Pride Hotels - Senior Sales Manager

Job Description - Sr. Sales Manager / Sales Manager
Date Prepared / Last Updated: 01-Sept-2020Designation: Sr. Sales Account Manager / Sales Account ManagerDepartment: Sales & MarketingLocation: Hotel PropertyPurpose of the Role:To manage and implement sales and marketing strategies ensuring revenue maximization, customer satisfaction, and organizational profitability while promoting the hotel's culture and maintaining high employee morale.Reporting Structure- Reports to: Associate Head of Sales and above- Positions Reporting to: MIS ExecutivesInteracts with:- Reservations for bookings and availability- Front Office for room allocation and guest handling- Other Sales offices for leads and coordination- Food & Beverage department for client entertainment- Operational and non-operational departments to ensure guest satisfactionKey ResponsibilitiesStrategic:- Suggest new initiatives to enhance guest experience, increase revenues, and reduce costs.- Design strategies and tactics to improve productivity of assigned accounts.- Assist in development and execution of the Sales & Marketing Plan.Operational:- Support Associate Head of Sales and manage duties in their absence.- Personally welcome VIPs from assigned portfolios on arrival and departure.Conduct regular client visits based on account category:A: 2-3 times/weekB: Once a weekC: Once a fortnightD: Tele-calling / email communication- Monitor portfolio performance (Inbound/Outbound potential, market share).- Finalize contractual agreements with clients.- Balance portfolio between Retention, Acquisition & Penetration accounts.- Develop personal business plan to optimize performance across FITs and MICE segments.- Maintain accurate MIS, sales reporting (SFA), and updated client database.- Coordinate with Revenue & Reservations team for rates and availability.- Stay updated on macroeconomic trends, competitor activities, and market intelligence.- Promote premium sales (e., suites), cross-sell services, and manage account receivables.- Build and maintain relationships with corporate accounts, travel agents, tour operators, airlines, government departments, and key business generators.- Represent the hotel in trade shows, sales blitzes, and industry events.Interpersonal & Leadership:- Ensure team adherence to hotel policies, code of conduct, and grooming standards.- Coach, mentor, and provide feedback to team members.- Attend mandatory training programs and ensure participation of subordinates.- Foster a safe, professional, and collaborative work environment.- Keep the team updated on hotel activities, promotions, and packages.- Recommend new account development opportunities based on market trends.Authority & Scope:- Areas of Operation: Sales, Marketing, Reservations, Revenue Management, Banquet Sales- Work Hours: Role-based; hired for job completion, not hours of workKey Performance Indicators (KPIs):- Revenue achievement vs. budget- Guest satisfaction and loyalty- Portfolio performance and market share- Team performance and engagement- Compliance with internal processesJob Requirements / Hiring Profile:Qualifications:- MBA / PGDM in Sales & Marketing or Bachelor's in Hotel ManagementExperience:- 1-3 years of experience in hotel sales roles- Minimum: 1-2 years as Sales Account Manager (preferably in a 5-star hotel)- Proven track record in guest experience enhancement, profitability, and account management- International hotel experience preferredKnowledge:- Sales & Marketing fundamentals- Property Management Systems (PMS), Revenue Management, Branding & Positioning- Budgeting, forecasting, and market research- Industry best practicesSkills:- Selling & upselling skills- Strong communication & negotiation ability- Analytical & problem-solving skills- Client relationship management- Planning, organizing, and coordinationAttitude:- Business-focused, result-oriented, self-motivated- Eye for detail, proactive, and people-focusedAge Requirement:- 23 - 26 years