Job Description

A Little Taste of Your Day-to-Day

Every day is different, but you’ll mostly be:

Sales Leadership & Team Management

• Manage daily sales activities and ensure effective market coverage.
• Lead, coach and develop the Sales team to achieve their full potential.
• Set individual and team sales goals.
• Monitor sales activity, productivity and conversion.
• Conduct regular sales meetings and performance reviews.
• Develop individual action plans for team members.
• Provide coaching and constructive feedback.
• Build a motivated, accountable and results-oriented sales culture.
• Support career development and succession planning.

Sales Strategy & Business Development

• Create and implement sales plans that drive measurable incremental occupancy.
• Develop strategies to increase average rates and room revenue.
• Drive volume business across corporate, leisure, group and MICE segments.
• Develop strategies to increase Food & Beverage and banquet sales.
• Identify new business opportunities and untapped market segments.
• Develop local and feeder market business.
• Monitor market trends and competitor activity.
• Continuously identify new ways to raise the hotel's commercial performance.

Revenue & Profitability

• Achieve personal and team sales goals to maximise hotel profitability.
• Work closely with Revenue Management to optimise occupancy, ADR and RevPAR.
• Drive business that delivers profitable revenue.
• Monitor pace, pickup and booking trends.
• Identify opportunities to increase room nights and average rate.
• Support strategies for need periods and low-demand dates.
• Balance volume and rate to maximise overall hotel revenue.
• Monitor business mix and account profitability.

Corporate & Key Account Management

• Develop and maintain strong relationships with key clients and outside contacts.
• Identify and acquire new corporate accounts.
• Maintain regular contact with key decision-makers.
• Conduct client visits, sales calls and hotel presentations.
• Negotiate corporate agreements within approved guidelines.
• Monitor production from key accounts.
• Conduct regular account reviews.
• Identify opportunities for additional room nights, meetings and F&B business.
• Develop long-term relationships with corporate clients.

Local Market & Business Development

• Maintain strong knowledge of local businesses and business trends.
• Map the Morjim, North Goa and wider Goa market for potential business.
• Identify major corporate, tourism, events and institutional opportunities.
• Develop relationships with local businesses and commercial partners.
• Monitor competitor hotels, rates, promotions and market activity.
• Identify changes in market demand and adjust sales strategies accordingly.

MICE, Meetings & Banquets

• Drive business for meeting rooms, events and banquet facilities.
• Develop relationships with corporate event planners, MICE agencies and DMCs.
• Generate group and event enquiries.
• Convert enquiries into confirmed business.
• Work closely with F&B and Operations to ensure successful event delivery.
• Develop repeat business from conference and banquet clients.
• Maximise revenue opportunities from meetings, events and F&B.

Leisure & Travel Trade

• Develop relationships with travel agencies, tour operators and DMCs.
• Drive leisure, FIT and group business.
• Develop partnerships with relevant tourism stakeholders.
• Participate in sales missions, roadshows and travel trade events.
• Monitor production from travel partners.
• Identify opportunities to increase leisure room nights and revenue.

F&B & Banquet Sales

• Support the F&B team in generating incremental revenue.
• Promote banquet, meeting and event opportunities.
• Identify corporate and social event opportunities.
• Drive business for restaurants and other F&B facilities.
• Develop packages and promotional opportunities with relevant teams.
• Track F&B and banquet sales generated through the Sales function.

Monthly Reporting & Performance Review

• Produce and review monthly Sales reports.
• Monitor performance against budget and targets.
• Review revenue production by segment and account.
• Track sales calls, appointments, leads and conversions.
• Monitor pipeline and future business opportunities.
• Analyse market trends and competitor performance.
• Present key findings and action plans to the General Manager.
• Develop corrective actions where performance is below target.

Client Relationships & Guest Experience

• Maintain strong relationships with key clients and business partners.
• Conduct regular client meetings and hotel inspections.
• Personally manage important accounts and high-value opportunities.
• Ensure client requirements are communicated to the hotel team.
• Support VIP and key account guest requirements.
• Collect client feedback and identify opportunities for improvement.
• Ensure excellent service throughout the client relationship.

Responsibilities

For the opening of Holiday Inn Express Goa Morjim, the Director of Sales will lead:

• Development of the Sales & Marketing strategy.
• Market mapping and competitor analysis.
• Development of local business and key account database.
• Corporate account acquisition.
• Travel trade and DMC engagement.
• MICE and group business development.
• Local market penetration.
• Sales calls and client visits.
• Development of the sales pipeline.
• Preparation of sales targets and action plans.
• Account contracting and negotiations.
• Sales team recruitment and training.
• Hotel site inspections for potential clients.
• Development of room-night and revenue targets.
• Meetings and banquet business development.
• Building hotel awareness before opening.
• Soft-opening and launch sales activities.
• Establishing a strong base business for the first 12 months.

Budget & Financial Management

• Assist in preparing the Sales & Marketing budget.
• Monitor departmental expenses against budget.
• Review ROI from sales activities.
• Monitor commission and promotional costs.
• Ensure sales activities deliver appropriate commercial returns.
• Work closely with Finance on revenue reporting and forecasting.
• Support the General Manager in achieving overall hotel profitability.

Sales Administration & Systems

• Maintain accurate client and account information.
• Ensure CRM and sales systems are updated.
• Maintain an accurate sales pipeline.
• Track leads, enquiries and conversions.
• Maintain sales call and activity reports.
• Ensure contracts and agreements are properly documented.
• Prepare monthly and periodic sales reports.
• Ensure appropriate follow-up on all business opportunities.

Responsible Business

• Support IHG responsible business initiatives.
• Promote ethical and transparent sales practices.
• Minimise unnecessary use of printed sales material.
• Encourage digital sales presentations and communication.
• Follow IHG policies and the hotel's Code of Conduct.
• Maintain confidentiality of client and business information.

Key Performance Indicators

• Occupancy, ADR, RevPAR, Room revenue, Incremental occupancy, Average rate growth, Market share, Corporate room nights, Group/MICE revenue, Meeting room revenue, Banquet revenue, F&B revenue generated through Sales, New account acquisition, Sales conversion, Sales call productivity, Pipeline value, Account retention, Client satisfaction, Sales & Marketing budget performance, Team target achievement, Overall hotel profitability

What We Need From You

Education

• Bachelor's degree / higher education qualification / equivalent in Marketing, Sales, Business Administration, Hotel Management or a related field

Experience

• 4+ years of experience in a hospitality or hotel Sales & Marketing environment.
• Previous direct supervisory experience managing a Sales team.
• Experience in corporate, leisure, group, MICE and travel trade sales.
• Experience in a branded or international hotel is preferred.
• Pre-opening experience will be an advantage.

Skills & Competencies

• Strong sales and business development skills.
• Strong knowledge of local businesses and business trends.
• Excellent communication and interpersonal skills.
• Strong negotiation and presentation skills.
• Excellent networking and relationship-building abilities.
• Strong commercial and financial awareness.
• Strong understanding of hotel revenue drivers.
• Excellent leadership and team-management skills.
• Analytical and results-oriented.
• Strong planning and organisational skills.
• Ability to negotiate and close business.
• Proactive and innovative approach.
• Ability to work under pressure and meet deadlines.

Language

• Fluent English is required.
• Must speak local language(s).
• Other languages are preferred.

IHG True Hospitality

True Attitude – Build genuine relationships and create positive experiences for guests and business partners.

True Confidence – Represent the hotel professionally and lead the Sales team with confidence.

True Listening – Understand client, market and team needs.

True Responsiveness – Respond quickly to opportunities, enquiries and client requirements.

What You Can Expect From Us

We give our people everything they need to succeed, including:

• Competitive salary and benefits
• Full uniform
• Impressive IHG colleague room discounts
• Learning and development opportunities
• Some of the best training in the hospitality business
• Career growth opportunities within IHG Hotels & Resorts
• Employee wellbeing initiatives
• Inclusive and collaborative working environment
• Opportunity to lead the commercial journey of upcoming hotel.

• Opportunity to be part of the upcoming and growth journey of Holiday Inn Express Goa Morjim

Our Commitment

Our mission is to welcome everyone and create inclusive teams where we celebrate differences and encourage colleagues to bring their whole selves to work.

IHG Hotels & Resorts promotes a culture of trust, support and acceptance, welcoming different backgrounds, experiences and perspectives.

IHG gives every member of the team the room they need to belong, grow and make a difference in a collaborative environment.

Through our myWellbeing framework, we are committed to supporting colleague wellbeing across health, lifestyle and workplace.

Join Holiday Inn Express Goa Morjim and become part of our ever-growing global family.