Demand Manager

Position Overview

The Sales & Demand Manager

The role combines proactive sales, digital distribution management, market analytics, and strategic pricing to achieve the hotel’s room, banquet, and F&B revenue targets while upholding brand standards of service, integrity, and excellence.

Key Responsibilities

1. Revenue Generation & Business Development

• Achieve and exceed monthly, quarterly, and annual revenue targets across Rooms, Banquets, and F&B.
• Develop and execute sales and demand action plans for all market segments (Corporate, MICE, Leisure, Travel Agents, OTA, etc.).
• Conduct proactive sales calls, client meetings, and property site inspections to generate leads and conversions.
• Identify new business opportunities through competitor research, market trends, and industry networking.
• Negotiate rate contracts, proposals, and event quotations in line with pricing strategies.
• Collaborate with the Revenue Manager to optimize rate structures, promotions, and yield management.

2. Client Relationship & Account Management

• Maintain and strengthen relationships with key corporate, MICE, and travel trade accounts.
• Develop new business accounts to expand the property’s revenue base.
• Manage client correspondence, proposals, and follow-ups professionally and promptly.
• Host client familiarization (FAM) trips, appreciation events, and networking sessions to enhance loyalty.
• Ensure a high level of client satisfaction and repeat business through personalized service delivery.

3. Market Intelligence & Reporting

• Analyze pickup trends, competitor pricing, and market demand to identify growth opportunities.
• Prepare and present weekly and monthly sales and OTA performance reports to management.
• Use analytical tools (RateGain, OTA Insight, STR, or Excel) to support pricing and revenue optimization decisions.
• Track and evaluate the ROI of promotions, campaigns, and partnership activities.

5. Coordination & Team Collaboration

• Work closely with Front Office, Reservations, Banquets, and F&B teams to ensure seamless execution of bookings and events.
• Align with Operations for VIP and high-value guest requirements.
• Support the Director of Sales in mentoring and guiding junior sales and reservations executives.
• Coordinate with Finance for OTA reconciliation, commission verification, and payment tracking.
• Ensure smooth collaboration between sales, marketing, and revenue functions for unified revenue strategy execution.

6. Brand Standards & Compliance

• Ensure all sales materials, communications, and online content reflect brand identity and quality standards.
• Maintain client and OTA data accuracy in CRM and property management systems (Delphi, Opera, OnQ, SynXis, or IHG Concerto).
• Uphold ethical business practices, confidentiality, and compliance with data protection policies.
• Represent the hotel brand with integrity, excellence, and professionalism at all times.

Qualifications & Requirements

• Bachelor’s Degree in Hotel Management, Business Administration, Marketing, or E-Commerce.
• 3–6 years of experience in

  Hotel Sales and/or OTA Distribution

  , preferably with leading brands (Hilton, Taj, IHG, Marriott, Hyatt, etc.).
• Strong understanding of

  Revenue Management Principles

  ,

  Online Channel Distribution

  , and

  Corporate/MICE Sales

  .
• Proficiency in

  MS Office

  ,

  CRM tools

  , and

  Channel Management Systems (SiteMinder, Staah, RateTiger, TravelClick)

  .
• Excellent negotiation, communication, and presentation skills.
• Analytical mindset with attention to detail and accuracy.
• Knowledge of regional market trends in Chennai and Coimbatore hospitality sectors preferred.

Key Performance Indicators (KPIs)

• Achievement of total revenue and room night targets.
• Growth in new account acquisition and OTA contribution.
• Improvement in ADR, RevPAR, and overall profitability.
• OTA ranking, visibility score, and rate parity compliance.
• Client satisfaction and repeat business rate.
• Timely submission of reports, forecasts, and performance reviews.

Work Environment

• Dynamic and results-driven hospitality environment.
• Coordination with cross-functional teams and OTA partners.
• Flexible working hours, including weekends and evenings during key events or business surges.
• Occasional travel for sales calls, trade fairs, or OTA meetings.

Core Competencies

• Analytical Thinking:

  Interprets data and transforms insights into revenue actions.

• Commercial Acumen:

  Balances pricing, profit, and demand strategies effectively.

• Collaboration:

  Builds synergy across sales, marketing, and revenue functions.

• Adaptability:

  Responds proactively to changing market and digital trends.

• Innovation:

  Creates fresh strategies to drive conversions and client engagement.

• Integrity & Excellence:

  Upholds the brand promise through ethical, high-quality performance.