Sales Manager

Job Summary

The Sales Manager is responsible for driving room revenue, banquet sales, food & beverage sales, and overall business generation for the hotel. The role involves developing and maintaining relationships with corporate clients, travel agents, event planners, government organizations, and other key business partners to achieve revenue targets and maximize hotel occupancy and profitability.

Key Responsibilities

Business Development & Sales

• Generate room, banquet, conference, and F&B business through proactive sales efforts.
• Identify and develop new business opportunities in corporate, government, travel trade, and social segments.
• Conduct regular sales calls, client meetings, presentations, and site inspections.
• Maintain strong relationships with existing clients to ensure repeat business.
• Negotiate commercial terms and contracts with clients in line with hotel policies.
• Participate in trade fairs, networking events, exhibitions, and promotional activities.

Revenue Generation

• Achieve monthly, quarterly, and annual sales targets.
• Contribute towards maximizing occupancy, ADR, RevPAR, banquet revenue, and overall hotel profitability.
• Monitor market trends, competitor activities, and pricing strategies.
• Work closely with Revenue Management and Front Office teams to optimize revenue opportunities.

Account Management

• Maintain and update the database of corporate accounts, travel agents, wedding planners, event organizers, and government contacts.
• Develop key account plans and ensure regular engagement with major clients.
• Resolve client concerns promptly and ensure high levels of customer satisfaction.

Banquet & Event Sales

• Promote banquet halls, meeting rooms, conferences, weddings, and social events.
• Coordinate with Operations teams to ensure successful execution of events.
• Follow up on inquiries and convert leads into confirmed business.

Reporting & Administration

• Prepare daily, weekly, and monthly sales reports.
• Maintain accurate records of sales activities, client interactions, and business forecasts.
• Update CRM and sales tracking systems regularly.
• Submit market intelligence reports and competitor analysis.

Interdepartmental Coordination

• Coordinate with Front Office, Reservations, F&B, Revenue Management, and Operations teams to ensure smooth service delivery.
• Support marketing initiatives and promotional campaigns.
• Participate in departmental meetings and strategic planning discussions.

Key Result Areas (KRAs)

1. Achievement of assigned sales and revenue targets.
2. Growth in corporate and institutional business.
3. Banquet and event revenue generation.
4. New account acquisition and retention of existing clients.
5. Increase in room night production and occupancy contribution.
6. Timely submission of sales reports and forecasts.
7. Customer satisfaction and repeat business generation.
8. Effective market coverage and business development activities.

Required Qualifications

• Graduate in any discipline; degree/diploma in Hotel Management, Hospitality, Marketing, or Business Administration preferred.
• Additional certifications in Sales or Marketing will be an advantage.

Experience

• 38 years of experience in hotel sales, hospitality sales, or related industries.
• Experience in corporate sales, banquet sales, and business development preferred.
• Knowledge of local market dynamics and hospitality industry trends.

Skills & Competencies

• Strong sales and negotiation skills.
• Excellent communication and presentation abilities.
• Relationship management and networking capabilities.
• Market analysis and business planning skills.
• Customer-focused approach.
• Proficiency in MS Office and CRM systems.
• Ability to work independently and achieve targets.
• Strong organizational and time management skills.

Working Conditions

• Frequent local travel for client meetings and business development activities.
• Flexibility to attend events, exhibitions, and client engagements outside regular working hours when required.

Authority

• Negotiate rates and commercial proposals within approved guidelines.
• Recommend strategic sales initiatives for business growth.
• Represent the hotel in business meetings, trade events, and networking forums.

Performance Indicators

• Revenue achievement against budget.
• Corporate account acquisition.
• Room nights generated.
• Banquet and event revenue contribution.
• Client retention and repeat business percentage.
• Sales call productivity and conversion ratio.
• Collection and maintenance of market intelligence.