Groups & MICE Sales Manager USA

About Us

Founded in Marbella in 1957, Grupo El Fuerte is a hotel company with over six decades of creating memorable experiences in unique destinations.

Today we are starting a new chapter in the Mexican Caribbean with the arrival of one of our most successful hotel concepts in Europe. A project of +400 rooms, for adults only, that celebrates a sophisticated lifestyle, where design, gastronomy, music, and wellness combine to create a vibrant and contemporary experience.

We are looking for a MICE Sales Manager to prospect and close group contracts (corporate, incentives, conventions, and social). Their main focus is to attract high-profile and luxury business from the USA, Canada, Latin America, and Europe, prioritizing "Incentive Houses" and corporate event organizers.

Job Objective

The MICE Sales Manager is responsible for prospecting, negotiating, and closing contracts for corporate groups, incentives, congresses, conventions, and social groups. Their main objective is to meet the group revenue quota (Group Budget) by attracting high-profile business, primarily from the markets of the USA, Canada, Latin America, and Europe, focusing on “Incentive Houses” and corporate event organizers who seek luxury and exclusive experiences.

Functions

• Prospecting and Business Development (Hunting)
• Lead Generation: Actively seek new business opportunities through specialized platforms (Cvent, StarCite), databases, and professional networks (LinkedIn, MPI, SITE).
• Incentive Houses: Develop deep relationships with the large incentive houses (e.g., Tur y Con, Groups 2 Go, Sandusaetc.) that control the business travel of major corporations.
• Fairs and Sales Blitz: Participate in the main industry fairs and events. Conduct sales visits (Sales Blitz) in key cities (e.g., CDMX, MTY, and GDL) to present the hotel to Meeting Planners and Corporate Clients.
• Request Management and Closing (RFP Management)
• Quotes (RFPs): Respond to Request for Proposals (RFPs) quickly and strategically, offering competitive rates, but protecting the hotel's ADR (Average Daily Rate).
• Contract Negotiation: Negotiate complex contractual terms: rates, concessions (complimentary rooms, upgrades), attrition clauses (block reduction without penalty), and cancellation policies.
• Conversion: Convert tentative options into signed contracts (“Definite”) within the established deadlines.

Site Inspections

• The Closing Tool: Plan and execute personalized inspection visits (Power-Site) for decision-making Meeting Planners.
• Luxury Experience: During these visits, the Sales Manager acts as the perfect host, selling not only the venues, but also the culinary experience, the quality of service, and the hotel atmosphere.
• Fairs and Public Relations
• Representation: In coordination with the Director of Sales & Marketing, attend specialized fairs and events in the MICE segment to maintain the hotel's visibility.
• Networking: Participate in local chapters such as MPI (Meeting Professionals International).

• Representation: In coordination with the Director of Sales & Marketing, attend specialized fairs and events in the MICE segment to maintain the hotel's visibility.
• Networking: Participate in local chapters such as MPI (Meeting Professionals International).