Sales Manager

POSITION OBJECTIVE

The position is responsible for generating and growing hotel revenue by developing new business opportunities, managing and strengthening relationships with existing corporate, government, travel trade and other assigned accounts, and achieving the hotel's established sales targets. The role focuses on proactive business development through direct sales calls, client visits, telemarketing, site inspections, entertainment, networking and other sales activities, with particular emphasis on increasing room night production and Food & Beverage revenue. The position also supports meetings, conferences, banquets, catering and group business by coordinating closely with Meeting & Events and operational departments to ensure client requirements are effectively communicated and delivered.

JOB DESCRIPTION

• Drive business development activities within assigned corporate, government, travel trade and other market segments to generate room nights, Food & Beverage revenue, meetings, conferences, banquets and catering business
• Achieve the required level of daily and weekly sales activities, including a minimum of 5–8 qualified sales calls per day and 40 quality telemarketing calls per week
• Develop and maintain an active sales pipeline by identifying qualified prospects, converting prospects into contracted accounts and securing approximately two new accounts per month
• Manage assigned accounts through regular sales calls, client engagement and relationship-building activities, monitoring account production, room night contribution, average rates and business potential
• Monitor competitor hotels, promotions, pricing, activities, functions and market trends, and prepare and maintain a monthly competitor "Hit List"
• Ensure accurate and timely maintenance of sales records, account information and sales activities in relevant systems such as Opera Cloud and Delphi
• Support the effective utilization and revenue optimization of meeting and event spaces by monitoring group bookings, room availability, room types, customer spending potential and tentative bookings
• Maintain regular communication with existing and prospective clients through face-to-face meetings, telephone calls, written correspondence, entertainment and site inspections
• Conduct negotiations within approved authority limits and identify opportunities to upsell rooms, Food & Beverage, meeting facilities and other hotel services
• Handle client compliments and complaints professionally and ensure appropriate follow-up with management and relevant departments

PRIMARY RESPONSIBILITIES

• Ability to achieve assigned monthly, quarterly and annual sales targets by actively developing new business, retaining existing accounts and maximizing revenue opportunities
• Capability to identify, qualify and follow up on sales leads, enquiries, RFPs, tenders and quotations
• Ability to understand client requirements and develop long-term business relationships
• Proficiency in conducting scheduled sales calls, client visits, hotel inspections and entertainment activities according to departmental requirements
• Capability to research and monitor market trends, competitor activities, promotions and pricing
• Ability to coordinate closely with Meeting & Events, Sales Coordinators and operational departments
• Proficiency in maintaining accurate and up-to-date customer profiles, account information and sales activities in relevant sales systems
• Ability to work towards maximizing account value, room night production, average rates and overall revenue
• Professionalism, teamwork and high service standards
• Effective internal and external communication skills

REQUIREMENTS

• Proven track record in achieving sales targets within hospitality or related industries.
• Strong organizational and time management skills with ability to manage multiple accounts.
• Self-motivated, proactive, and results driven.
• Good negotiation, presentation, and communication skills.
• Computer literate; knowledge of hotel systems is an advantage.
• Professional attitude with ability to build strong business relationships.