Job Description - Sr. Sales Manager / Sales Manager

Date Prepared / Last Updated: 01-Sept-2020

Designation: Sr. Sales Account Manager / Sales Account Manager

Department: Sales & Marketing

Location: Hotel Property

Purpose 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 Executives

Interacts 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 satisfaction

Key Responsibilities

Strategic:

- 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/week

B: Once a week

C: Once a fortnight

D: 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 work

Key Performance Indicators (KPIs):

- Revenue achievement vs. budget

- Guest satisfaction and loyalty

- Portfolio performance and market share

- Team performance and engagement

- Compliance with internal processes

Job Requirements / Hiring Profile:

Qualifications:

- MBA / PGDM in Sales & Marketing or Bachelor's in Hotel Management

Experience:

- 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 preferred

Knowledge:

- Sales & Marketing fundamentals

- Property Management Systems (PMS), Revenue Management, Branding & Positioning

- Budgeting, forecasting, and market research

- Industry best practices

Skills:

- Selling & upselling skills

- Strong communication & negotiation ability

- Analytical & problem-solving skills

- Client relationship management

- Planning, organizing, and coordination

Attitude:

- Business-focused, result-oriented, self-motivated

- Eye for detail, proactive, and people-focused

Age Requirement:

- 23 - 26 years