Assistant Sales Manager

Reports to: Sales Manager / Associate Director of Sales

Job Purpose

To support the Sales Manager in generating and developing business for the hotel, achieving
assigned sales targets, maintaining existing client relationships, developing new accounts,
and ensuring effective sales activities and follow-up within the assigned market segments.

Key Responsibilities

Sales & Business Development

  • Support the Sales Manager in achieving monthly, quarterly and annual sales targets.
  • Develop new business opportunities through regular sales calls, client meetings and
    networking.
  • Identify potential corporate, MICE, travel trade, government and local market
    accounts.
  • Conduct regular sales visits and presentations to prospective and existing clients.
  • Generate leads and ensure timely follow-up for business conversion.
  • Promote hotel rooms, F&B outlets, banquets, meetings, conferences and other hotel
    facilities.
  • Assist in developing strategies to increase hotel revenue and market share.
  • Achieve assigned individual sales and revenue targets.
  • Generate room nights and revenue from assigned accounts and market segments.
  • Monitor account production and identify opportunities for additional business.
  • Support upselling and cross-selling of hotel products and services.
  • Coordinate with Revenue Management regarding rates, availability and business
    opportunities.
  • Maintain a healthy pipeline of prospective and future business.
  • Maintain strong relationships with assigned corporate and key accounts.
  • Conduct regular client visits and follow up on business opportunities.
  • Understand client requirements and identify opportunities for repeat business.
  • Maintain updated records of client contacts, account production and business potential.
  • Ensure client queries and concerns are followed up promptly.
  • Support the Sales Manager in developing and retaining key accounts.
  • Generate business from corporate accounts, meetings, conferences, incentives and
    events.
  • Develop relationships with corporates, travel agencies, event planners, DMCs and other business partners.
  • Handle sales enquiries and coordinate timely proposals and quotations.
  • Conduct site inspections for prospective clients.
  • Follow up on enquiries and proposals to maximize conversion.
  • Coordinate with Banquets and Operations to ensure smooth handling of confirmed business.
  • Prepare and execute daily and weekly sales-call plans.
  • Conduct regular outside sales calls and client meetings.
  • Participate in exhibitions, trade shows, networking events and industry functions.
  • Identify new accounts and business opportunities within the assigned territory.
  • Build and maintain a strong professional network.
  • Provide regular market feedback to the Sales Manager.
  • Maintain accurate and updated records of all sales activities.
  • Submit daily/weekly/monthly sales reports as required.
  • Maintain records of sales calls, leads, enquiries and conversions.
  • Monitor tentative, confirmed and lost business.
  • Update the sales pipeline and provide regular business status reports.
  • Support the Sales Manager in preparing forecasts and business reviews.
  • Monitor competitor hotels, rates, promotions, packages and market activities.
  • Keep updated on local market trends and customer requirements.
  • Identify potential new business segments and opportunities.
  • Share competitor and market intelligence with the Sales Manager.
  • Provide feedback on market conditions and customer preferences.
  • Maintain professional and positive relationships with clients and business partners.
  • Ensure regular communication and follow-up with assigned accounts.
  • Assist in handling VIP and important client requirements when required.
  • Obtain client feedback and communicate concerns to the concerned department.
  • Support service recovery and ensure client satisfaction.
  • Encourage repeat business and referrals.
  • Work closely with Front Office, Revenue, F&B, Banquets, Finance, and Operations.
  • Ensure smooth communication of client requirements and group/event details.
  • Participate in daily/weekly/monthly business reviews and management meetings.

 

Key Performance Indicators (KPIs)

  • Achievement of assigned individual sales target
  • Room-night production
  • Room revenue generated
  • Corporate account production
  • MICE & banquet revenue
  • New account acquisition
  • Sales calls and client visits
  • Lead generation and conversion
  • Key account retention
  • Repeat business generation
  • Sales pipeline development
  • Client satisfaction
  • Accuracy and timeliness of sales reports
  • Contribution to overall hotel revenue

Qualification & Experience

  • Bachelor’s degree/diploma in Hotel Management, Business Management, Sales &
    Marketing or related field.
  • 5–8 years of relevant hospitality sales experience, preferably in an upscale, luxury
    or branded hotel.
  • Previous experience as Sales Executive / Senior Sales Executive preferred.
  • Good exposure to Corporate, MICE, Travel Trade and local market segments.
  • Proven ability to generate business and achieve assigned targets.

Core Competencies

  •  Sales & Business Development
  • Corporate Sales
  • Key Account Management
  • MICE & Event Sales
  • Client Relationship Management
  • Lead Generation & Conversion
  • Sales Planning & Follow-up
  • Market Intelligence
  • Communication Skills
  • Presentation Skills
  • Negotiation Skills
  • Networking Skills
  • Target Orientation
  • Time Management
  • Problem Solving
  • Teamwork & Collaboration

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