Job Description

What you will be responsible for
1. Own Area-Level Revenue & Business Outcomes
● Take full accountability for corporate revenue targets across the assigned area
● Build a clear sales strategy to achieve monthly, quarterly, and annual revenue
goals
● Identify revenue opportunities and gaps across individual hotels and markets
● Ensure adequate pipeline coverage against area revenue targets
● Drive consistent new business acquisition and closures
● Monitor hotel-level corporate performance and identify areas requiring
intervention
● Take corrective action when markets or properties are falling behind targets
2. Build the Area Corporate Sales Engine
● Build a structured corporate sales strategy for the assigned geography
● Identify key industries, corporate clusters, business hubs, and high-potential
accounts within the market
● Build a strong prospect universe across companies, institutions, and corporate
groups
● Develop a healthy pipeline across current business, strategic accounts, and repeat
business
● Create a systematic approach to prospecting, meetings, proposals, negotiations,
and closures
● Ensure the sales engine is not dependent on a handful of accounts or individuals
The objective is to build a repeatable and scalable corporate acquisition engine for the
area.
3. Drive Strategic New Business Acquisition
● Personally drive acquisition of high-value and strategic corporate accounts
● Identify large corporates and organizations with significant accommodation
requirements
● Build relationships with senior decision-makers across Admin, HR, Travel,
Procurement, Finance, and relevant functions
● Open doors into new companies through existing relationships, networking,
referrals, market intelligence, and direct outreach
● Identify opportunities for corporate tie-ups, rate contracts, long-stay
requirements, group bookings, and recurring business
● Build relationships that can generate business across multiple Z Hotels
properties
The focus is on creating new corporate demand, not simply managing existing
accounts.
4. Build & Leverage Strong Market Connects
● Bring strong existing relationships and corporate connects within the assigned
market
● Use market knowledge to identify high-potential accounts and business
opportunities
● Maintain strong relationships with corporate decision-makers and industry
networks
● Build a network across key business districts, corporate clusters, and relevant
industry ecosystems
● Represent Z Hotels in relevant business forums, networking platforms, and
corporate communities
● Continuously expand the corporate network to create new revenue
opportunities
Strong local market knowledge and corporate relationships are critical to success in
this role.
5. Drive Large & Strategic Deals
● Lead high-value and strategically important corporate opportunities
● Manage complex negotiations involving multiple stakeholders
● Develop commercial proposals and negotiate terms aligned with business
objectives
● Handle pricing, volume, contract, and commercial discussions
● Build customised solutions based on corporate requirements
● Drive large opportunities from initial conversation through closure and activation
● Identify opportunities where a single corporate account can generate business
across multiple hotels or locations
6. Drive Cross-Property & Multi-Location Business
● Identify corporate accounts with accommodation requirements across multiple
locations
● Build opportunities that can generate revenue across the Z Hotels portfolio
● Coordinate with individual hotels to ensure seamless conversion and servicing
of large accounts




● Identify opportunities to consolidate multiple hotel-level relationships into
strategic accounts
● Develop corporate partnerships that can scale with the Z Hotels network
7. Lead & Enable the Corporate Sales Team
● Set clear sales expectations and targets for the team
● Review individual and team-level pipeline, activity, conversion, and revenue
performance
● Coach team members on prospecting, pitching, negotiation, and closing
● Identify capability gaps and improve sales productivity
● Ensure consistent sales discipline across prospecting, meetings, follow-ups, and
closures
● Support the team on critical negotiations and high-value opportunities
● Build a high-performance and target-driven sales culture
The role is responsible not only for delivering through individual contribution but also
for building a team that can consistently deliver.
8. Drive Pipeline Movement & Conversion
● Ensure a healthy and qualified pipeline across the assigned area
● Review pipeline quality, stage movement, deal ageing, and probability regularly
● Identify stalled and high-potential opportunities
● Intervene on critical deals and help unblock negotiations
● Improve conversion from prospecting to meetings, meetings to proposals, and
proposals to closures
● Reduce deal cycle time and improve overall sales productivity
● Ensure CRM hygiene and accurate visibility of the sales funnel
9. Use Data & Numbers to Drive Performance
● Track daily, weekly, and monthly area-level sales performance
● Monitor revenue, pipeline coverage, conversion, average deal value, and deal
ageing
● Compare performance across hotels and markets
● Identify trends, gaps, and revenue opportunities
● Use data to allocate sales focus towards high-value accounts and opportunities
● Build clear performance reviews and action plans for the team
● Ensure sales decisions are driven by numbers and market intelligence
10. Build & Grow Strategic Corporate Accounts
● Develop long-term relationships with high-value corporate accounts
● Convert initial business into repeat and growing revenue
● Identify expansion opportunities within existing accounts
● Build relationships with multiple stakeholders within strategic accounts
● Identify opportunities for annual contracts, rate agreements, recurring stays, and
multi-property business
● Ensure key accounts have a clear growth plan and ownership
● Drive retention while continuously looking for expansion opportunities
What success looks like after 6–12 months
● Consistent achievement of area-level corporate revenue targets
● Strong and predictable corporate pipeline across the assigned geography
● Significant growth in current corporate account acquisition
● Strong presence and relationships within the local corporate ecosystem
● Increased contribution from strategic and high-value accounts
● Successful acquisition of multi-property and multi-location corporate business
● Improved sales productivity and conversion across the team
● Reduced deal ageing and faster closure of high-value opportunities
● Strong repeat business and account expansion
● Clear visibility and control over the area's corporate sales funnel
The role delivers predictable corporate revenue, strong market penetration, strategic
account growth, and a scalable sales engine across the area.
Who this role is for
You will likely thrive here if:




● You are a strong Corporate Sales professional from the Hotel industry
● You have a proven track record of acquiring and closing corporate business
● You have strong relationships and established connects within the assigned
market
● You enjoy hunting for new business rather than only managing existing accounts
● You have experience handling large and strategic corporate accounts
● You are comfortable owning significant revenue targets
● You can operate at both a strategic and execution level
● You can lead and influence a sales team to deliver results
● You have strong commercial and negotiation skills
● You are comfortable with field sales, networking, and frequent client
interactions
● You take ownership of business outcomes, not just sales activity
Experience we value
● Ideally 7–8 years of relevant experience in Corporate Sales / Business
Development
● Profiles with up to 15 years of overall experience may be considered
● Mandatory experience within the Hotel industry
● Strong track record in Corporate Sales and new business acquisition
● Proven experience in acquiring, negotiating, and closing corporate accounts
● Experience handling large-value and strategic corporate relationships
● Experience should not be limited to account management or servicing existing
clients
● Strong understanding of corporate accommodation and hospitality sales
● Demonstrated experience in building and maintaining a solid corporate
network
● Experience leading, mentoring, or managing a sales team will be an advantage
● Experience managing business across multiple hotels, properties, or locations
will be an advantage
What you bring
● Strong communication, presentation, and influencing skills
● Excellent corporate networking and relationship-building ability
● Strong negotiation and commercial acumen
● Proven ability to open new accounts and create business opportunities
● Strong understanding of local corporate markets and business ecosystems
● Ability to manage strategic and complex sales conversations
● Strong leadership and team management capability
● High ownership and execution orientation
● Strong analytical and problem-solving skills
● Ability to work with targets, pressure, and performance accountability
● Strong follow-up and pipeline management discipline
● Proficiency in CRM systems and sales reporting
The impact you will have
● You will directly influence corporate revenue and hotel occupancy across the
area
● You will build the corporate demand engine for multiple Z Hotels properties
● You will create a stronger and more predictable revenue base
● You will reduce dependency on OTA and other external demand channels
● You will establish Z Hotels as a preferred accommodation partner for corporates
● You will build strategic relationships that can scale across locations
● You will develop a high-performing corporate sales team
● You will contribute directly to the growth and profitability of Z Hotels
Why join now
Z Hotels is in a high-growth phase with multiple new properties coming online across
cities.
As the portfolio expands, the ability to build a strong corporate demand engine will
become increasingly critical to:
● Revenue stability
● Occupancy consistency
● Corporate demand growth
● Strategic account acquisition
● Reduced dependency on OTA channels
● Profitability at scale
This is an opportunity to own a market, build a corporate network, lead a sales engine,
and create measurable revenue impact across multiple hotels.
For high performers, this role offers a strong growth path into Regional Sales and
broader Business Leadership roles.

📌 Area General Manager – Corporate Sales(20) (Bengaluru)
🏢 Mitr HR Private
📍 Bengaluru