Director of Sales

Indian Hotels Company Limited (IHCL); Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

IHCL, part of the Tata Group, is seeking a senior sales leader in Mumbai to drive revenue growth and manage a high-performing team across its properties. You will shape strategic plans, oversee key client relationships, and steer cross-functional collaboration with marketing, revenue management, and operations to maximize profitability and guest satisfaction.

Ideal candidates will have 8–10 years in hospitality sales, a degree in Hospitality Management, and fluency in English.

Qualifications

• Degree in Hospitality Management is required.
• 8–10 years of experience in sales within hospitality.
• Proficiency in English is essential.

Responsibilities

• Lead and develop a high-performing sales team.
• Develop and implement sales strategies to drive revenue growth.
• Manage key corporate accounts and relationships.
• Collaborate with marketing, revenue management, and operations.
• Monitor budgets, forecasts, and sales performance.

Skills

Sales Leadership

Relationship Management

Market Intelligence

Negotiation

Forecasting & Budgeting

Education

Degree in Hospitality Management

Tools

CRM Software

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

To provide strategic leadership and direction to the sales team, driving revenue growth, and developing and implementing effective sales strategies to achieve the hotel's business objectives, while maintaining a high level of customer satisfaction and loyalty.

Essential Job Tasks

• Sales Strategy Development
• Sales Team Leadership
• Revenue Growth
• Customer Relationship Management
• Market Intelligence
• Budgeting and Forecasting
• Performance Management
• Collaboration with Other Departments
• Industry Representation
• Sales Technology and Systems
• Contract Negotiation
• Sales Training and Development
• Competitor Analysis
• Complaint Handling and Resolution
• Ad-hoc Projects
• Sales Reporting and Analysis
• Client Entertainment and Hospitality
• Sales Process Optimization
• Team Retention
• Strategic Planning

Areas of Responsibility

1. Revenue Growth: Achieve and exceed monthly, quarterly, and annual sales targets, contributing to the hotel's overall revenue growth and profitability.

2. Sales Strategy Development: Develop and implement comprehensive sales strategies, plans, and tactics to identify and capitalize on new business opportunities, and to maintain and grow existing accounts.

3. Sales Team Leadership: Lead, motivate, and develop a high-performing sales team, providing guidance, coaching, and support to ensure they have the skills and knowledge to succeed in their roles.

4. Customer Relationship Management: Build and maintain strong relationships with key clients, including corporate accounts, travel agencies, and individual customers, to increase repeat business and referrals.

5. Market Intelligence: Stay up-to-date with industry trends, competitor activity, and market conditions, using this knowledge to inform sales strategies and stay ahead of the competition.

6. Budgeting and Forecasting: Assist in the preparation of sales budgets and forecasts, and provide input on sales strategies and tactics to achieve revenue targets.

7. Performance Management: Monitor and analyze sales performance, providing regular feedback and coaching to sales team members to ensure they are meeting their targets and achieving their full potential.

8. Debtors Management: Extend event credit strictly in accordance with the prescribed policy, and actively reduce and maintain debtor days within the hotel's defined standards.

9. Collaboration with Other Departments: Work closely with other hotel departments, including marketing, revenue management, and operations, to ensure seamless delivery of services and to identify opportunities for cross-selling and upselling.

10. Sales Technology and Systems: Utilize sales technology and systems, to manage sales leads, contacts, and accounts, and to analyze sales performance and trends.

11. Compliance: Ensure strict adherence to TPAM , aligning all sales activities with the specified guidelines, revenue models, and contractual obligations, while maintaining transparency and accountability.

12. Synergize and support participation and account deployment with Catering Sales, NSO, ISO and SAMG teams. Seamless turnover from sales to operations and back to sales.

Required Qualifications

A degree in Hospitality Management

Work Experience

Minimum of 8 - 10 years of experience in Sales department and hospitality industry

Languages Needed in Position

Proficiency in english.

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.