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Hotel Sales Manager – B2B | Hospitality & Corporate Travel

Location: Mumbai, Maharashtra

Department: Sales & Marketing

Experience: 8+ Years

Industry: Hospitality / Travel / Aviation

Employment Type: Full-time

Role Type: B2B Sales & Business Development

ABOUT THE ROLE

We are looking for an experienced and results-driven Hotel Sales Manager – B2B to drive corporate business and revenue growth across our hotel property network in Mumbai.

The role will focus on B2B business development, corporate account acquisition, key account management, travel trade partnerships, and MICE business. The ideal candidate will have a strong understanding of the Mumbai corporate market and an established network across corporates, travel management companies (TMCs), travel agencies, MICE agencies, and other relevant business partners.

Candidates with 8+ years of proven B2B sales experience in hospitality, travel, travel technology/TMCs, or aviation will be considered.

We are looking for a commercially driven recent-business hunter who can identify opportunities, build relationships with decision-makers, negotiate contracts, close business, and consistently deliver revenue targets.

KEY RESPONSIBILITIES

1. Corporate B2B Sales & Business Development

- Develop and execute the B2B sales strategy for the Mumbai market in line with overall revenue objectives.
- Identify, prospect, and acquire new corporate accounts, MNCs, large enterprises, and institutional clients.
- Drive corporate room-night production, long-stay business, negotiated accounts, and other B2B revenue opportunities.
- Build and maintain a strong sales pipeline through direct prospecting, referrals, networking, market mapping, and industry relationships.
- Conduct regular client meetings, sales calls, property presentations, business reviews, and commercial discussions.
- Manage the complete sales cycle from lead generation and qualification to negotiation, closure, onboarding, and account growth.
- Identify opportunities to increase revenue through cross-selling, upselling, and expansion of existing accounts.

2. Corporate Account & Relationship Management

- Develop and maintain strong relationships with travel managers, procurement teams, administrative heads, HR teams,



corporate decision-makers, and business owners.
- Manage key corporate accounts and develop account plans to maximize revenue potential.
- Understand client travel and accommodation requirements and provide commercially viable solutions.
- Conduct regular account reviews to identify new business opportunities and strengthen client relationships.
- Drive repeat business, account retention, referrals, and increased share of business from existing clients.
- Ensure a high standard of client servicing and act as a key point of contact for strategic accounts.

3. Travel Trade, TMC & MICE Business

- Develop and maintain relationships with Travel Management Companies (TMCs), travel agencies, tour operators, DMCs, MICE agencies, and corporate travel partners.
- Identify and secure volume-based business opportunities through travel trade and corporate travel channels.
- Build strategic partnerships that generate recurring room nights, group bookings, and MICE revenue.
- Explore opportunities with relevant aviation and travel-sector partners to generate incremental business.
- Negotiate commercial terms, contracted rates, annual agreements, and business partnerships within approved guidelines.

4. Corporate Contracts & RFP Management

- Identify opportunities for annual corporate rate agreements and negotiated business.
- Manage the end-to-end RFP and corporate contracting process, including account identification, proposal preparation, negotiation, closure, and implementation.
- Negotiate rates and commercial terms while maintaining alignment with revenue and profitability objectives.
- Maintain strong understanding of competitor pricing, market positioning, and corporate rate structures.
- Ensure timely renewal and review of corporate contracts based on business performance.

5. Market Development & Intelligence





- Develop strong knowledge of the Mumbai corporate, hospitality, travel, and business ecosystem.
- Identify high-potential industries, companies, business clusters, and emerging corporate travel segments.
- Monitor competitor hotels, pricing, promotions, market trends, and corporate travel patterns.
- Identify new business opportunities and provide actionable market insights to the leadership team.
- Represent the hotel/network at relevant corporate events, travel trade shows, MICE forums, networking events, and industry meetings.

6. Revenue & Sales Performance

- Achieve assigned monthly, quarterly, and annual B2B revenue targets.
- Drive measurable growth in corporate room nights, revenue, key accounts, and strategic partnerships.
- Maintain an accurate and healthy sales pipeline with clear visibility of opportunities and expected closures.
- Prepare regular sales forecasts, pipeline reports, account plans, and MIS.
- Track account performance, conversion ratios, revenue contribution, and business growth.
- Ensure all business generated is commercially viable and aligned with approved pricing, margins, and business objectives.

7. Cross-Functional Coordination

- Work closely with Revenue Management, Reservations, Front Office, Operations, Marketing, Finance, and other internal teams to ensure seamless account onboarding and service delivery.
- Communicate client requirements and commercial commitments clearly to relevant internal stakeholders.
- Support resolution of key client issues and ensure timely closure of service-related concerns.
- Ensure a smooth transition from business acquisition to account servicing and long-term relationship management.

HOW TO APPLY:-

Interested candidates who meet the above criteria can share their updated CV with:

Prashant Rana

Email: [email protected]

Subject Line: Hotel Sales Manager - Mumbai

Please mention your current location, total experience, relevant B2B/hotel sales experience, current compensation, expected compensation, and notice period in the email or CV.

Only candidates with relevant B2B sales experience in Hospitality, Travel/TMC, Travel Technology, or Aviation will be considered.

📌 Hotel Sales Manager (Mumbai)
🏢 Prism
📍 Mumbai