Skip to main content
My Job Page
Globe Icon An icon representing a globe

Senior Sales Manager – Luxury and Premium

Mexico Regional Office
Apply Now
Back to Search

JOB SUMMARY

 

The Senior Sales Manager is responsible for total account management of assigned high-value accounts, with a primary focus on driving business to the luxury and premium brands within our hotel portfolio. While the emphasis is on these upscale properties, the role is not limited to them and may include selling across the broader portfolio as needed.

This role executes strategic account management principles to maximize revenue opportunities across transient, extended stay, leisure, group, and catering segments. The Senior Sales Manager partners closely with Sales & Marketing leadership and property-level teams to develop and implement comprehensive strategies that grow market share and strengthen client relationships to achieve stakeholders’ objectives 

Key Responsibilities:

  • Lead strategic sales efforts for luxury and premium hotels, while supporting cross-selling initiatives across the full portfolio.
  • Manage a portfolio of complex, high-producing accounts, ensuring consistent engagement and revenue growth.
  • Develop and execute tailored account strategies to penetrate new business and expand existing relationships.
  • Collaborate with the Director of National Sales and other sales leaders to align on goals, share insights, and drive performance.
  • Provide mentorship and day-to-day guidance to Sales Associates as needed.
  • Represent the brand at industry events, trade shows, and client meetings to enhance visibility and build long-term partnerships.

 

CANDIDATE PROFILE 

 

  • Associate degree (2-year) from an accredited institution in Business Administration, Marketing, Hotel and Restaurant Management, or a related field. 5 years of experience in sales and marketing, or a related professional area.

     

Preferred:

  • Bachelor’s degree in business, Marketing, Hospitality Management, or a related discipline.
  • Minimum of 4 years of experience in sales and marketing or a related professional area.
  • Proven track record of at least 3 years managing luxury accounts within the hospitality industry.
  • Previous experience in lodging sales or hotel group sales.
  • Fluency in English and Spanish (spoken and written) is strongly preferred.

CORE WORK ACTIVITIES

 

Understanding Markets & Maximizing Revenue

  • Develops and implements the overall account strategy for complex high producing assigned accounts.
  • Retains, expands and grows account revenue of existing accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.   
  • Penetrates assigned accounts for transients, group as well as exploring opportunities for catering sales business
  • Identifies and aggressively solicits new accounts.
  • Develops and implements strategic sales plans
  • Builds and strengthens Accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
  • Understands the overall market dynamics - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts.
  • Identifies emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e., property Leadership, direct leadership). 
  • Identifies and implements process improvements and best practices. 
  • Promotes accountability to drive superior business results. 
  • Achieves account revenue and sales goals as defined by Leadership. Develops and achieves operating budgets and manage controllable expenses.
  • Anticipates and identifies business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction. 
  • Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
  • Engages in property related events that support the development of existing and new accounts (e.g., GM Reception, Concierge Level hospitality). 
     

Conducting Sales Activities

Sales Strategy Execution

  • Executes sales strategies to achieve property and portfolio revenue goals, with a focus on luxury and premium brands.
  • Develops and solicits specific accounts to drive business across transient, extended stay, leisure, group, and catering segments.
  • Maintains and grows current business while identifying new opportunities within assigned accounts.
  • Leverages technical and business knowledge to support sales efforts across the market.

Account Qualification & Development

  • Fully qualifies 100% of assigned accounts using Marriott’s standards and criteria.
  • Maps all departments and decision-makers within each account to uncover full business potential.
  • Conducts strategic business reviews with clients and internal stakeholders, including hotel leadership.

Client Engagement & Sales Calls

  • Conducts a minimum of 20 client visits or sales calls per week, both in-person and virtual.
  • Builds strong, long-term relationships with key decision-makers and influencers.
  • Organizes and hosts meaningful client events to strengthen relationships and promote brand awareness.

Prospecting & New Business Development

  • Actively prospects and develops new accounts to expand the client base and drive incremental revenue.
  • Identifies emerging opportunities and aligns them with the appropriate hotel offerings.

Tools & Systems Utilization

  • Uses all departmental tools effectively, including weekly agendas, account databases, dashboards, and reporting systems.
  • Operates systems such as SFA, MINT, and other Marriott platforms to manage leads, track performance, and analyze trends.
  • Prepares and delivers performance presentations to assigned hotels, acting as a sales champion and brand ambassador.

Market Intelligence & Reporting

  • Continuously gathers and shares market intelligence to anticipate trends and identify new opportunities.
  • Provides regular updates and insights to leadership and hotel teams to support proactive decision-making.

Technology Proficiency

  • Demonstrates strong proficiency in Microsoft Office and other relevant applications for:
    • Account analysis
    • Revenue tracking
    • Sales presentations
    • Prospecting and relationship management

Team Leadership & Collaboration

  • Serves as a role model for peers and colleagues, demonstrating professionalism, initiative, and excellence in execution.
  • Maintains a positive attitude and exhibits strong teamwork and collaboration skills across departments and with hotel teams.
  • Supports any additional tasks or initiatives as required by business needs or leadership direction.
  • Collaborates with the Market Director of Sales & Distribution and other sales leaders to align on goals and share best practices.
  • Provides day-to-day guidance and mentorship to Sales Associates as needed.

 

Building Successful Relationships

  • Serves as the account’s “local service guarantee” by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction. 
  • Leverages Above Property Sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level. 
  • Develops a close working Account with Operations to ensure execution of strategies at the hotel level. 

 

Providing Exceptional Customer Service

  • Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event.
  • Acts as the customer’s advocate through understanding account needs and opportunities.
  • Serves the customer by understanding their needs and objectives and recommending the benefits and features and services that best meet their needs and exceed their expectations, while building an account and loyalty to the business.

 

Additional Responsibilities

  • Performs other duties, as assigned, to meet business needs.

 

 

MANAGEMENT COMPETENCIES

Leadership
  • Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.   
  • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
  • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
  • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
  • Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
  • Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
  • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability 
  • Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information to manage everyday operations.
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
  • Sales Ability:  Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients. 
  • Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
  • Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
  • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
  • Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
  • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.
 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.