| Detail | For this role |
|---|---|
| Department | Hospitality |
| Level | Manager |
| Reports to | Hotel General Manager |
| Direct reports | Sales Executive |
| Experience | 6 to 10 years in hotel sales |
Hotel Sales Manager job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Hotel Sales Manager
Department: Hospitality
Reports to: Hotel General Manager
Location: [City], [office, branch or site]
About the role
A Hotel Sales Manager brings business into the hotel. They win corporate accounts, travel agents, event bookings and group business, and build the revenue that keeps rooms and banquets full. The role reports to the Hotel General Manager or Director of Sales. A good Hotel Sales Manager keeps a strong pipeline, converts leads into confirmed business, negotiates rates that protect the hotel and builds relationships that bring the same clients back season after season.
Key responsibilities
- Win corporate, travel agent, group and event business to meet the hotel's revenue targets.
- Build and work a pipeline of leads through calls, visits and proposals every week.
- Negotiate room and banquet rates that fill the hotel while protecting the average rate.
- Sign and manage corporate rate contracts and travel agent tie ups for the year.
- Coordinate with revenue and front office on availability, rates and group blocks.
- Handle event and MICE enquiries from proposal through to confirmed booking.
- Build lasting relationships with key accounts and win repeat and referral business.
- Represent the hotel at trade shows, road shows and industry events in the region.
- Track the sales pipeline, conversions and account performance and report them monthly.
- Work with marketing on offers, packages and campaigns to drive demand.
Requirements
- Degree in hotel management or business
- Strong hotel or hospitality sales record
- Local corporate and agent network
- 6 to 10 years in hotel sales
KRAs and KPIs for a Hotel Sales Manager
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Sales revenue | Room and banquet sales revenue meets or beats the monthly target |
| Pipeline | Active pipeline kept above the agreed value every month |
| Conversion | Lead to booking conversion held at or above the target rate |
| Account growth | Revenue from key accounts grows against the previous year |
| Rate discipline | Negotiated rates held at or above the approved floor |
| Repeat business | Repeat and referral bookings held above the target share |
Skills and tools
Tools used day to day: Property management system, CRM, MS Excel, Proposal templates, Email and calling tools.
Reporting line and career path
Next roles: Director of Sales, Hotel General Manager, Cluster Sales Head
Interview questions for a Hotel Sales Manager
- How do you build a corporate account from a cold lead?
- How do you negotiate a rate that fills rooms but protects the average rate?
- How do you keep a healthy pipeline in a slow season?
- How do you win a group booking against a competing hotel?
- How do you grow revenue from an existing key account?
- How do you work with revenue and front office on group blocks?
Managing a Hotel Sales Manager in ZeniaHR
Hire and manage your hospitality team in one place
Post the role, onboard the new hire, and track attendance, leave and KRAs in ZeniaHR. Free for your first 50 employees.
Book a free demoSee pricingFrequently asked questions
What does a Hotel Sales Manager do?
A Hotel Sales Manager brings business into the hotel. They win corporate accounts, travel agents, group and event bookings, negotiate rates, build a pipeline and manage key relationships. They coordinate with revenue and front office and represent the hotel at industry events, reporting to the General Manager or Director of Sales.
What is MICE in hotel sales?
MICE stands for meetings, incentives, conferences and exhibitions. It is the business events segment that hotels sell rooms, banquet space and services to. A hotel sales manager pursues MICE enquiries because these bookings fill many rooms and event spaces together, making them valuable for revenue.
What qualifications does a Hotel Sales Manager need?
Most Hotel Sales Manager roles ask for a degree in hotel management or business with a strong hospitality sales record and six or more years of experience. A local network of corporate accounts and travel agents helps a lot, along with rate negotiation and relationship building skills.