Job Purpose

The Senior Sales Manager is responsible for driving business performance by developing, managing, and expanding accounts across key segments (Corporate, MICE, and Groups). The role ensures proactive sales activity, market penetration, and client relationship management to maximize hotel revenue, strengthen market share, and support the overall commercial strategy.

Primary

Responsibilities

Sales Management

• Achieve assigned sales targets through daily proactive sales calls, client visits, and effective account management.

• Generate qualified business leads weekly and convert opportunities into confirmed bookings.

• Prepare a monthly account penetration plan, with action steps for each key market segment.

• Conduct a minimum of 2 site inspections or client entertainment activities per week to strengthen relationships.

• Focus on 4-5 Sales Calls and 5 Tele-Sales per day with corporate accounts and regularly visit all accounts in assigned target areas and maintain relationships

• Review account production monthly, including room nights, revenue, and average rates, ensuring alignment with targets.

• Monitor competitors' performance, rate strategy, and activities to maintain a competitive edge.

• Fully manage assigned accounts, including contracting, account profiles, renewals, and ongoing relationship management.

• Provide VIP arrival updates, ensure meet-and-greet as required, and coordinate with operations teams for flawless service.

• Proactively up-sell, cross-sell, and promote hotel facilities and services to maximize total revenue.

• Negotiate effectively with clients to achieve optimal profitability for the hotel.

• Represent the hotel at client events, trade shows, and local business/community activities to maintain visibility.

• Update the Director of Business Development on business leads, client feedback, and market trends.

Team Management

• Support the recruitment, onboarding, and development of Sales Executives/Coordinators as needed.

• Provide coaching and mentorship to team members, identifying and developing talent with growth potential.

• Conduct regular performance reviews, providing feedback and setting development goals.

• Monitor the professional grooming, conduct, and presentation of team members.

• Lead ongoing training programs, ensuring the sales team is equipped with skills to adapt to evolving market needs.

Other

Responsibilities

• Attend all briefings, meetings, and trainings as assigned by management.

• Maintain high standards of grooming, appearance, and professionalism at all times.

• Be fully conversant with hotel fire, life safety, and emergency procedures.

• Perform other reasonable duties as assigned by management

Main Complexity/Critical issues in the Job

• Defining precise client requirements and ensuring services align with expectations.

• Providing effective after-sales service and resolving client concerns promptly.

• Balancing proactive business acquisition with account retention in a competitive market.

• Diploma or Bachelor's Degree in Tourism / Hospitality Management or related field.

• Minimum of 2-3 years of experience in hotel sales, with proven track records in account management.

• Strong knowledge of corporate, MICE, and leisure markets.

• Excellent English communication skills (reading, writing, and speaking).

• Proficiency in MS Excel, Word, PowerPoint, and CRM systems.

• Strong leadership, interpersonal, and training skills.

• Excellent communication and negotiation abilities.

• Service- and results-oriented with attention to detail.

• Ability to thrive in high-pressure environments.

• Motivated self-starter and effective team builder.

• Professional grooming and confident presentation at all times.