Sales & Demand Manager

Job Title: Sales & Demand Manager (Corporate, MICE & Online Distribution)

Department: Sales, Marketing & Revenue Management

Reports To: General Manager/Director of Operation

Location: Across Tamil Nadu

Experience: 2- 7 years / Full time

Position Overview

The Sales & Demand Manager is responsible for driving total hotel revenue by managing both offline and online business segments, including Corporate, MICE (Meetings, Incentives, Conferences, and Exhibitions), Travel Trade, and OTA Distribution Channels).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.

4. 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.

5. 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.
• 2–7 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.

Job Types: Full-time, Permanent

Pay: ₹200, ₹600,000.00 per year

Benefits:

• Health insurance
• Provident Fund

Work Location: In person