Hotel sales executives strive to book as many rooms for guests as possible, all while providing superb guest services that uphold the reputation of the hotel and create the best possible experience for guests. The employment website Indeed lists the average salary for hotel sales executives as $51,000 per year as of 2015.
Hotel sales executives communicate with prospective guests to persuade them to book a room at a hotel. One sales method consists of telephone calls, conversing with leads in an effort to convince guests to book one or several rooms. Hotel sales executive pursue all leads generated by marketing efforts, including inquiries through email, social media, the hotel's website and online hotel booking sites. As well as individual leads, hotel sales managers respond to requests for proposal to win the right to provide hotel services for organizations that travel frequently or require rooms to host conferences.
Guest Service and Administrative Duties
While the main goal of all hotel sales executives revolves around booking rooms and services, maintaining the hotel's guest service culture and image is another vital aspect of the job. Friendly, professional behavior and appearance creates a positive, welcoming atmosphere that increases the chance of repeat business and referrals. Hotel sales executives also contribute to training, budgeting and marketing plans that increase bookings and profitability. Other duties include filing paperwork, maintaining computer databases and communicating guest requirements to all departments of the hotel.
Education and Requirements
Becoming a hotel sales executive does not require a specific educational path. Most sales managers need a bachelor's degree in a related field like marketing, finance, economics, business or management. A few obtain a master's degree in a sales-related field, while others avoid the need for a post-secondary degree due to extensive sales experience within the hotel industry. Many employers seek candidates with at least a few of years experience in hotel sales. Successful hotel sales executives require great communication skills, persistence and the ability to respond rapidly and correctly to social cues that express a customer's interest in booking a room or objections to closing the deal.
Work Environment and Outlook
Hotel sales executives work mostly indoors, performing the majority of their duties in an office setting or at the hotel. When necessary, they travel to meet with potentially lucrative guests and groups. When busy dealing with an abundance of leads and guests, they may end up working longer than the typical 40-hour work week, including evenings and weekends.
According to the U.S. Bureau of Labor Statistics, the projected growth in employment for this occupation between 2012 and 2022 is 8 percent, which is less than the average of 11 percent increase for all occupations as a whole.