Head of Hospitality Sales

Responsibilities:

• Develop and implement the overall hospitality sales strategy in line with business objectives, budgets, revenue targets and commercial priorities.
• Develop and execute annual, quarterly and monthly sales plans with clear revenue targets, priorities and measurable KPIs.
• Drive revenue growth across accommodation, MICE, conferences, events, food and beverage, groups and other hospitality revenue streams.
• Identify and develop new markets, customer segments, business opportunities and strategic partnerships to increase market share and profitability.
• Build and maintain a strong pipeline of corporate, institutional, leisure, group, MICE, travel agency and tour operator business.
• Develop and manage key corporate, institutional, agency and strategic accounts to secure repeat business, referrals, renewals and long-term relationships.
• Lead negotiations for corporate rates, group bookings, packages and commercial agreements within approved company guidelines.
• Own and manage the sales pipeline from prospecting and enquiries through proposals, follow-up, negotiation, conversion and confirmed business.
• Lead, coach and develop the hospitality sales team by setting targets, monitoring performance, conducting pipeline reviews and driving accountability.
• Work closely with Marketing to align sales priorities with campaigns, promotions, packages, events and lead-generation initiatives.
• Collaborate with Reservations, Front Office, Food and Beverage, Operations and other departments to ensure client requirements and confirmed business are delivered effectively.
• Monitor market trends, competitor activity, customer preferences and industry developments to identify commercial opportunities and strengthen the property's competitive position.
• Support revenue optimisation through effective pricing, packages, promotions, market segmentation and other commercial initiatives.
• Represent the hospitality facilities at client meetings, site inspections, trade shows, networking events, exhibitions, industry forums and other business development activities.
• Prepare regular sales and commercial reports, analyse pipeline, conversion, occupancy and revenue performance, and provide management with actionable recommendations to improve overall commercial results.

Requirements:

• Diploma or Bachelor’s Degree in Sales, Marketing, Hospitality Management, Business Administration or a related field.
• At least 5 years’ relevant experience in hospitality sales, business development or a commercial role, preferably within a hotel, lodge, resort or hospitality group.
• Proven track record of achieving sales and revenue targets, developing new business and managing key corporate, institutional and agency accounts.
• Strong experience in hospitality sales, including accommodation, MICE, conferences, events, food and beverage, partnerships and account management, with experience leading and developing a sales team.
• Strong commercial, analytical and financial awareness, with proficiency in CRM systems, sales pipeline management, reporting and using market data to drive business growth.

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