- The Sales Manager is responsible for driving revenue growth for the hotel/resort by identifying, soliciting, negotiating, and closing new business opportunities from various market segments (weddings, social, corporate, MICE, leisure groups, FIT, etc.).
- This role requires a proactive and results-oriented individual with excellent communication, negotiation, and relationship-building skills. The Sales Manager will work to achieve and exceed sales targets, contribute to the overall sales strategy, and maintain strong client relationships to ensure repeat business.
Key Responsibilities:
Sales & Business Development:
- Identify and research potential new clients and market segments that align with the hotel/resort's target audience and business goals.
- Conduct proactive sales calls, site inspections, presentations, and sales trips to generate leads and secure new business.
- Develop and implement strategic sales plans to achieve and exceed individual and team sales targets.
- Negotiate rates, terms, and conditions with clients to maximize revenue and profitability.
- Prepare and present compelling proposals, contracts, and presentations to potential clients.
- Actively participate in industry trade shows, exhibitions, and networking events to promote the hotel/resort and generate leads.
- Monitor market trends, competitor activities, and economic conditions to identify opportunities and threats.
- Maintain a strong understanding of the hotel/resort's facilities, services, pricing, and unique selling propositions.
Client Relationship Management:
- Build and maintain strong, long-lasting relationships with existing and potential clients.
- Serve as the primary point of contact for assigned accounts, addressing client inquiries, concerns, and requests promptly and professionally.
- Conduct regular follow-ups with clients to ensure satisfaction and identify opportunities for future business.
- Collaborate with other departments (e.g., Operations, F&B, Reservations) to ensure seamless execution of client events and stays.
Reporting & Administration:
- Maintain accurate and up-to-date client databases and sales records in the CRM system (e.g., Opera S&C, Salesforce).
- Prepare and submit regular sales reports, forecasts, and activity plans to the Director of Sales & Marketing.
- Analyze sales data to identify trends, evaluate performance, and make data-driven decisions.
- Manage individual sales budget and expenses effectively.
- Adhere to all hotel policies, procedures, and brand standards.
Team Collaboration & Leadership:
- Collaborate effectively with the sales team and other departments to achieve collective goals.
- Share market intelligence and best practices with the sales team.
- May assist in mentoring junior sales team members.
Qualifications:
- Education: Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field.
Experience:
- Minimum of 5-7 years of progressive sales experience, preferably in the hotel/resort industry.
- Proven track record of consistently meeting or exceeding sales targets.
- Experience in selling to various market segments (social, corporate, MICE, leisure groups, etc.) is highly desirable.
Skills:
- Exceptional sales and negotiation skills.
- Strong presentation and public speaking abilities.
- Excellent written and verbal communication skills.
- Proficiency in CRM software (e.g., IDS, Opera S&C, Salesforce) and Microsoft Office Suite (Word, Excel, PowerPoint).
- Ability to work independently and as part of a team.
- Strong organizational and time management skills with the ability to manage multiple priorities.
- Goal-oriented, self-motivated, and results-driven.
- Strong analytical and problem-solving skills.
- Ability to build rapport and establish trust with clients.
- Flexibility to travel as required.
Personal Attributes:
- Professional demeanor and appearance.
- Positive attitude and strong work ethic.
- Customer-focused with a passion for delivering exceptional service.
- Resilient and able to handle pressure.
Working Conditions:
- Primarily office-based, with significant time spent on sales calls, client meetings, and site inspections.
- May require travel, including overnight stays, for sales trips, trade shows, and client visits.
- Occasional evening and weekend work may be required to attend events or meet client needs.
