Job Title: Hotel Sales Manager (Corporate, & Online Distribution)
Department: Sales, Marketing & Revenue Management
Reports To: General Manager/Director of Operation
Location: Across Tamil Nadu
Experience: 3- 7 years / Full time
Position Overview
The Hotel Sales Manager is responsible for driving total hotel revenue by managing both offline and online business segments, including Corporate, , Travel Trade, and OTA Distribution Channels).The role combines proactive sales, digital distribution management, market analytics, and strategic pricing to achieve the hotel's room, banquet, and F&B revenue targets while upholding brand standards of service, integrity, and excellence.
Key Responsibilities
1. Revenue Generation & Business Development
- Achieve and exceed monthly, quarterly, and annual revenue targets across Rooms, Banquets, and F&B.
- Develop and execute sales and demand action plans for all market segments (Corporate, MICE, Leisure, Travel Agents, OTA, etc.).
- Conduct proactive sales calls, client meetings, and property site inspections to generate leads and conversions.
- Identify new business opportunities through competitor research, market trends, and industry networking.
- Negotiate rate contracts, proposals, and event quotations in line with pricing strategies.
- Collaborate with the Revenue Manager to optimize rate structures, promotions, and yield management.
2. Client Relationship & Account Management
- Maintain and strengthen relationships with key corporate, MICE, and travel trade accounts.
- Develop new business accounts to expand the property's revenue base.
- Manage client correspondence, proposals, and follow-ups professionally and promptly.
- Host client familiarization (FAM) trips, appreciation events, and networking sessions to enhance loyalty.
- Ensure a high level of client satisfaction and repeat business through personalized service delivery.
3. Market Intelligence & Reporting
- Analyze pickup trends, competitor pricing, and market demand to identify growth opportunities.
- Prepare and present weekly and monthly sales and OTA performance reports to management.
- Use analytical tools (RateGain, OTA Insight, STR, or Excel) to support pricing and revenue optimization decisions.
- Track and evaluate the ROI of promotions, campaigns, and partnership activities.
4. Coordination & Team Collaboration
- Work closely with Front Office, Reservations, Banquets, and F&B teams to ensure seamless execution of bookings and events.
- Align with Operations for VIP and high-value guest requirements.
- Support the Director of Sales in mentoring and guiding junior sales and reservations executives.
- Coordinate with Finance for OTA reconciliation, commission verification, and payment tracking.
- Ensure smooth collaboration between sales, marketing, and revenue functions for unified revenue strategy execution.
5. Brand Standards & Compliance
- Ensure all sales materials, communications, and online content reflect brand identity and quality standards.
- Maintain client and OTA data accuracy in CRM and property management systems (Delphi, Opera, OnQ, SynXis, or IHG Concerto).
- Uphold ethical business practices, confidentiality, and compliance with data protection policies.
- Represent the hotel brand with integrity, excellence, and professionalism at all times.
Qualifications & Requirements
- Bachelor's Degree in Hotel Management, Business Administration, Marketing, or E-Commerce.
- 2–7 years of experience in Hotel Sales and/or OTA Distribution, preferably with leading brands (Hilton, Taj, IHG, Marriott, Hyatt, etc.).
- Strong understanding of Revenue Management Principles, Online Channel Distribution, and Corporate/MICE Sales.
- Proficiency in MS Office, CRM tools, and Channel Management Systems (SiteMinder, Staah, RateTiger, TravelClick).
- Excellent negotiation, communication, and presentation skills.
- Analytical mindset with attention to detail and accuracy.
- Knowledge of regional market trends in Chennai and Coimbatore hospitality sectors preferred.
Key Performance Indicators (KPIs)
- Achievement of total revenue and room night targets.
- Growth in new account acquisition and OTA contribution.
- Improvement in ADR, RevPAR, and overall profitability.
- OTA ranking, visibility score, and rate parity compliance.
- Client satisfaction and repeat business rate.
- Timely submission of reports, forecasts, and performance reviews.
Work Environment
- Coordination with cross-functional teams and OTA partners.
- Flexible working hours, including weekends and evenings during key events or business surges.
- Occasional travel for sales calls, trade fairs, or OTA meetings.
Core Competencies
- Analytical Thinking: Interprets data and transforms insights into revenue actions.
- Commercial Acumen: Balances pricing, profit, and demand strategies effectively.
- Collaboration: Builds synergy across sales, marketing, and revenue functions.
- Adaptability: Responds proactively to changing market and digital trends.
