Sales Manager at WINDSOR CAPITAL GROUP – Lompoc, California

Join our team! Windsor Hospitality thrives in building hospitality careers. We want to design a path of professional growth and give you the keys to such success. We are recognized as a strong partner with warm-hearted hospitality staff nationwide. Windsor Hospitality is looking for their newest Sales Manager!

About this Location:

This position is located at the Embassy Suites in Lompoc, CA. Ideally situated within walking distance of Lompoc restaurants, Embassy Suites by Hilton Lompoc Central Coast offers guests a relaxing stay in a variety of comfortable room styles. The charming hotel is within three miles of Sta. Rita Hills Wine Center and the Wine Ghetto, and just a short drive to the Lompoc Flower Fields and Vandenberg Space Force Base.

Position Overview:

We are seeking a dynamic and results-driven Hotel Sales Manager to join our team. This role is primarily focused on Business Transient (BT) sales (80%), with a secondary focus on Group sales (20%). The ideal candidate is a proactive relationship builder with a proven track record of exceeding revenue goals and developing lasting client partnerships in the hospitality industry.

What you will do:

Business Transient Sales (80%)

• Develop and manage a portfolio of corporate accounts, focusing on negotiated rate agreements (CNR/LNR) to drive consistent room night production.
• Proactively prospect new corporate clients through cold calling, networking, LinkedIn outreach, and referrals.
• Build and maintain strong relationships with corporate travel managers, executive assistants, travel management companies (TMCs), and key decision-makers.
• Conduct in-person sales calls, property tours, and client entertainment to cultivate and retain accounts.
• Manage the RFP (Request for Proposal) process from submission through contracting, ensuring competitive and profitable rate positioning.
• Collaborate with the revenue management team to align pricing strategies and maximize RevPAR contribution from BT accounts.
• Monitor account production, identify at-risk accounts, and develop action plans to retain and grow volume.
• Represent the hotel at local and national corporate travel events, trade shows, and networking functions.

Group Sales (20%)

• Solicit, negotiate, and contract small to mid-size group business including corporate meetings, social events, and SMERF (Social, Military, Educational, Religious, Fraternal) segments.
• Respond to group inquiries and RFPs in a timely manner, preparing customized proposals aligned with client needs and hotel revenue objectives.
• Conduct site visits and property tours for prospective group clients.
• Maintain accurate and up-to-date records of group leads, bookings, and pipeline activity in the sales CRM system.

What we're looking for:

Required:

• Minimum 2–4 years of hotel sales experience, with demonstrated success in Business Transient sales.
• Strong understanding of the corporate travel landscape, LNR/NLNR negotiation processes, and TMC relationships.
• Proficiency with hotel sales systems such as Delphi, PEP, CITY, FSMPS
• Excellent communication, presentation, and negotiation skills.
• Ability to work independently, manage multiple priorities, and consistently meet deadlines.
• Demonstrated ability to develop new business while maintaining and growing existing accounts.

Preferred:

• Experience with branded hotel sales programs (Hilton, Marriott, IHG, Hyatt).
• Familiarity with global distribution systems (GDS) and online travel channels.
• Bachelor’s degree in Hospitality Management, Business, or a related field.
• Experience in a select-service or full-service hotel environment.
• Access to Vanderberg Space Force Base

Performance Metrics:

• Achievement of individual revenue and room night production goals.
• Growth of the BT account base and LNR portfolio year-over-year.
• RFP win rate and account retention rate.
• Completion of weekly sales call and prospecting activity targets.
• Accuracy and consistency of CRM data entry and reporting

What we offer:

Join a team that invests in you! We’re proud to offer a comprehensive and competitive benefits package to support the well-being and growth of all our eligible employees in our diverse and inclusive environment.

• Medical, Dental, Vision, Life and Disability Insurance.
  If eligible, enjoy access to quality healthcare plans to stay healthy and protected.
• Flexible Spending Account (FSA)
  Pre-tax savings for healthcare and dependent care expenses.
• 401(k) & Roth 401(k) Plans
  Plan for your future with employer-supported retirement options.
• Employee Assistance Program (EAP)
  Confidential support services for personal and professional well-being.
• Career Growth Opportunities
  We promote from within and invest in your long-term success.
• Paid Time Off (PTO)
  Take time to relax, recharge, and explore life outside of work.
• Paid Sick Leave
  Supportive sick time policy to care for your health when you need it.
• Exclusive Employee Hotel Discounts. Take advantage of special rates for hotels in our brand portfolio - with team member stays starting as low as $40 per night, plus special rates for family and friends.
• Enjoy complimentary On-Shift Meals (participating hotels)
  Enjoy a free, delicious meal provided by the hotel during each scheduled shift.
• Recognition & Rewards Program
  Our team members are regularly acknowledged through performance awards, milestone celebrations, and incentive programs that recognize excellence and dedication.

Windsor Hospitality is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Windsor Hospitality does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.