Summary
This role is responsible for developing and managing business from key markets across China to maximize room nights, group business, revenue, and market share. The role focuses on strategic account development, new business acquisition, and building strong relationships with travel partners while ensuring all secured business supports the property's commercial objectives and luxury positioning.
Main Duties:
- Develop and execute a structured sales plan for the Chinese market in collaboration with the Director of Sales, aligned with revenue targets and business priorities.
- Achieve assigned targets for room nights, revenue, new active accounts, group business, and other key sales performance indicators.
- Manage and strengthen relationships with tour operators, travel agencies, luxury travel advisors, corporate clients, wholesalers, and other key partners across China.
- Identify and acquire high-potential accounts through targeted sales calls, client meetings, market research, networking, and strategic prospecting.
- Systematically manage prioritized accounts within the assigned territory and provide updates on opportunities, account performance, and market developments.
- Prepare effective account development plans and sales strategies to increase production, market share, and long-term revenue potential.
- Maintain strong market exposure through direct sales solicitation, telephone contact, written communication, presentations, and regular client engagement.
- Negotiate rates, contracts, packages, and commercial terms based on account potential, market conditions, profitability, and sound commercial judgement.
- Conduct sales trips, client presentations, product training sessions, site inspections, familiarization visits, and networking activities within assigned markets.
- Represent the property at relevant trade shows, roadshows, exhibitions, workshops, and industry events to generate business and strengthen brand awareness.
- Maintain accurate records of account profiles, sales agreements, quotations, contracts, client interactions, and business opportunities within the relevant sales systems.
- Review tentative bookings, room blocks, group requirements, and sales files regularly to ensure all business is accurately tracked and followed through to confirmation.
- Monitor Chinese travel trends, booking patterns, seasonality, air connectivity, competitor activity, and customer preferences to identify new business opportunities.
- Collaborate with Revenue Management and relevant departments to evaluate pricing, inventory availability, account performance, and overall contribution to operating results.
- Ensure all sales contracts, credit arrangements, collections, forecasts, and supporting documentation comply with established policies, procedures, and luxury brand standards.
Qualifications
- Bachelor's degree or diploma in Hospitality Management, Sales, Marketing, Business Administration, or a related discipline.
- Minimum 3-5 years of hospitality sales experience, including responsibility for the Chinese market, preferably within a luxury hotel or resort.
- Established relationships with Chinese tour operators, travel agencies, luxury travel advisors, wholesalers, corporate accounts, and other key partners.
- Strong commercial awareness with proven ability to develop new accounts, negotiate contracts, achieve revenue targets, and increase market share.
- Fluency in Mandarin and English is required knowledge of Cantonese or another Chinese language is an advantage.
- Willingness to travel across assigned markets, with proficiency in Microsoft Office, CRM platforms, and hotel sales systems such as Opera or Envision.
