Develop and implement the overall hospitality sales strategy in line with business objectives, budgets, revenue targets and commercial priorities.
Develop and execute annual, quarterly and monthly sales plans with clear revenue targets, priorities and measurable KPIs.
Drive revenue growth across accommodation, MICE, conferences, events, food and beverage, groups and other hospitality revenue streams.
Identify and develop new markets, customer segments, business opportunities and strategic partnerships to increase market share and profitability.
Build and maintain a strong pipeline of corporate, institutional, leisure, group, MICE, travel agency and tour operator business.
Develop and manage key corporate, institutional, agency and strategic accounts to secure repeat business, referrals, renewals and long-term relationships.
Lead negotiations for corporate rates, group bookings, packages and commercial agreements within approved company guidelines.
Own and manage the sales pipeline from prospecting and enquiries through proposals, follow-up, negotiation, conversion and confirmed business.
Lead, coach and develop the hospitality sales team by setting targets, monitoring performance, conducting pipeline reviews and driving accountability.
Work closely with Marketing to align sales priorities with campaigns, promotions, packages, events and lead-generation initiatives.
Collaborate with Reservations, Front Office, Food and Beverage, Operations and other departments to ensure client requirements and confirmed business are delivered effectively.
Monitor market trends, competitor activity, customer preferences and industry developments to identify commercial opportunities and strengthen the property's competitive position.
Support revenue optimisation through effective pricing, packages, promotions, market segmentation and other commercial initiatives.
Represent the hospitality facilities at client meetings, site inspections, trade shows, networking events, exhibitions, industry forums and other business development activities.
Prepare regular sales and commercial reports, analyse pipeline, conversion, occupancy and revenue performance, and provide management with actionable recommendations to improve overall commercial results.
Requirements:
Diploma or Bachelor's Degree in Sales, Marketing, Hospitality Management, Business Administration or a related field.
At least 5 years' relevant experience in hospitality sales, business development or a commercial role, preferably within a hotel, lodge, resort or hospitality group.
Proven track record of achieving sales and revenue targets, developing new business and managing key corporate, institutional and agency accounts.
Strong experience in hospitality sales, including accommodation, MICE, conferences, events, food and beverage, partnerships and account management, with experience leading and developing a sales team.
Strong commercial, analytical and financial awareness, with proficiency in CRM systems, sales pipeline management, reporting and using market data to drive business growth.