Cluster Sales Manager

InterContinental Hotels Group; Saudi Arabia; On-site; SAR 180,000 - 240,000; Full time

Job summary

InterContinental Hotels Group is seeking a Cluster Sales Manager in Saudi Arabia to drive revenue growth across a portfolio of hotels within the assigned cluster. The role focuses on developing new business, maintaining key accounts, and maximizing market share, with targets aligned to the cluster's commercial objectives.

The role requires collaboration with Sales, Revenue Management, Marketing, Reservations, and Operations to implement effective sales strategies and cross-property

Qualifications

• Bachelor’s degree in business, hospitality or related field preferred.
• 3–5 years sales experience in hospitality or hotel industry.
• Experience handling corporate accounts, groups, MICE, or government business is a plus.

Responsibilities

• Develop and implement sales strategies to hit revenue targets.
• Drive revenue from rooms, conferences, events, and catering.
• Identify new business and convert prospects to long-term accounts.
• Conduct client meetings, presentations, and site inspections.
• Negotiate contracts within guidelines and monitor market trends.
• Maintain relationships with key accounts and ensure satisfaction.
• Collaborate with Sales, Revenue Management, Marketing, Reservations, and Operations.
• Prepare accounts plans and regular performance reviews.

Skills

Strong sales skills

Negotiation

Relationship building

Presentation skills

Networking abilities

CRM proficiency

Analytical thinking

Time management

Education

Bachelor's degree in Business/ Hospitality

Tools

CRM systems

Microsoft Office

Job description

The Cluster Sales Manager is responsible for driving revenue growth and maximizing business opportunities across a portfolio of hotels/properties within the assigned cluster. The role focuses on developing new business, maintaining strong relationships with key accounts, increasing market share, and achieving agreed sales and revenue targets.

The Cluster Sales Manager will work closely with the Sales, Revenue Management, Marketing, Reservations, and Operations teams to develop and implement effective sales strategies aligned with the commercial objectives of the cluster.

Key Responsibilities

1. Sales & Revenue Generation
   • Develop and implement sales strategies to achieve monthly, quarterly, and annual revenue targets.
   • Drive room, meeting, conference, events, catering, and other revenue opportunities across the assigned properties.
   • Identify new business opportunities and convert prospects into long‑term accounts.
   • Conduct regular sales calls, client meetings, presentations, and site inspections.
   • Negotiate contracts, rates, and commercial agreements within approved guidelines.
   • Monitor market trends, competitor activities, and customer requirements to identify opportunities for revenue growth.
2. Business Development
   • Develop and maintain a strong portfolio of corporate, government, leisure, group, MICE, and other key market segments.
   • Prospect and acquire new accounts while strengthening relationships with existing clients.
   • Develop strategic partnerships with companies, travel agencies, event organizers, DMCs, and other relevant business partners.
   • Participate in trade shows, sales missions, networking events, exhibitions, and industry functions.
   • Prepare and execute account development plans for key clients.
3. Account Management
   • Maintain regular contact with key accounts and ensure high levels of customer satisfaction.
   • Understand clients’ business needs and develop customized commercial solutions.
   • Conduct regular business reviews with major accounts and identify opportunities for additional business.
   • Ensure all client information, activities, opportunities, and follow‑ups are accurately maintained in the CRM system.
   • Handle client concerns professionally and coordinate with relevant departments to ensure timely resolution.
4. Cluster Coordination
   • Promote all properties within the cluster and identify cross‑selling opportunities.
   • Work collaboratively with Sales Managers and other commercial team members to maximize business across the cluster.
   • Coordinate sales activities and ensure consistent commercial strategies across the assigned properties.
   • Share market intelligence, account information, and business opportunities with the relevant property teams.
5. Sales Planning & Reporting
   • Prepare weekly and monthly sales activity reports and forecasts.
   • Monitor performance against sales targets, budgets, and KPIs.
   • Maintain an accurate sales pipeline and provide regular updates on potential business.
   • Analyze production from key accounts and recommend appropriate actions to increase revenue.
   • Support the preparation of annual sales plans, budgets, and commercial strategies.
6. Teamwork & Leadership
   • Work closely with Revenue Management, Marketing, Reservations, Front Office, Events, and Operations teams.
   • Support and coach junior sales team members when required.
   • Encourage a results‑oriented and customer‑focused sales culture.
   • Participate in regular commercial meetings and contribute to cluster‑wide business strategies.

Key Performance Indicators (KPIs)

• Achievement of monthly and annual sales/revenue targets
• Growth in corporate and key‑account production
• New business acquisition
• Account retention and development
• Room nights and revenue generated
• Group and MICE business conversion
• Average Rate / ADR contribution
• Sales call and client engagement activity
• Sales pipeline value and conversion
• Market share and competitive performance
• Customer satisfaction and account retention

Qualifications & Experience

• Bachelor’s degree in Business Administration, Hospitality Management, Marketing, or a related field preferred.
• Minimum 3–5 years of sales experience, preferably within the hotel/hospitality industry.
• Previous experience in a Sales Manager or similar commercial role is preferred.
• Experience managing corporate accounts, groups, MICE, and/or government business is an advantage.
• Strong knowledge of the local market and business environment.
• Proven track record of achieving sales targets and developing new business.

Skills & Competencies

• Strong sales and negotiation skills
• Excellent communication and presentation skills
• Strong business development and networking abilities
• Customer relationship management
• Commercial and financial awareness
• Analytical and problem-solving skills
• Strong organization and time-management skills
• Ability to work independently and as part of a team
• Proficiency in Microsoft Office and CRM systems
• Ability to manage multiple properties, priorities, and stakeholders
• Professional appearance and strong interpersonal skills
• Fluency in English; Arabic is an advantage for roles in the GCC market