Area Sales Manager

Area Sales Manager – Bestinn Leisure Hospitality

Department: Sales & Marketing
Location: Bangalore, India
Employment Type: Full-time
Industry: Hospitality, Hotels & Resorts

1. Job Purpose

The Area Sales Manager will be responsible for driving revenue growth, expanding the company's customer base, developing strategic business relationships and achieving sales targets across the assigned territory in Kerala.

The role involves promoting the company's hotels, resorts, accommodation facilities, packages and hospitality services to corporate clients, travel agents, tour operators, MICE clients and other potential business partners.

The candidate will develop and execute regional sales strategies, identify new business opportunities, manage key accounts and work closely with property operations and reservations teams to maximise room occupancy and revenue.

2. Key Responsibilities

A. Sales Strategy and Revenue Generation

• Develop and implement area-wise sales plans to achieve monthly, quarterly and annual targets.
• Generate revenue through room bookings, resort packages, corporate stays, group bookings, events and other applicable hospitality services.
• Identify new markets and business opportunities across Bangalore.
• Prepare sales forecasts, budgets and action plans to improve revenue and market share.
• Monitor sales performance and implement corrective measures to achieve targets.

B. Business Development

• Identify, approach and acquire new corporate, institutional and government accounts, where applicable.
• Develop business relationships with travel agents, tour operators, destination management companies, online travel partners and corporate travel planners.
• Generate leads through networking, client meetings, sales calls, referrals and industry events.
• Develop partnerships with wedding planners, event organisers, MICE agencies and group travel operators.
• Conduct regular sales visits and presentations to prospective clients.

C. Corporate and Key Account Management

• Build and maintain long-term relationships with corporate customers and strategic business partners.
• Negotiate corporate rates, contracts and commercial terms within approved company policies.
• Ensure timely follow-up on proposals, enquiries, bookings, renewals and outstanding payments.
• Identify opportunities for repeat business, account expansion and customer retention.
• Maintain an updated database of clients, prospects and business opportunities.

D. Territory and Market Management

• Manage sales activities across the assigned geographical territory in Bangalore
• Identify high-potential markets, customer segments and business-generating locations.
• Monitor competitor pricing, promotional activities, service offerings and market trends.
• Develop territory-specific sales initiatives and promotional campaigns.
• Travel regularly for client meetings, business development and account reviews.

E. Occupancy and Revenue Optimisation

• Coordinate with hotel and resort teams, reservations and revenue management to improve occupancy and room revenue.
• Promote seasonal offers, holiday packages, long-stay programmes and group accommodation.
• Support the conversion of enquiries into confirmed bookings.
• Recommend appropriate sales initiatives based on demand patterns and business performance.
• Ensure that negotiated rates and discounts comply with company guidelines.

F. Team Management and Coordination

• Guide and support sales executives and other team members, where applicable.
• Set performance targets and monitor individual and team productivity.
• Conduct regular sales reviews, pipeline discussions and performance assessments.
• Coordinate with marketing, operations, reservations, finance and property management teams.
• Ensure timely resolution of client issues and maintain high service standards.

G. Reporting and Administration

• Submit daily, weekly and monthly sales activity reports as required.
• Maintain accurate sales pipelines, client records, forecasts and CRM data.
• Track revenue performance, conversion ratios, account acquisition and collection status.
• Prepare periodic market intelligence and competitor analysis reports.
• Ensure compliance with company sales policies, pricing procedures and reporting requirements.

3. Educational Qualifications

• Bachelor's degree in Hospitality Management, Business Administration, Marketing or a related discipline.
• A postgraduate qualification in Sales, Marketing or Hospitality Management will be an advantage.

4. Experience Required

• Approximately 4–7 years of relevant experience in hotel sales, resort sales, hospitality business development or corporate sales.
• Prior experience managing a sales territory and achieving revenue targets.
• Experience in corporate account acquisition, travel-trade sales and relationship management.
• Team-handling experience will be preferred for candidates responsible for supervising sales executives.

5. Required Skills and Competencies

• Strong sales, negotiation and business development skills.
• Excellent communication, presentation and interpersonal abilities.
• Proven ability to develop and maintain corporate and travel-trade relationships.
• Good understanding of the Kerala hospitality and tourism market.
• Strong planning, territory management and target-achievement capabilities.
• Ability to analyse sales data, prepare forecasts and identify business opportunities.
• Proficiency in Microsoft Excel, PowerPoint, CRM platforms and relevant hotel systems.
• Willingness to travel extensively within the assigned territory.
• Customer-focused approach, professional conduct and a results-oriented mindset.
• Knowledge of English and Malayalam; additional languages will be an advantage.

6. Key Performance Indicators (KPIs)

Performance will be evaluated against agreed targets, including:

• Achievement of monthly, quarterly and annual sales revenue targets.
• Growth in room revenue and occupancy attributable to sales activities.
• Number of new corporate accounts, travel agents and business partners acquired.
• Revenue generated from existing and newly acquired accounts.
• Enquiry-to-confirmed-booking conversion rate.
• Repeat business, customer retention and account development.
• Sales pipeline value and forecast accuracy.
• Collection follow-up and compliance with approved credit terms.
• Sales visit productivity and timely reporting.
• Team target achievement, where applicable.

7. Key Stakeholders

• Head of Sales and Marketing
• General Managers and property-level management teams
• Reservations and revenue management teams
• Marketing and digital marketing teams
• Finance and accounts department
• Corporate clients, travel agents, tour operators and event partners

8. Compensation and Benefits

• Salary: As per company policy and candidate experience.
• Performance incentives: As per the approved sales incentive structure.
• Travel allowance and reimbursement: As per company policy.
• Other benefits: As applicable under company policies.

9. Ideal Candidate Profile

The ideal candidate is a proactive, target-driven hospitality sales professional with strong business development capabilities, an established understanding of the Kerala market and the ability to generate new business while maintaining profitable client relationships. The candidate should be comfortable with field sales, client negotiations, regular travel and performance-based targets.

Application Process

Interested candidates may apply and submit their updated CV .

Bestinn Leisure Hospitality welcomes qualified candidates who meet the requirements of the role, in accordance with company recruitment policies.

Work Location: In person