Travel Industry Sales Manager - Transient

Date:  Aug 18, 2019
Property:  RPH (0023)

Newport Coast, CA, 92657

Division:  Resort at Pelican Hill (RPH)
Req ID:  28972

Position Summary:

The Travel Industry Sales Manager role is a key factor in contributing to the success of the hotel’s sales initiatives by developing and maintaining existing accounts, while strategically targeting new account base. Will establish and maintain a positive rapport with the hotel’s guests, clients, and associates.  Handle guests’ requests utilizing a “selling” communication style and act as a liaison between departments with the goal of providing a positive and memorable experience for each guest. Work with the entire sales team to develop strategies and tactics that are focused on growing market share from competing markets*.  Identify new opportunities and move share to assigned hotel; ensure that sales quotas are met or exceeded; and ensure that sales activities/ bookings are focused to yield maximum revenue per room occupied.

* Transient-Business customer focus: Identify target accounts

* Leisure customer focus: Identify key travel agencies that fill off-peak dates for leisure bookings

Job Duties:


  • Assist in the development and achievement of annual strategic sales action plans.
  • Establish room rate and average rate goals based on marketing plan and overall objectives.
  • Evaluate, solicit, sell and confirm business in assigned market area to meet overall budgeted sales and profitability.
  • Maintain up-to-date knowledge of the competition, new developments, and sales techniques in the hotel industry to maximize sales volume and profitability.
  • Prepare reports as requested to develop a more informative data base for improved management decision making and critical evaluation of work activities.  Analyze data and develop or recommend programs to meet client's needs.



  • Negotiate with clients to achieve customer satisfaction along with maximum profitability for the Hotel.  Execute sales action plans to close on target accounts within the specified market segment.  Throughout contact with customer, promote good will in order to foster additional business, repeat bookings or referrals to other Company Hotels and Resorts.
  • Focus the sales activities of the team to maximize sales action plans and achieve budgeted goals.  Continually assess results to fine-tune direction of sales activities as needed. 
  • Maintain up-to-date knowledge of competitors, including new developments and sales methodologies in order to maximize sales volume. 
  • Coordinate special sales activities, promotions or trade shows, as requested.  Oversee the coordination of non-sales department activities related to booked business to ensure customer satisfaction and hotel profitability. 
  • Ensure projects are executed for all market areas as stated in the hotel marketing plan with emphasis to increase sales and profitability.
  • Monitor progress of bookings including room night pick-up, function space ratios, and catering coordination.
  • Manage space allocation for bookings based on established guidelines and procedures, as well as room commitments, to ensure proper market mix.
  • Review sales work files to ascertain a proper exchange of information between hotel and client.


  • Conduct and/or attend meetings to maintain favorable working relationships among employees and to promote maximum morale, productivity and efficiency.
  • Direct the reporting and apprising of results against planned objectives; coordinate sales staff activities; take appropriate action to maximize sales and affect need periods.
  • Oversee the coordination of various departments’ activities and communication related to booked business to ensure customer satisfaction and hotel profitability.
  • Identify and effectively manage the work relationships, areas of accountability and performance of the personnel assigned. 
  • Support the business by participating in solving problems with other departments as required related to business booked in the hotel.  Example: guest room function space conflicts, salvaging of accounts which are at risk of cancellation.
  • Keep immediate supervisor promptly and fully informed of all problems or unusual matters of significance coming to his/her attention so prompt corrective action can be taken where appropriate.


  • Perform all accountabilities in a timely and efficient manner, following established policy and projecting a favorable image of hotel to achieve objectives, public recognition and acceptance.
  • Perform other tasks or projects as assigned by hotel management and staff.
  • Respond properly in any hotel emergency or safety situation.

Minimum Qualifications / Other Expectations:

3-5 years of experience

Bachelor’s degree or equivalent work experience

Ability to handle high volume with ease

Solid organizational and management skills

Ability to utilize a wide-variety of communication styles suitable for a diverse customer base

Ability to work non-traditional business hours and travel as needed

About Us:
The Resort at Pelican Hill (a part of Irvine Company’s Coastal Collection) is one of the world’s finest Five-Star, Five-Diamond destinations offering unparalleled service and luxury.

Perched upon 504 acres of unrivaled coastal beauty, The Resort at Pelican Hill is a world unto itself with seven exceptional dining options, 36 holes of world-class golf and the #1 Spa in California.

Our employee community is comprised of hard-working, dedicated hospitality professionals who create memorable experiences that stay with guests long after they’ve left. It’s an environment populated with talented, passionate and experienced people, a collaborative spirit and abundant opportunities.

Apply today to join our employee community, and learn more about Irvine Company, our legacy and our guiding principles.

The Irvine Company is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, compensation, termination, and training, without regard to race, religion, color, sex, sexual orientation, gender, gender identity, national origin, ancestry, citizenship status, marital status, pregnancy, age, medical condition, genetic information, military and veteran status, disability, or any other basis protected by federal, state, and local law. Reasonable accommodation is available for qualified individuals with disabilities, upon request.

Nearest Major Market: Orange County
Nearest Secondary Market: Los Angeles

Job Segment: Sales Management, Manager, Sales, Management

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