Sales Manager-Proactive

IHG Hotels & Resorts; Bengaluru; On-site; INR 800,000 - 1,100,000; Full time

Job summary

IHG Hotels & Resorts in Bengaluru seeks an experienced Sales professional to grow conference and events business, negotiate rates, and upsell hotel services while maintaining budgets and targets. You will market to corporate accounts, coordinate with regional teams, attend trade shows, and build long-term client relationships to maximize revenue.

The role requires 4–5 years in luxury/hotel sales, strong customer relations, and proficiency in Opera Sales.

Qualifications

• Minimum of 4-5 year Sales experience in 4* or 5* Hotel property.
• Hospitality degree or equivalent.
• Excellent customer relations, problem solving and time management skills.
• Proficient knowledge of Microsoft Office and Opera Sales.
• Proven ability to creating new business opportunities.

Responsibilities

• Maintain files, records and reports pertaining to budgets, contacts, planning activities, timelines, contracts, purchase orders and post meeting notes.
• Participate in the preparation of the annual departmental operating budget and financial plans; monitor budget and upsell products and services.
• Negotiate room prices, sell USPs and hotel services within approved guidelines.
• Monitor local competitors and compare their operation with ours.
• Solicit business and follow up on referrals and potential sales leads.
• Maintain regular contact with IHG regional hotels and reservation networks.
• Attend trade shows and sell conference space when directed.
• Build relationships with team members and cross-functional departments to achieve sales targets.

Skills

Sales

Negotiation

Relationship building

Market research

Budgeting

Education

Hospitality degree or equivalent

Tools

Microsoft Office

Opera Sales

Job description

• Maintain files, records and reports as it pertains to: budgets, contacts, planning activities, time lines, contracts, purchase orders and post meeting notes. Complete forecasts, plans, and productivity reports for management.
• Participate in the preparation of the annual departmental operating budget and financial plans. Monitor budget and upsell products and services while minimising waste to increase revenue.
• Negotiate room prices, sell USPs and hotel services within approved departmental booking guidelines.
• Monitors local competitors and compare their operation with his/her operation
• Solicits business and follow up on referrals and potential sales leads
• Keeps aware of trends, systems, practices and equipment in audio visual through trade literature, hotel show and site visits
• Provides direction on and conducts market research
• Maintain regular contact with IHG regional hotels and reservation networks
• Attends trade shows and sells conference space when directed

Duties and Responsibilities

Financial returns:

• Maintain files, records and reports as it pertains to: budgets, contacts, planning activities, time lines, contracts, purchase orders and post meeting notes. Complete forecasts, plans, and productivity reports for management.
• Participate in the preparation of the annual departmental operating budget and financial plans. Monitor budget and upsell products and services while minimising waste to increase revenue.
• Negotiate room prices, sell USPs and hotel services within approved departmental booking guidelines.
• Monitors local competitors and compare their operation with his/her operation
• Solicits business and follow up on referrals and potential sales leads
• Keeps aware of trends, systems, practices and equipment in audio visual through trade literature, hotel show and site visits
• Provides direction on and conducts market research
• Maintain regular contact with IHG regional hotels and reservation networks
• Attends trade shows and sells conference space when directed

People:

• Works with DOS on manpower planning and management needs
• Works with DOS in the preparation and management of the Department’s budget
• Manage day to day sales activities and build relationship with team members
• Personally build clear and open lines of communication with intra departments
• Build a team with different opinions, skills, experiences, and backgrounds; leverage personal, cultural, and functional differences to optimize team performance
• Create an environment that trains, develops, coaches and mentor’s team members

Guest experience:

• Monitors competitors activities and assists in marketing intelligence
• Refers sales leads to appropriate personnel within the InterContinental Hotels Group
• Sells to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business
• Services existing business through management of account bases
• Sell all facets of the hotel
• Manage the corporate head office and the preferred hotel history for that company
• Develop and maintain a regular pattern of sales calls, meeting with principals of target market
• Provides direction on, and conducts market research and analysis
• Develops and maintains contact with business generators, meeting and convention planners, visitors/convention bureau, travel agents, tour operators, airlines, corporate accounts, Government Departments and other producers closely allied to Hotel business
• Builds profile within local market place through attendance at various events and local market place
• Conduct client interviews
• Entertain clients
• Plan and conduct familiarization tours and site inspections
• Travel when required to promote the hotel and develop potential business
• Maintain regular contact with the IHG hotels in your region and the regional reservation office

Responsible business:

• Develop awareness and reputation of the hotel and the brand in the local community.
• Coordinate safety and security initiatives to ensure meetings flow smoothly with minimal interruptions or problems. Coach and advise clients on meeting options and alternatives that potentially reduce waste, save energy and have a minimal impact on the environment.
• Perform other duties as assigned. May also serve as manager on duty.

Accountability

Meeting Rooms Sales target as per the allocated segment along with the desired guest experience scores.

Qualifications And Requirements

Minimum of 4-5 year Sales experience in 4* or 5* Hotel property

• Hospitality degree or equivalent
• Excellent customer relations, problem solving and time management skills
• Proficient knowledge of Microsoft Office and Opera Sales
• Proven ability to creating new business opportunities