Department: Sales & Marketing
Reports To: Sales Manager / Director of Sales & Marketing
- The Senior Sales Executive is responsible for generating hotel revenue through proactive sales activities, account management, business development, and relationship building.
- The role focuses on securing corporate, government, group, and event business while maximizing room revenue, meeting space utilization, food and beverage sales, and overall hotel profitability.
Key Responsibilities
Sales & Business Development:
- Identify, solicit, and secure new business opportunities across corporate, government, NGO, and group segments.
- Develop and maintain a strong portfolio of key accounts.
- Conduct regular sales calls, site inspections, and client presentations.
- Prepare and negotiate contracts, proposals, and rate agreements.
- Generate group room bookings, meetings, conferences, and social events.
- Build strong relationships with existing clients to drive repeat business.
- Monitor account production and develop strategies to grow revenue.
- Conduct quarterly business reviews with key clients.
- Ensure prompt follow-up of all leads and inquiries.
- Achieve monthly, quarterly, and annual sales targets.
- Support initiatives to increase direct bookings and digital share.
- Work closely with Revenue Management to maximize hotel occupancy and ADR.
- Identify opportunities for upselling rooms, meeting space, and hotel services.
Reporting & Administration:
- Maintain accurate records in the CRM and sales systems.
- Produce weekly sales activity and pipeline reports.
- Track lead conversion ratios and account productivity.
- Participate in budget and forecast preparation.
- Monitor competitor activities and market trends.
- Provide feedback on market opportunities and pricing strategies.
- Represent the hotel at industry events, exhibitions, and networking functions.
Key Performance Indicators (KPIs)
- Revenue achievement versus budget.
- New account acquisition.
- Lead conversion percentage.
- Sales call productivity.
- Group room nights generated.
- Corporate account production.
- Meeting and event revenue generated.
- Client retention rate.
Qualifications & Experience
- Bachelor's Degree in Marketing, Business Administration, Hospitality Management, or related field.
- Minimum of 3-5 years of hotel sales experience.
- Proven record of achieving sales and revenue targets.
- Experience managing corporate and group accounts.
Preferred Qualifications:
- Education: High school diploma or G.E.D. equivalent.
- Related Work Experience: At least 2 years of related work experience.
- Supervisory Experience: No supervisory experience.
- License or Certification: None.
- Strong negotiation and presentation skills.
- Excellent relationship management abilities.
- Effective communication and interpersonal skills.
- Revenue-driven mindset.
- Proficiency in Microsoft Office and hotel sales systems.
- Strong organizational and time-management skills.