Cluster Sales Manager

InterContinental Hotels Group; Al Khobar; On-site; SAR 300,000 - 450,000; Full time

Job summary

InterContinental Hotels Group in Saudi Arabia seeks a Cluster Sales Director to lead sales and account management across multiple hotels within the Eastern Province. You will develop and execute strategies to hit revenue targets, manage key corporate and government accounts, and expand the pipeline through proactive business development across the cluster.

The role requires strong negotiation, presentation, and communication skills, with English fluency and Arabic as a plus; experience in a

Qualifications

• Bachelor's degree in Hotel Management, Business Administration, Sales & Marketing, or a related field
• 3–5 years of relevant hotel sales experience, preferably in supervisory or managerial capacity
• Experience handling corporate accounts, key accounts, and business development
• Experience in a multi-property or cluster environment is preferred
• Strong knowledge of the local hotel market and business environment
• Proficiency with hotel sales systems and CRM platforms; MS Office

Responsibilities

• Develop and execute sales strategies to achieve revenue targets across the cluster.
• Develop and maintain relationships with corporate accounts, travel agencies, government accounts, and other partners.
• Prospect for new accounts and build a healthy pipeline of opportunities.
• Coordinate sales activities across properties to maximize cluster revenue.
• Monitor KPIs like room-nights, ADR, and revenue, and report progress regularly.

Skills

Sales & Business Development

Account Management

Negotiation

Communication

Presentation

Networking

Customer Relationship Management

Market Analysis

Strategic Thinking

Teamwork

Education

Bachelor's degree in Hotel Management, Business Administration, Sales & Marketing, or related field

Tools

CRM platforms

Microsoft Office

Job description

Key Responsibilities

• Sales & Revenue Generation
  • Develop and execute sales strategies to achieve and exceed the cluster's revenue targets.
  • Identify and pursue new business opportunities across corporate, government, leisure, MICE, wholesale, and other market segments.
  • Drive room nights, ADR, occupancy, and overall revenue contribution through effective account management and business development.
  • Promote all assigned hotels and ensure business is appropriately distributed across the cluster based on availability, rates, and market demand.
  • Monitor market trends, competitor activities, and customer requirements and recommend appropriate actions.
  • Conduct regular sales calls, client visits, site inspections, presentations, and networking activities.
• Account Management
  • Develop and maintain strong relationships with key corporate accounts, travel agencies, government accounts, and other strategic partners.
  • Manage existing accounts to maximize production and identify opportunities for increased business.
  • Conduct regular account reviews and maintain accurate records of account production and potential.
  • Negotiate contracts, rates, and agreements within the approved commercial guidelines.
  • Ensure contracted accounts are properly maintained and business commitments are delivered.
• Business Development
  • Proactively prospect for new accounts and develop a healthy pipeline of potential business.
  • Identify new market segments and commercial opportunities for the cluster.
  • Participate in sales blitzes, trade shows, exhibitions, roadshows, networking events, and other business development activities.
  • Develop local and regional partnerships that can generate additional business for the hotels.
  • Maintain strong knowledge of the local market, key industries, major companies, projects, and business developments.
• Cluster Coordination
  • Work collaboratively with Sales, Revenue, Reservations, Marketing, and Operations teams across all assigned properties.
  • Coordinate sales activities and ensure consistent implementation of cluster sales strategies.
  • Share leads and business opportunities among the hotels to maximize total cluster revenue.
  • Support the development of joint sales initiatives and promotional campaigns.
  • Ensure all properties receive appropriate sales coverage and account attention.
• Revenue & Commercial Performance
  • Work closely with Revenue Management to understand demand patterns, market segmentation, pricing, and business mix.
  • Monitor account production, room-night contribution, ADR, revenue, and other relevant commercial KPIs.
  • Identify gaps against targets and implement corrective sales actions.
  • Support the preparation of monthly and annual sales forecasts and business plans.
  • Provide regular reports on sales activities, account production, pipeline, and business opportunities.
• Customer Relationship Management
  • Maintain a high level of customer engagement and ensure excellent service throughout the sales process.
  • Handle customer concerns and coordinate with relevant departments to ensure timely resolution.
  • Conduct regular client feedback sessions and identify opportunities to improve customer satisfaction and retention.
  • Build long-term relationships with key decision-makers and business partners.
• Sales Administration & Reporting
  • Maintain accurate and up-to-date information in the hotel's approved CRM and sales systems.
  • Prepare weekly and monthly sales activity reports.
  • Maintain an updated account database, sales pipeline, call plans, and action plans.
  • Track account production against agreed targets and identify opportunities for improvement.
  • Ensure all sales activities comply with company policies, brand standards, and approved commercial procedures.

Key Performance Indicators (KPIs)

• Cluster rooms revenue achievement
• Corporate and key-account production
• Room-night production
• ADR contribution
• New account acquisition
• Account retention and growth
• Sales call and client visit productivity
• MICE and group business conversion
• Sales pipeline value and conversion
• Market share / RGI contribution
• Customer satisfaction and account feedback
• Achievement of monthly and annual sales targets

Qualifications & Experience

• Bachelor's degree in Hotel Management, Business Administration, Sales & Marketing, or a related field.
• Minimum 3–5 years of relevant hotel sales experience, preferably with experience in a supervisory or managerial capacity.
• Previous experience handling corporate accounts, key accounts, and business development.
• Experience in a multi-property or cluster environment is preferred.
• Strong knowledge of the local hotel market and business environment.
• Experience with hotel sales systems, CRM platforms, and Microsoft Office.
• Strong negotiation, presentation, communication, and interpersonal skills.
• Excellent English communication skills; Arabic is an advantage.

Core Competencies

• Sales & Business Development
• Account Management
• Commercial Awareness
• Negotiation Skills
• Customer Relationship Management
• Revenue & Market Analysis
• Communication & Presentation
• Networking
• Problem Solving
• Strategic Thinking
• Teamwork & Collaboration
• Results Orientation

Key Working Relationships

Internal

• Cluster Director of Sales / Director of Sales & Marketing
• General Managers / Hotel Managers
• Revenue Management
• Reservations
• Marketing
• Front Office
• Finance
• F&B and Operations Teams

External

• Corporate clients
• Government entities
• Travel management companies
• Travel agencies and tour operators
• MICE and event organizers
• Key business partners
• Local and regional companies