Group Sales Manager – Incentive Market (Midwest)

Alila Mayakoba and Park Hyatt Cabo del Sol seek a strategic, commercially driven Group Sales Manager based remotely in the USA with deep expertise in the incentive market. This is a shared position responsible for developing group incentive business for both luxury resorts. The manager will grow each property’s share of the market by developing new accounts, deepening relationships, and converting programs currently placed with competing resorts and destinations. Success requires a sophisticated understanding of incentive houses, third-party meeting and incentive companies, corporate reward programs, client qualification cycles, and the operational details that make high-value incentive programs successful. The role will represent both resorts with clarity, matching each client’s objectives and program design to the property best suited to deliver them.

This position represents two distinct properties in different parts of Mexico. On the country’s eastern coast, Alila Mayakoba is a Riviera Maya retreat shaped by nature, wellbeing, and living Mayan traditions. On Mexico’s western coast, Park Hyatt Cabo del Sol is a coastal sanctuary in Los Cabos that reflects the desert, sea, and heritage of Baja California Sur. The manager will build demand for each resort on its own strengths while presenting the combined portfolio when a client’s needs make both relevant.

The seller will build a focused territory strategy across major Midwest business centers, including Chicago, Minneapolis–St. Paul, Detroit, Columbus, Cleveland, Cincinnati, Indianapolis, Milwaukee, St. Louis, Kansas City, and other priority markets identified through account potential. The territory includes corporate incentive buyers, incentive travel agencies, DMC and event partners, meeting and procurement professionals, and high-value accounts in industries such as financial services, insurance, pharmaceuticals, healthcare, automotive, manufacturing, technology, and professional services.

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  Own the Midwest incentive strategy for both resorts: Create and execute annual and quarterly plans to grow incentive room nights, total group revenue, ADR, banquet and catering revenue, ancillary spend, and profit contribution at each property.

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  Build an incentive-market account map: Identify influential incentive houses, third-party planners, corporate reward-program owners, procurement contacts, national accounts, and referral partners. Map decision-makers, influencers, program calendars, historical destinations, incumbent resorts, and upcoming qualification periods, then identify the right property or portfolio approach for each opportunity.

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  Shift share from competing destinations: Win programs currently using competing resorts in Mexico, the Caribbean, Florida, Arizona, California, and other incentive destinations. Understand the client’s current program, satisfaction gaps, budget, qualifying period, business objectives, participant profile, and switching barriers, then create a conversion strategy tailored to Alila Mayakoba, Park Hyatt Cabo del Sol, or both.

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  Create demand before the RFP: Generate early-stage opportunity by engaging buyers during program design, destination research, budget planning, and qualification-calendar development. Build relationships before a formal RFP is released.

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  Understand incentive program economics: Evaluate participant profile, room-night pattern, pre- and post-stays, airlift considerations, meeting-space needs, food and beverage expectations, activities, exclusivity, VIP requirements, attrition, cancellation, concessions, and total program profitability for the property under consideration.

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  Manage the complete sales cycle: Lead opportunities from account targeting and prospecting through qualification, discovery, RFP response, proposal, destination presentation, site inspection, budget alignment, negotiation, contracting, operational handoff, post-program review, and repeat-business development. Coordinate internal teams at both resorts when an opportunity involves the shared portfolio.

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  Partner with incentive intermediaries: Develop trusted relationships with leading incentive houses, third-party meeting planners, DMCs, corporate travel managers, procurement teams, destination partners, and other intermediaries that influence program selection.

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  Lead site inspections and program discovery: Host high-quality site inspections and familiarization trips at the appropriate property, demonstrating its ability to deliver exceptional participant experiences, flawless logistics, VIP service, recognition events, and creative destination programming.

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  Protect commercial value: Partner with each resort’s Revenue Management team to evaluate displacement, rate strategy, concessions, cancellation and attrition terms, minimum spend, meeting-space requirements, ancillary revenue, and total account profitability. Know when to pursue, hold, negotiate, or decline an opportunity.

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  Maintain disciplined sales management: Keep accurate account plans, activity records, opportunity stages, property-specific qualification dates, decision timelines, next steps, forecasts, and closing strategies in the approved CRM and sales systems.

All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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  Minimum of five years of progressive hotel group sales experience, with meaningful experience selling incentive travel, executive retreats, recognition programs, or luxury group business.

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  Demonstrated success winning incentive programs from competing hotels, resorts, or destinations and producing measurable increases in room nights, revenue, ADR, profitability, or market share.

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  Established relationships with Midwest-based incentive houses, third-party meeting and incentive companies, corporate reward-program leaders, procurement teams, DMCs, or major corporate accounts.

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  Specific understanding of incentive program design, qualification periods, award travel, participant experience, destination selection, site inspections, room-block patterns, program budgets, contracting, and post-program evaluation.

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  Strong Midwest market knowledge and an active network across Chicago, Minneapolis–St. Paul, Detroit, Columbus, Cleveland, Cincinnati, Indianapolis, Milwaukee, St. Louis, Kansas City, and/or comparable business centers.

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  Proven commercial judgment, negotiation ability, consultative selling skills, executive presentation skills, and disciplined pipeline and forecast management, including the ability to prioritize opportunities across two properties. Able to articulate each property’s distinct appeal and recommend the best fit for a client program.

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  Fluent English required; Spanish language skills are a plus.

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  Willingness and ability to travel extensively throughout the Midwest and to both resorts in Mexico for client appointments, sales missions, trade shows, site inspections, and familiarization trips.

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  High proficiency with CRM and sales systems; experience with hospitality sales or group-management platforms is preferred.