Sales Manager at IHG in India

Job description

• Job Role
• To drive hotel revenue through effective sales strategies, business development, account management and relationship building. The Sales Manager will identify new business opportunities, develop existing accounts and support the hotel in achieving its occupancy, ADR and revenue objectives while delivering the IHG True Hospitality experience.

Responsibilities

• Sales & Business Development
• Develop and implement sales plans to achieve room revenue and business targets.
• Identify and develop new corporate, leisure, travel trade, MICE and local business accounts.
• Conduct regular sales calls, client visits, presentations and business meetings.
• Maintain strong relationships with key accounts and generate repeat business.
• Promote hotel rooms, facilities, packages and services.
• Prepare proposals, quotations and commercial presentations.
• Negotiate rates and commercial terms within approved guidelines.
• Monitor competitor activities, market trends and business opportunities.
• Support revenue generation through effective account and segment management.
• Revenue & Commercial
• Work closely with Revenue Management and the Front Office team on business opportunities.
• Monitor pickup, occupancy, ADR and revenue performance.
• Ensure business generated is aligned with approved pricing and hotel strategy.
• Identify opportunities to maximise revenue during need periods.
• Reporting & Administration
• Maintain accurate account and sales information in the CRM/system.
• Prepare weekly and monthly sales reports.
• Maintain an updated sales call plan and account database.
• Track leads, proposals, conversions and lost business.
• Participate in sales meetings and commercial reviews.
• Guest & Customer Experience
• Understand customer requirements and ensure appropriate follow-up.
• Handle customer concerns professionally and ensure timely resolution.
• Build long-term relationships based on trust and responsiveness.
• Ensure all customer interactions reflect IHG True Hospitality standards.
• People & Teamwork
• Work closely with Front Office, F&B, Reservations and Revenue teams.
• Support colleagues in achieving overall hotel objectives.
• Share market intelligence and business leads with the commercial team.
• Coach and support junior sales colleagues where required.
• Compliance & Standards
• Follow IHG policies, hotel SOPs and approved commercial guidelines.
• Maintain confidentiality of customer and commercial information.
• Ensure ethical and professional sales practices.
• Comply with applicable safety, legal and statutory requirements.

Requirements

• Education
• Degree/Diploma in Hotel Management, Business Administration, Sales & Marketing or a related field.
• Experience
• 3–5 years of relevant hotel sales experience.
• Experience in corporate, leisure, travel trade, MICE or local market sales is preferred.
• Previous experience with an international hotel brand will be an advantage.
• Technical Knowledge
• Hotel sales and business development.
• Account management and client relationship management.
• CRM and sales reporting.
• Basic understanding of hotel revenue, pricing and market segmentation.
• MS Office and relevant hotel systems.
• Personal Competencies
• Strong communication and interpersonal skills.
• Good negotiation and presentation skills.
• Results-oriented and commercially aware.
• Strong networking and relationship-building ability.
• Proactive, confident and customer-focused.
• Ability to work independently and as part of a team.

Skills

Required

• Hotel sales and business development
• CRM and sales reporting
• MS Office and relevant hotel systems

Benefits

• Competitive salary and benefits.
• IHG colleague room rates and hotel benefits.
• Learning and development opportunities.
• Access to IHG training and development resources.
• Career growth opportunities within IHG.
• Supportive and inclusive working environment.
• Opportunities to work with a global hospitality organisation.
• Focus on colleague wellbeing and development.