Key Responsibilities
Sales Strategy & Revenue Generation
- Develop and implement annual sales and marketing plans for all assigned hotels.
- Achieve revenue targets including Rooms Revenue, Corporate Business, FIT, Leisure, Government, Crew, and MICE segments.
- Identify new business opportunities and expand existing client relationships.
- Analyze market trends, competitor activities, and customer needs to develop effective sales strategies.
- Work closely with Revenue Management to optimize pricing and inventory strategies.
- Ensure achievement of occupancy, ADR, RevPAR, and market share objectives.
Business Development
- Prospect and secure new corporate, travel agency, government, airline, and key account business.
- Conduct regular sales calls, client meetings, hotel presentations, and networking events.
- Negotiate contracts, rate agreements, and preferred partnerships.
- Develop strategic partnerships within the local business community.
Account Management
- Maintain strong relationships with existing clients.
- Ensure timely renewal of corporate agreements.
- Conduct account reviews and identify opportunities for increased revenue.
- Handle major negotiations and key customer concerns professionally.
Team Leadership
- Lead, coach, and mentor Cluster Sales Managers and Sales Executives.
- Conduct regular sales meetings and performance reviews.
- Set individual sales targets and monitor productivity.
- Identify training needs and support professional development.
Revenue & Forecasting
- Prepare monthly sales forecasts and budgets.
- Monitor booking pace, production reports, and sales performance.
- Submit accurate reports to senior management.
- Participate in weekly revenue meetings.
Marketing Support
- Collaborate with the Marketing team on promotional campaigns.
- Support digital marketing initiatives and local promotions.
- Participate in trade fairs, exhibitions, and networking events.
Guest Experience
- Ensure excellent service for corporate and group clients.
- Resolve customer complaints promptly and professionally.
- Maintain high levels of client satisfaction and repeat business.
Financial Responsibilities
- Achieve budgeted revenue goals.
- Monitor sales expenses within approved budgets.
- Improve profitability through strategic account management.
- Maximize return on sales investments.
Compliance
- Follow all IHG brand standards and sales processes.
- Ensure compliance with company policies and legal requirements.
- Maintain confidentiality of commercial information.
Required Qualifications
Education
- Bachelor's Degree in Hospitality Management, Business Administration, Marketing, or related field.
- MBA is an added advantage.
Experience
- 8–12 years of hotel sales experience.
- Minimum 3–5 years in a leadership role within an international hotel brand.
- Experience managing multiple hotels or cluster sales is preferred.
- Knowledge of the local market is essential.
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