINMENT SALES MANAGER
Title: Senior Entertainment Sales Manager
Department: Sales
FLSA Status: Exempt
Reports to: Director of Sales + Marketing
Job Summary: Develop and grow entertainment and business travel accounts through proactive sales and marketing efforts. Identify and secure new business opportunities, with a focus on entertainment, bands, and production clients, through direct outreach, networking, appointments, travel, and hotel tours.
Duties and Responsibilities
- Own and grow all entertainment-related group and transient business across film, television, streaming, music, touring, media, production, and related sectors.
- Manage the full account lifecycle, including prospecting, RFPs, rate strategy, negotiation, implementation, production review, renewal, and retention.
- Build and maintain relationships with corporate travel buyers, travel managers, travel management companies, and travel agents.
- Develop new business by acquiring accounts from competitors, expanding existing accounts, and identifying new customers and market segments.
- Prospect, solicit, negotiate, and secure group and transient entertainment business through appointments, site tours, networking, on-property entertainment, travel, and ongoing market outreach.
- Provide exceptional customer service and respond promptly to customer needs while building strong, long-term business relationships.
- Manage time effectively and maintain a consistent, organized schedule of customer contacts through on-property meetings, off-site appointments, telephone, and digital outreach.
- Partner with the Director of Sales & Marketing and Director of Revenue to ensure negotiated rates and business opportunities align with hotel financial objectives.
- Prepare weekly sales and productivity reports detailing customer contacts, opportunities, and progress.
- Keep leadership informed of significant issues, opportunities, and business developments.
- Maintain a professional, cooperative, and harmonious working environment with colleagues.
- Follow all company and hotel policies, procedures, attendance requirements, and dress and grooming standards.
- Follow all safety rules and procedures to minimize workplace hazards.
- Perform all duties in a timely, efficient, and professional manner to support the overall objectives of the position.
Required Skills/Abilities:
- Skilled in Lightspeed, Opera, CI, CVENT, MarRFP, Tour Connection, and Agency360.
- Hospitality-focused mindset with a commitment to service excellence, professionalism, and long-term client relationships.
- Must be detail-oriented and able to multitask in a fast-paced environment.
- Proficient with Microsoft Office Suite and the ability to learn Marriott systems.
- Superior verbal/written skills and presentation skills in English.
- Must be able to work a flexible schedule including evenings, weekends, and holidays when required.
- Five or more years of progressive hotel sales experience, with three or more years of Entertainment (Corporate and Touring) and Corporate Transient business. Experience in an upscale lifestyle, Marriott Branded property in Los Angeles is also strongly preferred.
Physical Requirements:
- Pushing/Pulling: Average weight 30lbs constantly
- Lifting/Carrying: Average weight 30lbs constantly
- Standing/Walking: Constantly. Standing/Walking the majority of scheduled shift
- Reaching: Occasionally
This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. This document does not create an employment contract, implied or otherwise, other than an “at will” employment relationship.
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