Senior Sales Manager (Rooms and Corporate)

Job Summary The Senior Sales Manager is responsible for driving corporate business growth through proactive business development, strategic account acquisition, and revenue generation. The role focuses on identifying, developing, and converting new corporate opportunities while strengthening the hotel's market position within the corporate segment. Working closely with internal and external stakeholders, the position fosters trusted business relationships that maximise top-line revenue, strengthen brand value, and support informed commercial decisions through timely market intelligence, pipeline management, and sales performance insights. Areas of Focus This role focuses on proactive corporate business development, strategic account acquisition, corporate request for proposal management, negotiated corporate contracts, market intelligence, pipeline management, and revenue generation. The position ensures sustainable growth of the hotel's corporate portfolio while supporting overall commercial objectives. Strategic Responsibilities / Duties • Identify, prospect, and acquire new corporate accounts to grow the hotel's negotiated corporate business. • Develop and maintain a structured sales pipeline, ensuring consistent prospecting, qualification, and conversion of new business opportunities. • Lead the annual corporate request for proposal process, including account targeting, proposal preparation, pricing recommendations, negotiations, and contract execution. • Achieve individual revenue, room night production, and new account acquisition targets established by the hotel. • Conduct proactive sales activities including sales calls, cold calling, networking, client visits, and business development initiatives to generate qualified leads. • Develop and maintain strong relationships with corporate travel buyers, procurement teams, travel management companies, and key decision-makers. • Conduct hotel presentations, site inspections, and client meetings to convert prospective business opportunities. • Monitor market trends, competitor activities, pricing movements, and customer requirements, providing timely market intelligence to support commercial strategies. • Collaborate with Revenue Management to develop competitive pricing strategies and negotiated corporate rates. • Support the preparation and execution of the annual sales plan by providing market analysis, customer insights, and business development strategies. • Coordinate participation in trade shows, sales missions, networking events, and industry activities to increase market presence and generate new business opportunities. • Maintain accurate customer information, sales activities, account plans, and pipeline updates within the Customer Relationship Management system. • Prepare weekly sales activity reports, pipeline reports, account development plans, and monthly performance reports. • Work closely with Reservations, Revenue Management, Front Office, Catering, and other operational departments to ensure smooth delivery of contracted business. • Build long-term relationships with existing corporate clients to maximise account retention and business growth opportunities. • Support the Director of Sales in driving proactive sales initiatives and assume leadership responsibilities during the Director of Sales' absence when required. • Perform other duties as assigned by the direct reporting manager. Key Skills and Requirements • Minimum 3–5 years of proactive corporate sales experience within the hospitality industry or a business-to-business sales environment with transferable corporate sales experience. • Proven track record in acquiring new corporate accounts through business development and proactive sales activities. • Strong experience managing the corporate request for proposal process, including corporate travel programmes, negotiated rates, and contract management. • Hands-on experience with Delphi is mandatory. Knowledge of Opera, Agency360, Demand360, Lighthouse, Cvent, and Lanyon is highly advantageous. • Strong understanding of corporate travel management, negotiated corporate programmes, Last Room Availability agreements, and corporate travel buying processes. • Excellent prospecting, negotiation, presentation, and contract-closing skills with the ability to develop long-term client relationships. • Strong commercial acumen with the ability to analyse market trends, identify business opportunities, and contribute to revenue growth strategies. • Self-motivated, resilient, target-driven, and able to work independently while collaborating effectively with internal and external stakeholders.