About IHCL

Indian Hotels Company Limited (IHCL) is a part of the Tata Group and is one of South Asia's largest and most iconic hospitality companies. With a legacy of over 120 years, we are dedicated to delivering exceptional experiences to our guests through our diverse portfolio of hotels, resorts, and palaces.

Careers at IHCL

At IHCL, we believe our employees are our greatest asset. We are committed to fostering a dynamic work environment that encourages innovation, collaboration, and personal growth. Join us in creating memorable experiences and shaping the future of hospitality. Explore exciting career opportunities with us and be a part of a vibrant team that values passion, excellence, and diversity.

Job Objective

As a Revenue and Brand Custodian of the hotel, the Director of Sales & Marketing is responsible for optimizing revenues from all segments, including room accommodation, F&B; outlets, and ancillary services. Additionally, the role involves improving competitive market leadership, maximizing profitability, and maintaining guest and client satisfaction. He/She is responsible for the sales and marketing strategy of the hotel and leverages a deep understanding of the marketing and sales channels that drive business in order to maximize sales from occupancy, market share, profit, customer engagement, and the overall stay experience for guests.

The Director of Sales and Marketing should have an in-depth understanding of the IHCL strategy and take initiative to create programs that maximize sales in relevant channels. Maintaining successful performance by increasing revenues, controlling expenses, and providing a return on investment for the hotel and IHCL.

Essential Job Tasks

Sales Strategy Development, Sales Team Leadership, Revenue Growth, Customer Relationship Management, Market Intelligence, Budgeting and Forecasting, Performance Management, Collaboration with Other Departments, Industry Representation, Sales Technology and Systems, Contract Negotiation, Sales Training and Development,



Competitor Analysis, Complaint Handling and Resolution, Ad-hoc Projects, Sales Reporting and Analysis, Client Entertainment and Hospitality, Sales Process Optimization, Team Recruitment and Retention, Strategic Planning

Areas of Responsibility

BUSINESS PLANNING AND STRATEGIC PLAN IN LINE WITH IHCL Vision

- Develop an annual strategic sales and marketing plan for the hotel, comprising SCOT, Market Segment Mix, Channel Mix and Strategy, F&B; Strategy (Banquets and Outlets), Demand Calendar, Pricing Workbook, BCG Analysis, S&M; Activity Planner & Dashboard.
- Responsible for hotel business planning, strategizing, forecasting, and budgeting, as well as communicating with NSO, ISO, and SAMG teams on current opportunities, performance, identification of potential performance risks, and escalating customer issues/concerns as needed.

STRATEGIC KNOWLEDGE OF THE COMPETITIVE LANDSCAPE

- Continuous assessment and deployment of strategies to mitigate competition and determine optimum revenues with effective market-based intelligence.
- Customer insights in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed hotel revenue targets.
- Research competitors' sales team strategies to identify ways to grow occupancy, RevPAR, market share, and drive a healthy mix of sales through digital and voice channels.
- Review STR, competitive shopping reports, and other resources to maintain an awareness of the hotel’s market position and improve share.

STRATEGIC SALES LEADERSHIP

- Align property-level efforts with the overall Corporate Sales and Region strategy.




- Develop strong working relationships across different stakeholders to proactively position and market the property.
- Synergize and support participation and account deployment with Catering Sales, NSO, ISO, and SAMG teams. Seamless turnover from sales to operations and back to sales.
- Property liaison with NSO, ISO, SAMG teams, Revenue Management departments as appropriate.
- Execute and support the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
- Evaluate the property’s participation and yield from the various sales and marketing channels (NSO, ISO, SAMG teams, Taj Website, Online Travel Agencies, Corporate Marketing, Digital, CRM, Loyalty, and other intermediaries).
- Implement appropriate forecasting tools and strategies to visualize market scenarios and develop short- and long-range plans in coordination with Catering Sales, Revenue Management, NSO, ISO, SAMG teams, Corporate Marketing, Digital, and CRM.

Required Qualifications

A degree in Hospitality Management

Work Experience

Minimum of 12 - 15 years of experience in Sales department and hospitality industry

Languages Needed in Position

Proficiency in english.

Key Interfaces- External

Key Interfaces- Internal

Behavioural Competencies

Process ExcellenceResult OrientationCollaborative EngagementChange ChampionshipStrategic Orientation & Entrepreneurial AgilityTalent EnrichmentGuest CentricityPersonal Effectiveness

Equal Opportunities Employment at IHCL

At IHCL, we celebrate diversity and are committed to creating an inclusive environment for all employees. We are proud to be an equal opportunity employer and do not discriminate based on race, color, religion, gender, sexual orientation, age, national origin, disability, or any other status protected by applicable law. We encourage all qualified individuals to apply and join our team, where every voice is valued and respected.

📌 Area Director - Sales & DOSM (New Delhi)
🏢 theindianhP2
📍 New Delhi