Sales Manager

The Indian Hotels Company Limited; Ernakulam; On-site; INR 1,200,000 - 2,200,000; Full time

Job summary

IHCL is seeking a Sales Lead to drive revenue growth for its hotel portfolio in Kerala. The role will establish and execute sales strategies, lead a capable sales team, and nurture relationships with corporate clients and travel agencies.

Responsibilities include budgeting, forecasting, cross-functional collaboration, and ensuring customer satisfaction while upholding brand standards.

Qualifications

• Degree in Hospitality Management.
• 5-7 years of experience in Sales department and hospitality industry.

Responsibilities

• Revenue growth and achievement of monthly, quarterly, and annual sales targets.
• Lead and develop a high-performing sales team with guidance and coaching.
• Develop and implement sales strategies, plans, and tactics to grow existing accounts and win new business.
• Build and maintain relationships with key clients including corporate accounts and travel agencies.
• Stay updated on industry trends, competitor activity, and market conditions to inform sales strategy.
• Assist in budgeting and forecasting for the sales team.
• Collaborate with marketing, revenue management, and operations for cross-selling.
• Monitor performance to ensure targets are met and monitored.
• Oversee debtor days and ensure credit policy compliance.
• Negotiate contracts and manage client entertainment and hospitality events.

Education

Degree in Hospitality Management

Job description

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 achieve and exceed revenue targets, drive business growth, and maintain a high level of customer satisfaction, while ensuring effective sales strategies, processes, and relationships are in place to position the hotel as a market leader.

Essential Job Tasks

• Sales Strategy and Planning
• Revenue Growth
• Customer Relationship Management
• Market Intelligence
• Budgeting and Forecasting
• Performance Management
• Collaboration with Other Departments
• Reporting and Analysis
• Client Entertainment and Hospitality
• Contract Negotiation
• Complaint Handling and Resolution
• Sales Technology and Systems
• Competitor Analysis
• Ad-hoc Projects

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 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.
• 3. Sales Strategy and Planning: Develop and implement effective sales strategies, plans, and tactics to identify and capitalize on new business opportunities, and to maintain and grow existing accounts and market visits (sales calls).
• 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 own/team's budgets and forecasts, and provide inputs on sales strategies and tactics to achieve revenue targets.
• 7. Performance Management: Monitor and analyze performance to ensure targets are achieved to their full potential.
• 8. 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.
• 9. 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.
• 10. Compliance: Ensure strict adherence to TPAM, aligning all sales activities with the specified guidelines, revenue models, and contractual obligations, while maintaining transparency and accountability.

Attributes/ Essentials/ Other Information

Communication, Interpersonal skills, Creativity, Knowledge of catering industry trends, drive and determination to improve standards and profitability. strong customer service orientation.

Required Qualifications

A degree in Hospitality Management

Work Experience

Minimum of 5 - 7 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.