JOB DESCRIPTION (JD)Head – Sales (Hote&Resort;)

Company: Pandav Hotels
Designation: Head – Sales
Department: Sales & Business Development
Location: Bhopal, Madhya Pradesh
Reporting To: Managing Director
Experience: 12–18 Years (Preferred)
Qualification: Graduate / Postgraduate in Sales, Marketing, Business Administration or Hotel Management
Salary Range: ₹70,000 – ₹1,00,000 per month
Industry Preference: Hospitality – Hotels & Resorts Only

1. Job Purpose

The Head – Sales will be responsible for developing and implementing the overall sales strategy for Pandav Hotels & Resorts, driving revenue growth, expanding market presence, and strengthening the company's position in the hospitality industry.

The role will lead sales and business development activities across all properties, including corporate sales, travel trade, MICE, leisure tourism, destination experiences, and strategic business partnerships.

The primary objective is to achieve profitable revenue growth through effective sales planning, market penetration, relationship management, and team leadership.

2. Key Roles & Responsibilities

A. Sales Strategy & Business Development

- Develop and implement group-level sales strategies aligned with the company's business objectives.
- Establish short-term and long-term sales targets for all properties.
- Identify new business opportunities and untapped market segments.
- Develop strategies to increase room revenue, occupancy, Average Daily Rate (ADR), and RevPAR.
- Drive business growth across Gourissa Resort, Leharsa Resort (Madhai), and Pandav Retreat (Pachmarhi).
- Identify new revenue opportunities through hospitality packages, destination experiences, and strategic tie-ups.

B. Corporate Sales & Key Account Management

- Develop strong relationships with corporate houses, MNCs, PSUs, institutions, and business organisations.
- Identify and acquire key corporate accounts for regular business generation.
- Develop corporate tie-ups for meetings, conferences, leadership retreats, and team-building activities.
- Handle major accounts and negotiate commercial agreements in consultation with the Managing Director.
- Ensure repeat business and long-term client relationships.

C. Travel Trade & B2B Business Development

- Establish and strengthen relationships with travel agents, tour operators, DMCs, OTAs, and travel management companies.
- Develop strategic partnerships with luxury travel planners and wildlife tourism operators.
- Drive B2B business through domestic and international travel partners.
- Negotiate travel trade contracts, commercial rates, and business agreements.
- Expand the company's distribution network and improve market reach.





D. Revenue Management & Sales Planning

- Prepare annual, quarterly, and monthly sales plans and revenue forecasts.
- Monitor sales performance against approved budgets and targets.
- Analyse market demand, competitor pricing, seasonal trends, and business opportunities.
- Work closely with Operations and Reservations teams to maximise revenue.
- Recommend appropriate pricing strategies, packages, and promotional activities.
- Ensure profitable business generation rather than focusing only on booking volumes.

E. Team Leadership & Performance Management

- Lead, guide, and motivate the sales team across corporate and property-level operations.
- Establish individual and departmental sales targets and KPIs.
- Conduct regular sales review meetings and monitor team performance.
- Develop training programmes to improve negotiation, presentation, and business development skills.
- Ensure proper coordination between central sales and property teams.
- Build a performance-driven sales culture across the organisation.

F. Marketing & Brand Positioning

- Work with the Marketing team to develop promotional campaigns and sales initiatives.
- Strengthen Pandav Hotels' positioning in the premium experiential hospitality and wildlife tourism segment.
- Represent the organisation at hospitality exhibitions, travel marts, trade shows, and networking events.
- Identify opportunities for collaborations, partnerships, and destination marketing.
- Monitor competitor activities and recommend strategies to improve market share.

G. MIS, Budgeting & Reporting

- Prepare and present daily, weekly, and monthly sales performance reports.
- Monitor sales pipelines, lead conversions, revenue achievement, and account-wise business.
- Prepare and manage the annual sales and marketing budget.
- Track sales expenses and ensure effective utilisation of resources.
- Present revenue forecasts, business performance, and strategic recommendations to the Managing Director.
- Maintain an updated database of corporate clients, travel partners, and key accounts.

3. Desired Candidate Profile

- 12–18 years of relevant experience in the hospitality industry, particularly in hotel and resort sales.
- Candidates must have a strong background in Hotel Sales, Resort Sales, or Hospitality Business Development.




- Experience in leading group-level or multi-property sales operations will be highly preferred.
- Proven track record of achieving revenue targets and developing recent business.
- Strong experience in Corporate Sales, Travel Trade, B2B Sales, MICE, and Leisure Sales.
- Established networking with corporate clients, travel agents, tour operators, and hospitality industry stakeholders.
- Experience in premium hotels, luxury resorts, wildlife resorts, or experiential hospitality brands will be an added advantage.
- Strong leadership, strategic planning, negotiation, and commercial acumen.
- Willingness to travel for business development and client meetings.

Important: Candidates from unrelated industries such as FMCG, Retail, Telecom, Insurance, or Manufacturing will not be considered. Preference will be given exclusively to candidates with a proven hospitality sales background.

4. Key Performance Indicators (KPIs)

- Achievement of overall group revenue targets.
- Growth in room revenue, occupancy, ADR, and RevPAR.
- New corporate account acquisition and revenue generation.
- Growth in Travel Trade and B2B business.
- Revenue generation through MICE, corporate offsites, and destination experiences.
- Improvement in repeat business and customer retention.
- Market share growth across key business segments.
- Sales team productivity and target achievement.
- Sales budget management and profitability.
- Timely submission and accuracy of sales MIS and forecasts.

5. Accountability

The Head – Sales will be directly accountable for:

- Achieving the overall approved revenue budget of Pandav Hotels & Resorts.
- Developing new business opportunities and expanding the company's market presence.
- Maintaining strong relationships with existing and potential corporate and travel trade clients.
- Creating and maintaining a strong public relations and industry networking ecosystem.
- Ensuring appropriate market share across relevant hospitality segments.
- Strengthening the brand positioning of all properties.
- Driving profitable and sustainable business growth.
- Ensuring effective performance and accountability of the entire sales team.

6. Compensation

Salary Range: ₹70,000 – ₹1,00,000 per month

The final salary will be determined based on the candidate's experience, existing industry network, leadership capabilities, and proven revenue generation track record.

7. Additional Responsibilities

Any other duties, responsibilities, or assignments entrusted by the Managing Director or Management from time to time.

Pay: ₹70,000.00 - ₹99,000.00 per month

Work Location: In person

📌 Sales Head (Bhopal)
🏢 Pandav Hotels
📍 Bhopal