SALES MANAGER FIVE-STAR HOTEL

1. Position Details

ParticularDetailsJob TitleSales ManagerDepartmentSales & MarketingReports ToDirector of Sales / Director of Sales & Marketing / General ManagerLocationHotel PropertyDepartment HeadDirector of Sales & MarketingJob LevelMiddle Management2. Job Purpose The Sales Manager is responsible for generating and maximizing hotel revenue by developing new business, maintaining existing accounts, building strong corporate and agency relationships, increasing room and banquet sales, and achieving the hotel's sales targets.

The position will actively promote the hotel's accommodation, restaurants, banquets, meetings, conferences, weddings, events and other revenue-generating facilities.

3. Key Responsibilities

A. Sales & Revenue Generation

- Achieve monthly, quarterly and annual sales targets assigned by management.
- Generate room, banquet, F&B;, conference, wedding and event business.
- Identify new business opportunities and develop new accounts.
- Increase the hotel's market share through effective sales strategies.
- Maintain a healthy sales pipeline and continuously follow up on potential business.
- Develop business from corporate, government, travel trade, MICE, wedding, social and other market segments.
- Monitor competitor activities, rates, packages and promotional activities.
- Implement sales strategies in line with the hotel's business plan.

B. Corporate Sales

- Identify and approach potential corporate clients.
- Conduct regular sales calls and client visits.
- Develop long-term relationships with corporate accounts.
- Negotiate corporate rates within approved guidelines.
- Generate room nights, meetings, conferences and F&B; business from corporate accounts.
- Conduct periodic account reviews and identify opportunities for additional business.
- Maintain an updated corporate account database.

C. Travel Trade & Agency Business

- Develop relationships with travel agents, tour operators, DMCs and online travel partners.
- Promote hotel packages and special offers to travel trade partners.
- Negotiate contracts and rates as per management approval.
- Monitor production from contracted agencies.
- Conduct regular sales calls and presentations to key travel partners.

D. MICE, Banquet & Events

- Generate leads for meetings, conferences, exhibitions, weddings and social events.
- Conduct site inspections for prospective clients.
- Prepare proposals and quotations in coordination with the relevant departments.
- Follow up on event enquiries and convert leads into confirmed business.
- Coordinate with Banquets, F&B;, Front Office and other departments to ensure smooth execution.
- Maintain proper records of tentative and confirmed events.

E. Client Relationship Management

- Maintain excellent relationships with existing and prospective clients.
- Conduct regular client meetings and courtesy calls.
- Understand client requirements and provide suitable hotel solutions.
- Handle client complaints and coordinate with concerned departments for resolution.
- Obtain client feedback after events and stays.
- Encourage repeat business and referrals.




- Maintain a professional network within the local business community.

F. Sales Calls & Business Development

- Prepare and execute daily and weekly sales-call plans.
- Conduct face-to-face meetings, telephone calls and online meetings with clients.
- Visit corporate offices, travel agencies, event companies and other potential accounts.
- Participate in trade shows, exhibitions, networking events and promotional activities.
- Conduct hotel presentations and sales blitzes.
- Generate and qualify new leads regularly.

G. Sales Administration & Reporting

- Maintain accurate records of all sales activities.
- Prepare daily, weekly and monthly sales reports.
- Maintain sales call reports and client visit reports.
- Update the sales pipeline and business forecast.
- Maintain records of enquiries, proposals and conversions.
- Monitor account production against contracted targets.
- Submit competitor and market intelligence reports.
- Ensure all sales documentation is properly maintained.

H. Revenue & Pricing Coordination

- Work closely with Revenue Management and Reservations to maximize room revenue.
- Understand occupancy, ADR, RevPAR and room availability.
- Ensure negotiated rates are within approved pricing guidelines.
- Monitor rate competitiveness in the market.
- Communicate market trends and business opportunities to the Director of Sales.
- Support strategies for increasing occupancy during need periods.

I. Internal Coordination

- Coordinate closely with Front Office, Reservations, Housekeeping, F&B;, Banquets, Finance and Operations.
- Communicate confirmed business requirements accurately to operating departments.
- Attend sales and operations meetings.
- Ensure special client requirements are communicated and followed up.
- Assist operational departments in maintaining solid client relationships.

J. Guest & Client Experience

- Ensure VIP and important corporate clients receive appropriate attention.
- Personally follow up with key clients during their stay or event whenever required.
- Ensure client expectations are clearly communicated to the hotel team.
- Follow up after departure/event completion to obtain feedback.
- Support the hotel in maintaining high guest satisfaction and reputation.

4. Key Performance Areas (KPIs) The Sales Manager may be evaluated on:

1. Achievement of monthly and annual sales targets.
2. Room-night production.
3. Revenue generated from assigned accounts.
4. New corporate account acquisition.
5. Banquet and event revenue.
6. MICE business generation.
7. Client retention and repeat business.
8. Conversion ratio of sales enquiries.
9. Number and quality of sales calls.
10. Sales pipeline value.
11. Average Daily Rate (ADR) contribution.
12. Market segment performance.




13. Collection/payment follow-up in coordination with Finance.
14. Customer satisfaction and client feedback.
15. Accuracy and timeliness of sales reports.

5. Authority & Decision-Making

- Negotiate business within approved hotel rate and discount guidelines.
- Recommend special rates and packages for management approval.
- Recommend new corporate accounts and business opportunities.
- Recommend credit facilities subject to hotel policy and approval.
- Prioritize sales activities based on revenue potential.
- Escalate pricing, contractual or commercial issues beyond delegated authority.

6. Qualifications

- Bachelor's degree or diploma in Hotel Management, Business Management, Sales & Marketing or a related field.
- Relevant certification in Sales/Marketing is an advantage.
- Good knowledge of hotel sales practices and the local market.

Experience

- Preferably 47 years of experience in hotel sales, with relevant experience in a 4/5-star hotel environment.
- Experience in corporate sales, MICE, banquets, weddings and travel trade is desirable.
- Robust knowledge of the local corporate and business market is preferred.

7. Required Skills & Competencies

Sales Skills

- Business development
- Negotiation skills
- Lead generation
- Account management
- Presentation skills
- Closing techniques
- Networking

Hotel Knowledge

- Room inventory and room categories
- Hotel packages and promotions
- Banquet and event operations
- F&B; products and services
- Revenue management fundamentals
- Market segmentation

Personal Competencies

- Excellent communication skills
- Customer-focused approach
- Strong interpersonal skills
- Professional grooming and presentation
- Target-oriented approach
- Time management
- Problem-solving ability
- Teamwork
- Positive attitude
- Ability to work under pressure

Technology Skills

- MS Office, particularly Excel and PowerPoint
- Hotel Property Management System (PMS)
- Customer Relationship Management (CRM) systems
- Sales & Catering system, where applicable
- Email and digital communication platforms

8. Key Interfaces The Sales Manager regularly coordinates with:

- General Manager
- Director of Sales & Marketing
- Revenue Manager
- Front Office
- Reservations
- Food & Beverage
- Banquets
- Housekeeping
- Finance & Accounts
- Human Resources
- Engineering
- Security

9. General Responsibilities

- Follow all hotel policies, SOPs and standards.
- Maintain confidentiality of guest and company information.
- Maintain professional grooming and appearance.
- Follow all safety, security and statutory requirements.
- Protect hotel assets and commercial interests.
- Maintain professional conduct with clients and colleagues.
- Participate in hotel training and development programmes.
- Perform any additional responsibilities assigned by the General Manager or Director of Sales & Marketing.

Job Objective To maximize hotel revenue, expand the customer base, retain key accounts and build long-term business relationships while consistently achieving the hotel's sales and profitability objectives.

📌 Assistant Sales Manager (Bengaluru)
🏢 J P Creators
📍 Bengaluru