Customer Relationship Manager - National Accounts

The Indian Hotels Company Limited (IHCL); Mumbai; On-site; INR 450,000 - 750,000; Full time

Job summary

IHCL is seeking a dynamic Sales professional in Mumbai with 1–2 years of experience in hospitality sales to drive revenue through room sales, MICE and ancillary business. You will build and nurture client relationships, execute targeted strategies, and contribute to the company’s top line.

The role requires a graduate degree, MBA in Sales preferred, strong English and Hindi proficiency, and the ability to collaborate with cross‑functional teams across sales, marketing and hotel operations.

Qualifications

• Graduate with strong communication and corporate client handling skills.
• MBA in Sales or related certification is preferred.
• 1–2 years of sales experience in hospitality or related industry.

Responsibilities

• Drive revenue through room sales, MICE, and ancillary services.
• Build and nurture client relationships and manage key accounts.
• Develop and implement sales strategies and participate in RFPs and rate contracting.
• Coordinate with Sales and Marketing teams and hotel operations.

Skills

Fluent English communication

Hindi language proficiency

Client relationship management

Negotiation

Education

Graduate degree

MBA in Sales

Job description

About IHCL

Indian Hotels Company Limited (IHCL) is a part of the Tata Group and is one of South Asia's largest and most iconic hospitality companies. With a legacy of over 120 years, we are dedicated to delivering exceptional experiences to our guests through our diverse portfolio of hotels, resorts, and palaces.

Careers at IHCL

At IHCL, we believe our employees are our greatest asset. We are committed to fostering a dynamic work environment that encourages innovation, collaboration, and personal growth. Join us in creating memorable experiences and shaping the future of hospitality. Explore exciting career opportunities with us and be a part of a vibrant team that values passion, excellence, and diversity.

Job Objective

Drive towards achieving the company’s revenue and growth goals by developing and implementing sales strategies and building strong relationships with clients. This involves sales calling, setting targets, and ensuring customer satisfaction while contributing to the overall business strategy.

Essential Job Tasks

• Sales calling.
• Updating activity report.
• Follow-ups (internal and external).
• Outstanding collection.
• Client entertainments/networking.
• Provide customer support while building long-term relationships with clients.
• Assist in revenue generation for critical hotels within the given portfolio and help expand the top line.
• Share customer feedback with hotels to improve service delivery.
• Implement loyalty programs for client retention and increasing brand awareness.

Areas of Responsibility

• Drive revenue through room sales, MICE, and ancillary business for IHCL.
• Build and nurture client relationships.
• Develop and execute sales strategies, achieve sales targets, manage portfolios, and penetrate and expand market share.
• Analyze market trends and oversee RFP, rate contracting, market intelligence, and competition information.
• Focus on inbound hotels for FIT base and group bookings, maintain customer satisfaction, and foster partnerships with C-suite executives, influencers, and key decision-makers.
• Proactively participate in CFTs (Cross-Functional Teams) as and when the need arises.

Required Qualifications

• Graduate
• MBA in sales and any other relevant certification would be an added advantage

Work Experience

Minimum work experience of 1-2 years in the similar industry

Languages Needed in Position

• English & Hindi
• Any other language (specially native to a region- will be helpful)

Key Interfaces- External

Clients - Corporates/EMC/Consortias/Associations

Key Interfaces- Internal

Sales & Marketing teams, Unit/Hotel teams, Corporate team (Loyalty, Finance & Legal)

Behavioural Competencies

• Process Excellence
• Result Orientation
• Collaborative Engagement
• Change
• Championship
• Growth Mindset
• Talent Enrichment
• Guest Centricity
• Personal Effectiveness

Equal Opportunities Employment at IHCL

At IHCL, we celebrate diversity and are committed to creating an inclusive environment for all employees. We are proud to be an equal opportunity employer and do not discriminate based on race, color, religion, gender, sexual orientation, age, national origin, disability, or any other status protected by applicable law. We encourage all qualified individuals to apply and join our team, where every voice is valued and respected.