Sales Kanvaser Dinamis – Surabaya

Pt. Hokky Sumber Makmur; Surabaya ꦱꦸꦫꦧꦪ; On-site; IDR 180,000,000 - 260,000,000; Full time

Job summary

Hilton Surabaya is seeking a Sales Manager to proactively solicit and manage large group/catering opportunities, driving revenue and loyalty. You will lead a team, coordinate with internal departments, and close high-value contracts for rooms, catering, and F&B services.

The role requires a diploma or degree in Hospitality or related field, with 3+ years in hotel corporate or group sales, and strong negotiation/presentation skills. Join a global brand known for hospitality excellence.

Qualifications

• High school diploma or GED; 2 years experience in sales and marketing, guest services, front desk, or related professional area.
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Responsibilities

• Represent the hotel to prospective clients and serve as the primary contact for group rooms, meeting space, and F&B services.
• Drive new business opportunities by responding to inquiries, initiating outreach, qualifying leads, and soliciting clients.
• Manage the full sales cycle: site visits, entertaining clients, proposals, rates, contracts, and account servicing.
• Develop strategic sales plans to achieve revenue and room-night goals based on market conditions.
• Analyze sales performance and identify opportunities to strengthen conversion and competitiveness.
• Collaborate across departments to deliver contracted services and uphold client satisfaction.

Skills

Negotiation

Presentation

Relationship-building

Sales experience

Leadership

Education

Hospitality degree

Business degree

Tools

Delphi

Salesforce

OnQ

Market Planner

Job description

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**Job Identification:**
**Job Category:** Sales and Marketing
**Job Schedule:** Full time
**Exceptional Hospitality Starts with You**
Picture yourself brightening someone's day. When you join our Hotels team, that's exactly what you'll do every time you come to work! You will manage designated corporate accounts, develop and solicit new business, drive total hotel revenue from rooms, catering, and F&B outlets, address business needs, explore new opportunities, and expand existing business through promotional efforts and sales channels. As a **Sales Manager** , you're not just generating and managing group sales - you're spreading the light and warmth of hospitality by delivering memorable experiences that make the stay for every guest.
Here's what you'll do during a typical day:
+ **Represent the hotel to prospective clients:** Serve as the primary point of contact for customers seeking group rooms, meeting space, and food and beverage services
+ **Drive new business opportunities:** Respond to inquiries, initiate outreach, qualify leads, and solicit potential clients through proactive sales efforts
+ **Manage the full sales cycle:** Conduct site visits, entertain clients, prepare proposals, determine rates, negotiate contracts, and service accounts through fulfillment
+ **Develop strategic sales plans:** Create and execute strategies to achieve or exceed revenue and room night goals, adjusting based on performance and market conditions
+ **Analyze sales performance:** Evaluate lost business reports and identify opportunities to strengthen conversion and competitiveness
+ **Support exceptional service delivery:** Collaborate across departments to coordinate the fulfillment of contracted services and uphold the highest standards of client satisfaction
+ **Inspire and develop the team:** Supervise and support team members, monitor performance, provide coaching, and foster a positive and productive work environment
At Hilton, our core values define what it takes to succeed here and guide the qualities we look for in every team member:
A passion for spreading the light and warmth of **Hospitality** . Acting with **Integrity** and always doing the right thing. Inspiring others through **Leadership** . A belief that **Teamwork** drives the best outcomes. A sense of **Ownership** and accountability. And a focus on the **Now** , bringing urgency and discipline to every moment, knowing it can make a lasting impact.
In addition, this role requires the following minimum qualifications:
+ Diploma or degree in Hospitality, Business, or related field
+ Minimum 3 years of experience in hotel Corporate, MICE, or Group room sales
+ Proven track record in driving revenue and managing key accounts
+ Strong negotiation, presentation, and relationship-building skills
+ Technical proficiency in hotel systems (e.g., Delphi, Salesforce, OnQ, Market Planner Survey)
+ Ability to analyze sales data and market trends to inform strategy
+ Excellent communication and leadership skills with a collaborative mindset
**Join an Award-Winning Workplace Culture**
At Hilton, we don't just deliver exceptional experiences for our guests-we build an exceptional workplace for the Team Members who make it all possible. As a global leader in hospitality, we've welcomed more than 3 billion guests worldwide, all while staying true to our founding vision: to fill the earth with the light and warmth of hospitality.
Our award-winning culture has earned us repeated recognition on the World's Best Workplaces list by Great Place to Work and Fortune. With our suite of world-class brands ( , and a company-wide commitment to providing the best stay for every guest, we're setting new standards for the future of travel.
Whether you're starting your career or exploring something new, Hilton supports your journey every step of the way. Come for the job, stay for the career-and help us make every stay a little more magical.
Curious about life at Hilton? Explore our Careers Blog ( to see why we're more than a great place to stay-we're a great place to work.

**Additional Information**
**Job Number**
**Job Category** Sales & Marketing
**Location** Jalan Embong Malang 85-89, Surabaya, Jawa Timur, Indonesia, 60261
VIEW ON MAP ( Full Time
**Located Remotely?** N
**Position Type** Management
**JOB SUMMARY**
Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential. Manages group/catering opportunities not handled by an Event Booking Center (EBC). Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Verifies business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers in order to grow the account on behalf of the company.
**CANDIDATE PROFILE**
**Education and Experience**
- **High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area.**
OR
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.
**CORE WORK ACTIVITIES**
**Understanding Market Opportunities & Driving Revenue**
- Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
- Partners with group/catering counterpart to effectively manage the business opportunity.
- Responds to incoming group/catering opportunities for the property that are outside parameters of the .
- Handles all opportunities if property does not participate in an EBC.
- Identifies, qualifies and solicits new group/catering business to achieve personal and each property's revenue goals.
- Focuses efforts on group/catering accounts with significant potential sales revenue.
- Develops effective group/catering sales plans and actions.
- Designs, develops and sells creative catered events.
- Maximizes revenue by upselling packages and creative food and beverage.
- Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
- Closes the best opportunities for each property based on market conditions and individual property needs.
- Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
**Providing Exceptional Customer Service**
- Handles complex business with significant revenue potential as well as significant customer expectations.
- Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
- Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
- Supports brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
- Provides excellent customer service in order to grow share of the account.
- Executes brand's Customer Service Standards and property's Brand Standards.
- Executes and supports the business Customer Service Standards and property's Brand Standards.
- Participates in and practices daily service basics of the brand.
- Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
- Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brand.
- Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
**Building Successful Relationships**
- Works collaboratively with off-property sales channels (e.g., , Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
- Manages and develops relationships with key internal and external stakeholders.
- Uses sales resources and administrative/support staff.
**Additional Responsibilities**
- Utilizes intranet for resources and information.
- Conducts site inspections.
- Creates contracts as required.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
_At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated.Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law._
Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of "Wonderful Hospitality. Always." by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that's synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. **Be** where you can do your best work, **begin** your purpose, **belong** to an amazing global team, and **become** the best version of you.
JW Marriott is part of Marriott International's luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations across the world. JW believes our associates come first. Because if you're happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand's namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you'll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That's The JW Treatment. In joining JW Marriott, you join a portfolio of brands with Marriott International. **Be** where you can do your best work, **begin** your purpose, **belong** to an amazing global team, and **become** the best version of you.