
Pride Hotels
4 weeks ago
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 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 MBA / PGDM in Sales & Marketing or Bachelor's in Hotel 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 Business-focused, result-oriented, self-motivated
- Eye for detail, proactive, and people-focused
Age Requirement:
- 23 - 26 years
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