The Sales Executive is responsible for identifying new business opportunities, generating sales, maintaining client relationships, and promoting the hotel's products and services to achieve revenue, occupancy, and profitability targets.
The role focuses on acquiring and managing corporate accounts, government agencies, embassies, travel partners, event planners, NGOs, and individual clients while ensuring exceptional customer service and long-term business relationships.
The Sales Executive actively markets the hotel's accommodation, restaurants, bars, conference and banquet facilities, weddings, events, spa, gym, outdoor catering, and other revenue-generating services.
Working closely with the Marketing & Sales Manager, Front Office, Reservations, Food & Beverage, and Finance Departments, the Sales Executive contributes to increased occupancy, guest satisfaction, market share, and brand visibility consistent with the standards of a superior luxury hotel.
Key Responsibitlies
Business Development & Sales Generation:
Identify and develop new business opportunities across corporate organizations, government agencies, embassies, NGOs, travel management companies, airlines, educational institutions, and other target markets.
Generate sales leads through prospecting, networking, referrals, and direct marketing.
Conduct sales visits, presentations, and business meetings with prospective clients.
Promote the hotel's products and services to achieve assigned sales targets.
Prepare and follow up on quotations, proposals, and business offers.
Convert sales enquiries into confirmed business.
Maintain a healthy sales pipeline and achieve monthly, quarterly, and annual revenue targets.
Corporate Account Management:
Build and maintain strong relationships with existing corporate clients.
Develop long-term partnerships that encourage repeat business.
Negotiate corporate rates and service agreements within delegated authority.
Conduct regular account review meetings with clients.
Monitor client satisfaction and resolve service concerns promptly.
Ensure timely renewal of corporate agreements and contracts.
Revenue Generation:
Promote and sell:
Guest Rooms and Suites o Conference and Banquet Facilities o Weddings and Social Events o Restaurant Reservations o Bar and Lounge Services o Spa and Wellness Packages o Gym Memberships o Outdoor Catering Services o Business Centre Services
Laundry Services:
Airport Transfers and Concierge Services
Recommend tailored packages that meet client needs and maximize hotel revenue.
Upsell additional hotel services to increase average revenue per client.
Client Relationship Management:
Maintain regular communication with clients through visits, calls, emails, and virtual meetings.
Respond promptly to enquiries and requests for proposals.
Develop a thorough understanding of clients' business needs.
Maintain an updated customer database using the hotel's Customer Relationship Management (CRM) system.
Ensure high levels of customer satisfaction and loyalty.
Resolve complaints professionally and escalate issues where necessary.
Sales Administration:
Prepare contracts, quotations, proposals, and booking documentation accurately.
Maintain complete and up-to-date sales records.
Record all client interactions and business opportunities in the CRM system.
Submit daily, weekly, and monthly sales activity reports.
Monitor pending quotations and follow up on outstanding proposals.
Ensure all documentation complies with hotel policies.
Market Intelligence & Competitor Analysis:
Monitor competitor pricing, promotions, and market trends.
Identify emerging market opportunities and customer preferences.
Collect and share market intelligence with the Marketing & Sales Manager.
Recommend improvements to products, pricing, and service offerings.
Participate in market surveys and customer research activities.
Marketing Support:
Support the implementation of marketing campaigns and promotional activities.
Participate in exhibitions, trade fairs, networking events, and roadshows.
Promote the hotel's loyalty programmes and special offers.
Distribute promotional materials to prospective clients.
Support digital marketing initiatives by providing market feedback and customer insights.
Collaboration with Operational Departments:
Coordinate with Front Office and Reservations to ensure accurate booking confirmations.
Work closely with the Conference & Banquet team to ensure successful event execution.
Liaise with the Food & Beverage Department regarding client requirements.
Coordinate with Finance on billing, credit approvals, and payment follow-up.
Collaborate with Guest Relations to ensure exceptional client experiences.
Budget & Financial Responsibility:
Achieve assigned revenue and sales targets.
Monitor individual sales performance against approved budgets.
Maximize return on sales activities and client visits.
Support debt recovery by following up on outstanding client payments where required.
Promote cost-effective sales and marketing practices.
Reporting & Documentation:
Prepare daily, weekly, monthly, quarterly, and annual sales reports.
Maintain accurate records of sales calls, client meetings, contracts, and revenue generated.
Monitor individual sales KPIs and performance metrics.
Prepare pipeline reports and sales forecasts.
Submit activity reports within established timelines.
Compliance & Continuous Improvement:
Comply with company policies, hotel standards, and sales procedures.
Maintain ethical business practices in all client engagements.
Participate in sales training and professional development programmes.
Recommend improvements to sales strategies and customer engagement initiatives.
Contribute to continuous improvement of the Sales & Marketing Department.
Key Performance Indicators (KPIs)
Monthly and annual sales revenue achieved.
Number of new corporate accounts acquired.
Occupancy generated from assigned accounts.
Conference and banquet bookings secured.
Client retention rate.
Lead conversion rate.
Number of sales calls and client visits completed.
Proposal-to-booking conversion rate.
Customer satisfaction score.
Revenue from upselling and cross-selling.
Timely submission of reports.
CRM database accuracy.
Collection of outstanding receivables (where applicable).
Budget compliance.
Individual performance appraisal score.
Qualifications & Experience
Education:
Bachelor's Degree or Higher National Diploma (HND) in Marketing, Business Administration, Hospitality Management, Mass Communication, Public Relations, or a related discipline.
Experience:
3 - 5 years of sales or business development experience, preferably within a reputable hotel, hospitality organization, travel company, or corporate sales environment.
Experience in luxury hospitality sales is an added advantage.
Proven track record of meeting or exceeding sales targets.
Professional Certifications (Preferred):
National Institute of Marketing of Nigeria (NIMN).
Chartered Institute of Marketing (CIM).
Certified Sales Professional (CSP).
Digital Marketing Certification (added advantage).