Cluster Sales Manager

Job description

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!