Person, Food, Meal, Restaurant, Shelf, Sweets, Birthday Cake, Cafeteria, Shop, Icing




Sales Manager

Washington, DC, United States, Washington, United States

Sales Manager

  • Washington, DC, United States
  • Sales & Marketing Division
  • Full time

The Company

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most prestigious hotels and resorts. The Group now operates or has underdevelopment over 34 hotels with more than 11,000 rooms in 24 countries in key business and leisure destinations.

The Hotel

Set at the heart of the US capital between Maine and Maryland Avenues and 12th and 14th Streets, SW, Mandarin Oriental, Washington DC has redefined luxury in the city. Just streets away from the nation’s most revered monuments and the Smithsonian Institution, the hotel is also within easy reach of Capitol Hill and the seat of power.

Strategic Intent

The incumbent is responsible to develop and maintain local catering business (50 guests and less) for the hotel for current and future years. They will keep the guest’s perspective in mind at all times and carry out the mission of the Sales & Marketing division.

Scope of Position

It is the mission and intent of this position of the Sales Manager that the incumbent will take responsibility for the development and maintenance of small (19 rooms on peak night or fewer) groups booked within 60 days of arrival and not assigned to a Mandarin Oriental Regional Sales Office plus  short-term (booked within 30 days from arrival) catering business. They will implement strategy and achieve revenue goals as set out by the Director of Sales and Director of Catering. They will ensure they deliver the highest quality service and adhere to the MOHG best practices. The Sales Manager will lead by example while demonstrating the company’s LQE’s and applying standard practices to both the sales process and Delphi use. The Sales Manager will attract clients to the hotel and conduct professional and courteous tours of the facilities and space. They will assist and support business strategies as directed by the DOS and DOC. They will attend regular department meetings always highlighting and communicating current and future goals and achievements. They will ensure the DOS and DOC are updated on all client feedback and competitive market intelligence. They will regularly update DOS and DOC of all key business booked, cancelled and any other business opportunities that may arise.

Organizational Structure

The Sales Manager will report directly to the Director of Sales with additional supervision and direction from the Director of Catering, as well as the Director of Sales and Marketing.

Duties and Supporting Responsibilities

  • Achievement of monthly, quarterly, and annual rooms and food & beverage sales quotas.
  • Comply with attendance rules and be available to work on-property on a regular basis.
  • Excellent knowledge of computers, specifically Delphi, and Microsoft Office Suite.
  • Provide clients will accurate and compelling proposals and/or replies to RFPs.
  • Thorough knowledge of sales techniques including strong closing skills as well as negotiating skills through both spoken, written, and in-person environments.
  • Ability to conduct thorough hotel site inspections and client presentations.
  • Optimize room rental charges.
  • Work closely with Food and Beverage department on operations and event execution.
  • Ability to quickly evaluate alternatives and decide on a plan of action.
  • Provide overall direction, coordination, and ongoing evaluation of operations. Detailed creation and execution of all banquet event orders.
  • Monitor group room blocks and pick up, generate detailed resumes for the operating departments.
  • Ability to coordinate guest room reservations with the Reservations and Front Office departments with a very high degree of accuracy.
  • An understanding of both monthly forecasting and the annual budget process.
  • Working knowledge of Audio/Visual equipment and operating Audio/Visual as a profit center.
  • Ability to succeed in a high-volume sales environment.
  • Ability to work with outside vendors to ensure client satisfaction for all events/groups.
  • All other reasonable tasks within the scope of the position as directed.

Success Profile for this Role (Hotel Competencies)

Customer Focus 

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information (or preferences) and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with both internal and external customers and gains their trust and respect.

Managing Vision and Purpose 

Communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision and can inspire and motivate the team. Makes the MOHG mission and vision sharable by everyone and embodies our Guiding Principles.

Drive for Results 

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

Functional and Technical skills

Has the functional and technical knowledge and skills to do the job at a high level of accomplishment.

Problem Solving

Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answers. Makes good decisions based upon a mixture of analysis, wisdom and experience.


Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization; provides individuals information so that they can make accurate decisions; is timely with information.

Process Management

Good at figuring out the processes necessary to get things done; knows how to organize people and activities; understands how to separate and combine tasks into efficient work flow; knows what to measure and how to measure it; can see opportunities for synergy and integration where others can't; can simplify complex processes; gets more out of fewer resources.

Time Management

Uses his/her time effectively and efficiently; values time; concentrates his/her efforts on the more important priorities; gets more done in less time than others; can attend to a broader range of activities. Makes decisions in a timely manner.

Motivating Others 

Creates a climate in which people want to do their best; can motivate many kinds of direct reports and team or project members; can assess each person's hot button and use it to get the best out of him/her; pushes tasks and decisions down; empowers others; invites input from each person and shares ownership and visibility; makes each individual feel his/her work is important; is someone people like working for and with.

Interpersonal Savvy

Relates well to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Building Effective Teams

Blends people into teams when needed; creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team.

Directing Others

Is good at establishing clear directions; sets stretching goals; distributes the workload appropriately; lays out work in a well-planned and organized manner; maintains two-way dialogue with others on work and results; brings out the best in people; is a clear communicator.

Hiring and Staffing

Has a nose for talent; hires the best people available from inside or outside; is not afraid of selecting strong people; assembles a talented team.

Developing Self

Is personally committed to and actively works to continuously improve him/herself; understands that different situations and levels may call for different skills and approaches; works to deploy strengths; works on compensating for weakness and limits. Picks up on the need to change personal, interpersonal, and managerial behavior and seeks feedback.

Ethics and Values

Adheres to an appropriate (for the setting) and effective set of core values and beliefs during both good and bad times; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches.

Integrity and Humility

Is widely trusted; is seen as a direct, truthful individual; keeps confidences; admits mistakes and flaws. Can get things done quietly without unnecessary noise; is careful to make others comfortable; is authentic; helps others save face in difficult situations; maximizes the contribution of all; encourages the expression of viewpoints from all concerned; is modest and self-effacing; respects the views of others.


Is cool under pressure; does not become defensive or irritated when under pressure or when times are tough; is considered mature; can be counted on to hold things together during tough times; can handle stress; is not knocked off balance by the unexpected; doesn't show frustration when resisted or blocked; is a settling influence in a crisis.



  • Bachelor’s degree is required.
  • Prior experience with the Microsoft Office Suite including Outlook, Word, Power Point, Excel and Teams is required.
  • Fluency in English with excellent communication and presentation skills is required.
  • Demonstrated ability with negotiations, contracts, upselling required.
  • Ability to work a flexible schedule to meet all business objectives is required.


  • 2+ years’ experience in a hospitality environment specifically in sales/catering/event management is preferred.
  • Experience with Delphi and HMS Infor is preferred.
  • Prior experience with luxury hospitality is preferred.
  • Experience in a unionized hotel setting is preferred.

Each of the items listed is considered an essential function of the position.  However, the duties, responsibilities and requirements presented in this job description are intended to be broad based and high level and should not be construed as an exhaustive list of all roles or responsibilities for the position.  The Company reserves the right to alter the duties and responsibilities of the position. 

It is Company policy to comply with the Americans with Disabilities Act, including by providing reasonable accommodations that do not constitute an undue hardship on the Company.  Employees or applicants should direct requests for accommodation to Director of Human Resources.

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