Sales Manager

JOB DESCRIPTION – SALES MANAGERHotel / Resort IndustryPosition: Sales Manager

Department: Sales & Marketing

Industry: Hotel / Resort / Hospitality

Experience: 5–8 Years

Reports To: Director of Sales / General Manager

Employment Type: Full-Time

1. JOB PURPOSEThe Sales Manager will be responsible for driving room revenue, F&B revenue, banquet and event business, corporate sales, group bookings and overall business development for the hotel/resort. The role requires strong market knowledge, client relationship management, sales planning and achievement of revenue targets.

• 2. KEY RESPONSIBILITIESA. Sales & Revenue GenerationAchieve monthly, quarterly and annual sales targets.
• Generate revenue through rooms, banquets, restaurants, events and other hotel facilities.
• Develop and execute effective sales strategies based on market conditions.
• Identify new business opportunities and potential revenue sources.
• Increase occupancy through corporate, group and individual bookings.
• Drive direct business and reduce dependency on third-party channels.
• B. Corporate SalesIdentify and develop relationships with corporate clients.
• Conduct regular corporate visits and client meetings.
• Generate room nights, conferences, meetings and event business.
• Negotiate corporate rates and annual contracts within approved guidelines.
• Maintain strong relationships with existing corporate accounts.
• Prepare corporate proposals and customized packages.
• C. Travel Trade & Agency BusinessDevelop relationships with travel agencies, tour operators and destination management companies.
• Generate business through travel trade partners.
• Negotiate commercial terms and packages.
• Conduct regular partner visits and follow-ups.
• Monitor production from travel agents and identify high-performing accounts.
• D. Banquet, Wedding & Event SalesGenerate business for weddings, conferences, meetings, parties and social events.
• Coordinate with Banquet, F&B and Operations teams for event requirements.
• Conduct property visits for prospective clients.
• Prepare quotations and event proposals.
• Negotiate packages while maintaining profitability.
• Follow up with clients from enquiry through event closure.
• Build a strong pipeline for future events.
• E. Business DevelopmentIdentify new markets, companies, institutions and customer segments.
• Develop new accounts through cold calling, networking and referrals.
• Conduct market visits and competitor analysis.
• Participate in trade fairs, exhibitions and industry networking events.
• Explore opportunities in corporate, MICE, weddings, leisure and group segments.
• Develop strategic partnerships to increase hotel revenue.
• F. Client Relationship ManagementMaintain strong relationships with key accounts and VIP clients.
• Conduct regular meetings and follow-ups with clients.
• Understand client requirements and provide appropriate solutions.
• Handle customer concerns and coordinate with operations for resolution.
• Maintain accurate records of client interactions and business opportunities.
• Focus on repeat business and customer retention.
• G. Sales Planning & ReportingPrepare weekly and monthly sales plans.
• Maintain daily sales activity reports.
• Prepare sales forecasts and revenue projections.
• Maintain corporate and key-account databases.
• Track enquiries, proposals, conversions and lost business.
• Monitor sales targets against actual achievements.
• Submit regular MIS reports to the management.
• H. Digital & Online Sales SupportCoordinate with Revenue Management and Marketing teams on promotional campaigns.
• Monitor online promotions and hotel packages.
• Support digital campaigns for room, F&B and event sales.
• Encourage direct bookings through appropriate sales initiatives.
• Monitor customer reviews and market feedback.
• I. Revenue & Pricing CoordinationCoordinate with Revenue Management/Management regarding room rates and packages.
• Monitor competitor rates and market pricing.
• Ensure appropriate pricing for corporate, group and event bookings.
• Avoid excessive discounting and protect hotel profitability.
• Identify opportunities for upselling and cross-selling.
• J. Sales Team ManagementGuide and supervise Sales Executives and other sales team members.
• Allocate sales territories and accounts.
• Set individual sales targets and monitor performance.
• Conduct regular sales meetings.
• Train team members on sales techniques and hotel products.
• Motivate the team to achieve monthly and annual targets.

K. Internal CoordinationWork closely with:

• General Manager
• Front Office
• Reservations
• Revenue Management
• F&B
• Banquets
• Housekeeping
• Finance
• HR
• Marketing

Ensure smooth communication between Sales and Operations to deliver excellent customer service.

• L. Competitor & Market AnalysisMonitor competitor hotels and resorts.
• Track competitor pricing, packages and promotions.
• Identify changes in customer preferences and market demand.
• Prepare market intelligence reports.
• Recommend new packages and sales strategies based on market trends.

3. KEY PERFORMANCE INDICATORS – KPIsThe Sales Manager will be evaluated based on:

1. Monthly and annual revenue achievement
2. Room night production
3. Occupancy contribution
4. Corporate account acquisition
5. New client acquisition
6. Banquet & event revenue
7. Wedding business generation
8. Group booking revenue
9. Average room rate contribution
10. Sales conversion ratio
11. Customer retention
12. Repeat business
13. Sales call productivity
14. Sales pipeline value
15. Collection/payment follow-up
16. Customer satisfaction

• 4. REQUIRED QUALIFICATIONSBachelor's Degree in Hotel Management / Hospitality / Business Administration / Marketing.
• MBA or PG Diploma in Sales & Marketing/Hospitality will be an advantage.
• 5–8 years of sales experience in the Hotel/Resort industry.
• Previous experience as Sales Manager / Assistant Sales Manager / Senior Sales Executive preferred.
• Strong experience in corporate sales, MICE, weddings, banquets and room sales.
• Candidates with experience in 4-star, 5-star, luxury hotels or resorts preferred.