Sales Manager Corporate FIT (Hotels)

Role & responsibilities

Job Purpose

The Sales Manager Corporate FIT is responsible for driving room revenue and market share within the corporate business travel segment. This role focuses on identifying, soliciting, and securing managed corporate accounts (B2B) / (B2C), negotiating Local Negotiated Rates (LNR), and cultivating long-term partnerships with corporate travel desks, procurement heads, and administrative stakeholders to maximize individual business traveler occupancy.

Key Responsibilities

1. Business Development & Account Acquisition

• Proactively identify and solicit new corporate accounts through cold calling, market mapping, industry networking, and field sales visits.
• Target and penetrate key corporate hubs, multinational corporations (MNCs), and local commercial establishments to expand the hotel’s corporate client base.
• Conduct high-impact sales presentations and site inspections to showcase the hotel’s rooms, amenities, and corporate-friendly facilities.

2. Account Management & Retention

• Provide end-to-end account management to assigned corporate clients to secure repeat business and drive volume.
• Conduct continuous account saturation by identifying different departments or subsidiaries within existing accounts that require travel accommodations.
• Regularly review account performance, room-night production, and revenue generation against agreed targets; implement course corrections for underproducing accounts.

3. Rate Negotiation & RFP Management

• Lead contract negotiations and manage the annual Corporate RFP (Request for Proposal) process for Local Negotiated Rates (LNR) and Key Negotiated Rates (KNR).
• Collaborate with the Revenue Management and Distribution teams to design competitive, profitable pricing structures aligned with the hotel's average daily rate (ADR) and yield strategies.
• Ensure accurate and timely loading of negotiated corporate rates into the Property Management System (PMS), Central Reservation System (CRS), and Global Distribution Systems (GDS).

4. Market Intelligence & Reporting

• Monitor market trends, competitor pricing, and supply/demand fluctuations within the local corporate sector.
• Utilize business intelligence tools (e.g., industry benchmarking reports, hotelligence data) to track market share performance and identify untapped account opportunities.
• Maintain meticulous records of all sales activities, client pipelines, and corporate profiles within the hotel's CRM database.
• Prepare weekly and monthly corporate production reports, forecasting future room nights and revenue segments for executive leadership.

Cross-Functional Coordination

• Coordinate directly with Front Office, Reservations, and Guest Relations to ensure seamless check-in, billing, and specialized amenity arrangements for corporate VIP guests.
• Liaise with the Food & Beverage and Banquets teams when a corporate FIT account requires ancillary meeting spaces, executive dinners, or small-scale day conferences.

Key Competencies & Skills

• Sales & Negotiation: Exceptional negotiation, persuasion, and closing abilities with a sharp business acumen for profitability.
• Communication: Elite verbal and written business communication skills; highly comfortable dealing with corporate.
• Grooming: Impeccable professional presence and corporate grooming standards at all times.
• Adaptability: Self-motivated, resilient, and comfortable working under targets and navigating dynamic high-pressure environments.

Performance Metrics (KPIs)

• Achievement of monthly and annual Corporate FIT room-night and revenue targets.
• Number of new active corporate accounts acquired per quarter.
• Average Room Rate (ARR/ADR) achieved within the corporate segment.
• Account retention rates and growth in year-over-year production from existing accounts.