Cluster Sales Manager

Job Description

Key Responsibilities

Corporate Sales & Business Development

• Develop and execute corporate sales strategies for the assigned hotels.
• Identify, target, and acquire new corporate accounts and business opportunities.
• Maintain and strengthen relationships with existing corporate clients.
• Conduct regular sales calls, client visits, presentations, and business reviews.
• Generate new room nights and revenue through corporate accounts, negotiated rates, and long-term agreements.
• Prepare and negotiate corporate contracts in line with hotel commercial strategies and approved guidelines.
• Monitor competitor activities, market trends, and corporate demand to identify business opportunities.
• Develop and maintain a strong corporate client database.

Account Management

• Manage key corporate accounts and ensure regular engagement with decision-makers and travel coordinators.
• Conduct account reviews and identify opportunities to increase production and revenue.
• Ensure agreed corporate rates, benefits, and conditions are communicated and implemented correctly.
• Resolve client concerns promptly and coordinate with relevant hotel departments when required.
• Maintain strong relationships with local companies, multinational organizations, government entities, and other potential corporate partners.

Revenue & Performance

• Achieve agreed monthly and annual sales targets for the assigned cluster.
• Monitor production from corporate accounts, including room nights, ADR, revenue, and overall contribution.
• Work closely with the Revenue Management team to optimize corporate rates and business opportunities.
• Identify opportunities to increase share of wallet from existing accounts.
• Support the preparation of sales forecasts, budgets, and business plans.

Sales Activities

• Maintain a structured weekly sales call plan and ensure regular market coverage.
• Participate in exhibitions, networking events, trade shows, corporate functions, and sales missions.
• Organize client entertainment, hotel inspections, presentations, and familiarization visits where appropriate.
• Promote the facilities, services, and unique selling points of both hotels.
• Coordinate cross-selling opportunities between Novotel and ibis.

Internal Coordination

• Work closely with the Cluster Director of Sales, Revenue, Reservations, Front Office, and Operations teams.
• Communicate corporate client requirements and ensure smooth delivery of agreed services.
• Share market intelligence, competitor information, and business opportunities with the sales leadership team.
• Support other sales team members and contribute to overall cluster sales objectives.

Reporting & Administration

• Maintain accurate records of corporate accounts, sales activities, contracts, and production.
• Prepare regular sales activity reports and account performance updates.
• Track leads, prospects, conversions, and lost business.
• Ensure all sales activities and client information are updated in the relevant CRM/sales systems.
• Follow hotel and company policies regarding credit, contracting, pricing, and client engagement.

Key Performance Indicators (KPIs)

• Corporate room nights generated
• Corporate room revenue
• ADR and RevPAR contribution
• New corporate accounts acquired
• Production from existing key accounts
• Contract renewal and retention rate
• Sales call and client visit activity
• Conversion of leads and business opportunities
• Corporate account penetration and market share
• Achievement of monthly and annual sales targets

Qualifications

• Achieve sales goals by managing the sales team.
• A proven track record in a similar role within a quality environment and to be able to demonstrate excellent standards and sales productivity.
• Commercially astute, multi-tasker who is motivated by challenge.
• Driven and ambitious to increase productivity and sales volume with appropriate techniques.
• Clear thinker with excellent communication abilities and attention to detail 
• Strong negotiation skills. 
• Ability to enhance the hotels community image. 
• It’s all about the experience and the sale, so say Yes I Can!