Job Description

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.