Job Description

Sales Manager - Government
Reports To: Director of Sales & Marketing / Director of Sales
Job Summary:
The Sales Manager for Government is responsible for driving revenue from government accounts, including federal, state/provincial, and municipal agencies, as well as government contractors. This role requires knowledge of government per diem rates, contracting procedures, and compliance requirements.
Key Responsibilities:

• Develop and maintain relationships with key government agencies, military contacts, and approved government contractors.
• Understand and effectively sell within mandated government per diem rates while maximizing ancillary revenue (e.g., meeting space, F&B).
• Manage the hotel's profile on government booking portals (e.g., FedRooms, NATO codes, State Department) and ensure compliance with all required certifications.
• Respond to RFPs (Requests for Proposal) and bid on government contracts in a timely and accurate manner.
• Track government demand patterns and adjust sales strategies to fill need periods.
• Prepare and manage Letters of Agreement (LOAs) and contracts that adhere to government regulations.
• Represent the hotel at government-focused trade shows and networking events.
• Achieve defined revenue targets for the government segment.

Qualifications:

• Bachelor's degree in Business, Marketing, or related field preferred.
• Minimum 3 years of sales experience, with specific experience in government sales highly desirable.
• Knowledge of government travel regulations, per diem processes, and procurement systems.
• Meticulous attention to detail for bidding and compliance.
• Strong analytical, communication, and presentation skills.

Skills Required