Head of Corporate Sales

Job Title : B2B Sales | Corporate Sales

1. Corporate & Institutional Sales

• Drive corporate bookings including:

o Leadership offsites

o Team retreats

o Long-stay corporate usage

• Build relationships with HR, Admin, EA, and Procurement stakeholders

• Create repeat programs and preferred partner relationships, not one-off deals

• Maintain and grow a healthy corporate account pipeline

Outcome: Predictable, repeat corporate revenue

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2. Meetings, Incentives, Conferences & Exhibitions (MICE)

• Own sales for:

o Corporate meetings

o Incentive trips

o Offsites and workshops

o Small to mid-sized corporate events

• Design proposals with clear:

o Pricing

o Minimums

o Inclusions and exclusions

• Work closely with Ops to ensure feasibility before closure

Outcome: High-quality MICE revenue with clear scope control

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3. Celebrations & Social Events

• Handle milestone celebrations, buy-outs, and private events as assigned

• Ensure event pricing protects margins and operational constraints

• Coordinate with central teams for smooth handover post-sale

Outcome: Profitable, well-scoped celebration bookings

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4. Revenue, Pricing & Conversion Discipline

• Adhere to pricing and discounting frameworks defined by Revenue

• Avoid ad-hoc discounting or unapproved commitments

• Push for upsells and value-added packages instead of price drops

• Track enquiry-to-booking conversion and follow-up discipline

Outcome: Strong conversion with yield protection

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5. Account Management & Coordination

• Act as the primary point of contact until deal closure

• Ensure clear documentation of:

o Client expectations

o Deliverables

o Commercial terms

• Support smooth handover to Operations post-confirmation

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Key Metrics for Success

• Corporate & MICE revenue contribution

• Conversion rate of corporate/event enquiries

• Average booking value and margin quality

• Repeat business from corporate accounts

• Adherence to pricing and discount controls

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Experience & Profile

Must-Have

• 5–8 years of experience in:

o Corporate sales

o MICE / events sales

o Hospitality or travel sales

• Proven experience handling:

o Corporate clients

o Group bookings

o Events or offsites

• Strong negotiation and stakeholder management skills

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Preferred

• Experience with:

o Luxury hospitality

o Villas, resorts, or experiential travel

• Exposure to multi-city or portfolio-based selling

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Skills & Competencies

• Corporate sales & relationship management

• Event and group sales structuring

• Pricing awareness and margin sensitivity

• Proposal creation and deal closure

• Strong follow-up and pipeline management

• Clear communication and coordination skills

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Mindset Fit

• Commercially sharp, not discount-led

• Comfortable juggling multiple deals and stakeholders

• High ownership

• Process-oriented but flexible

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Why SaffronStays

• Work with India's leading private-homes hospitality brand

• Exposure to high-value corporate and experiential bookings

• Opportunity to build structured corporate demand

• Learn strong pricing and revenue discipline