Summary
The incumbent in this position is responsible for achieving and exceeding sales targets established through monthly and annual forecasts by proactively identifying, developing, and managing corporate accounts. The role focuses on driving room revenue, corporate business, and long-term account growth through strategic sales planning, relationship management, and targeted business development activities. The Sales Manager - Corporate is expected to maximize revenue opportunities, strengthen key corporate partnerships, and contribute to the overall commercial success of the hotel while ensuring alignment with luxury brand standards and business objectives.
Main Duties:
- Develop, in conjunction with the Associate Director of Sales/Director of Sales, a structured and achievable business plan for the corporate segment, while maintaining complete and accurate records of all sales activities, contracts, agreements, and account interactions.
- Identify, solicit, negotiate, and secure new corporate accounts while maintaining and growing existing relationships to maximize room revenue, market share, and long-term business opportunities.
- Achieve assigned targets relating to corporate room nights, revenue production, account acquisition, and overall sales performance as established by the Associate Director of Sales/Director of Sales.
- Conduct comprehensive competitor analysis and monitor local, regional, and international business travel trends to ensure the hotel remains competitively positioned within the corporate market segment.
- Proactively identify and target prospective corporate clients through market research, networking, industry events, and the effective utilization of available sales resources and databases.
- Develop and maintain a strong pipeline of corporate leads and opportunities, ensuring the effective execution of account acquisition and retention strategies.
- Collaborate closely with Revenue Management to optimize negotiated corporate rates, account performance, business mix, and overall revenue generation.
- Conduct regular account reviews, client meetings, and business evaluations with key corporate partners to identify growth opportunities, strengthen relationships, and enhance account production.
- Prepare and deliver professional sales presentations, proposals, and contract negotiations tailored to the needs of corporate clients and business travel partners.
- Represent the hotel at trade exhibitions, networking events, business forums, and industry functions to enhance market presence, generate new business opportunities, and strengthen key stakeholder relationships.
Qualifications
- Bachelor's Degree in Hospitality Management, Business Administration, Marketing, or a related field.
- Minimum 3-5 years of sales experience within a luxury hotel environment, with proven exposure to the corporate sales segment.
- Strong knowledge of corporate account management, business development, contract negotiation, and strategic sales planning.
- Proven track record of achieving revenue targets and developing successful long-term corporate partnerships.
- Excellent communication, presentation, networking, and relationship management skills.
- Strong understanding of business travel trends, competitor analysis, and revenue-driven sales strategies.
- Proficiency in hotel sales systems, CRM platforms, and Microsoft Office applications.
