Hotel Sales Manager

Reports to: Associate Director of Sales / Director of Sales

Job Purpose

To generate and develop business for the hotel, achieve assigned sales and revenue targets, manage key accounts, develop new business opportunities, and maintain strong relationships with corporate clients, travel trade partners, MICE clients and other market segments.

Key Responsibilities

1. Sales & Business Development

  • Achieve assigned monthly, quarterly and annual sales targets.
  • Develop and implement effective sales strategies for assigned market segments.
  • Identify and develop new corporate, MICE, travel trade, government and local market
    accounts.
  • Conduct regular sales calls, client meetings, presentations and site inspections.
  • Generate new leads and ensure effective follow-up and conversion.
  • Promote hotel rooms, F&B outlets, banquets, conferences, meetings and other hotel
    facilities.
  • Develop business opportunities to increase hotel revenue and market share.
  • Take responsibility for achieving assigned revenue and room-night targets.
  • Monitor account production, room nights, revenue, ADR and business conversion.
  • Identify opportunities for upselling and cross-selling hotel products and services.
  • Work closely with Revenue Management to maximize business opportunities.
  • Develop action plans for underperforming accounts and segments.
  • Monitor the sales pipeline and ensure adequate future business.
  • Develop and maintain strong relationships with assigned key corporate accounts.
  • Conduct regular client visits and account reviews.
  • Understand client requirements and identify opportunities for repeat and incremental
    business.
  • Negotiate rates and commercial terms within approved hotel/company guidelines.
  • Maintain accurate account profiles and business records.
  • Ensure client concerns are addressed promptly in coordination with the concerned departments.
  • 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 trade shows, exhibitions, networking events and industry functions.
  • Identify new business areas and potential accounts within the assigned territory.
  • Build and maintain a strong professional network in the market.
  • Develop market-specific action plans to increase business production.
  • Maintain accurate and updated sales activity records.
  • Submit daily/weekly/monthly sales reports as required.
  • Monitor sales pipeline, tentative business, confirmed business and lost business.
  • Provide regular updates on account production and future business.
  • Support DOS/ADOS in preparing sales forecasts and budgets.
  • Analyze lost business and recommend corrective action.
  • Monitor competitor hotels, room rates, promotions, packages and market activities.
  • Keep updated on market trends, customer requirements and business opportunities.
  • Share relevant competitor and market information with DOS/ADOS.
  • Identify opportunities arising from changes in market conditions.
  • Monitor activities of key competitors and recommend suitable sales actions.
  • Maintain strong and professional relationships with clients and business partners.
  • Ensure regular communication with key accounts.
  • Personally attend to important client requirements when required.
  • Obtain client feedback and communicate service-related issues to Operations.
  • Support service recovery and ensure client satisfaction.
  • Develop long-term relationships to generate 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 sales revenue targets
  • 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
  • Forecast accuracy
  • Client satisfaction
  • Contribution to overall hotel revenue

Qualification & Experience

  • Bachelor’s degree/diploma in Hotel Management, Business Management, Sales &
    Marketing or related field.
  • 8–12 years of relevant hospitality sales experience, preferably in an upscale, luxury
    or branded hotel.
  • Previous experience as Senior Sales Executive / Assistant Sales Manager / Sales
    Manager preferred.
  • Strong exposure to Corporate, MICE, Travel Trade and local market segments.
  • Proven track record of achieving sales targets and developing business relationships.

Core Competencies

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

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