National Sales Head

Position Title: National Head Corporate Sales

Location: Mumbai

Client:

Our client is a Leading Domestic Leisure Hotel Chain with a strong presence in 60 locations across India.The brand is synonymous with leisure, relaxation, and memorable experiences. We are seeking highly motivated and results-oriented National Sales Head-Corporates to join the team

Reports to: Senior VP Sales

Job Summary:

The National Head Corporate Sales is responsible for leading and scaling the Corporate Revenue streams nationally. The role covers business from Fortune 500 companies, large Indian corporates and emerging SMEs across:

- MICE (Meetings, Incentives, Conferences, Exhibitions)

- Residential conferences and leadership offsites

- Corporate FIT and team outings

- Long-stay and workation programs

- Rewards and recognition travel, wellness and employee engagement programs

The role combines strategy, key account leadership and people management, shaping how the Company engages with corporate India and positioning it as a trusted, long-term partner for offsites and employee travel.

Key Responsibilities:

A. Strategy and Revenue Ownership

The role leads the overall go-to-market approach for corporate business and converts it into measurable commercial outcomes. This includes developing a clear view of priority sectors, target account tiers and regional focus, and translating this into annual and quarterly plans.

- Define and execute a national corporate sales strategy aligned with the Companys growth priorities.

- Build a three-year roadmap for increasing the corporate segments contribution to overall revenue.

- Set and own annual revenue, margin and wallet-share targets for the corporate segment, in collaboration with Sr VPSales.

- Ensure that strategy is broken down into clear, actionable plans for the corporate sales team across regions.

B. Corporate Account Management and Growth

The role provides deep ownership of relationships and revenue from key corporate clients, especially large and strategic accounts.

- Build and manage senior-level relationships with CXOs, CHROs, CFOs, procurement heads, travel managers and admin leaders in priority companies.

- Lead multi-property corporate contracts, including rate structures, inclusions, seasonality and performance commitments.

- Develop and drive strategic account plans for key clients, with defined objectives for revenue growth, penetration and cross-sell or up-sell.

- Conduct regular business reviews with major corporate accounts to track performance, service delivery, feedback and future opportunities.

The expected outcome is a strong portfolio of corporate clients with multi-year, high-value engagements and grows its share of spend over time.

C. Intermediary and Ecosystem Management

Corporate decisions are often influenced by intermediaries and advisors. This role builds a strong Company presence in this ecosystem.

- Develop relationships with TMCs, event agencies, MICE specialists and corporate travel influencers who advise large organizations.

- Co-create offsite and conference programs with these intermediaries to position Comapany as a preferred resort partner.

- Ensure intermediaries find the Company easy to work with in terms of proposal quality, responsiveness and on-ground delivery.

D. Cross-Functional Collaboration

Effective corporate business relies on strong alignment across internal teams. The role ensures what is sold is practical, profitable and deliverable.

- Work closely with Revenue Management on pricing, contracted rates, blackout dates and commercial structures for corporate clients.

- Partner with Marketing to design corporate-focused communications, case studies and campaigns tailored to priority sectors.

- Coordinate with GMs and Operations to ensure operational readiness for large events, including check-in processes, F&B, AV support and activities.

- Provide structured feedback to Experience/Product teams on evolving corporate needs and expectations.

E. Product and Proposition Development

The role shapes corporate-specific offerings, ensuring that Company is perceived as a solutions partner and not only a provider of rooms and banquet space.

- Co-create standardized corporate packages such as 2D/1N and 3D/2N offsite templates, all-inclusive conference bundles and leadership retreat formats.

- Design and document playbooks for different event types, including sales kickoffs, leadership programs, wellness-driven engagement trips and long-stay workation models.

- Ensure propositions are clearly articulated and easy for the sales team and resort teams to understand and sell.

F. People Leadership and Governance

The role leads a national corporate sales team and puts in place a structured, disciplined way of working.

- Lead a multi-level team of National, Regional and Key Account Managers based in key metros.

- Define clear roles, territories and account ownership to avoid overlaps and ensure accountability.

- Implement robust review rhythms, including weekly pipeline reviews, monthly performance reviews and periodic account plan deep-dives.

- Drive CRM hygiene so that opportunities, stages, forecasts and activities are accurately captured and updated.

- Coach the team in consultative enterprise selling, negotiation, presentation and sector understanding.

G. Market Intelligence and Competitive Insights

The role keeps Companys corporate strategy current and informed by the market.

- Track trends in corporate travel and MICE, including remote work patterns, hybrid events, wellness themes and sustainability expectations.

- Monitor competitor rate positioning, offerings and corporate tie-ups.

- Identify emerging sectors, clusters and corridors where corporate activity is growing and where Company can establish a presence.

- Share structured insights with leadership and recommend strategic adjustments where needed.

H. Travel and External Representation

The role represents the Company to Corporate India and ensures a visible presence in relevant forums.

- Travel 812 days per month for client meetings, pitches, reviews and site visits.

- Represent the Company at industry, HR and travel conferences and events, including speaking engagements where appropriate.

- Build and maintain Companys positioning as a preferred partner for corporate offsites and retreats.

Preferred Requirements

- Graduate; MBA in Sales, Marketing or Hospitality preferred.

- 1215 years of experience in Corporate Sales within Hospitality, Travel or related sectors.

- At least 5 years in leading national or multi-region portfolios and teams.

- Domain Knowledge

- Strong understanding of corporate procurement, travel policies, RFP processes and HR-led engagement programs.

- Skills

- Enterprise-level stakeholder management, including CXO, CHRO, CFO and procurement teams.

- Strong negotiation, solution selling and commercial structuring capabilities.

- High comfort with CRM systems, pipeline management and data-based decisions.

- Leadership Style

- Builds a performance-oriented yet collaborative culture, combining targets and coaching.

- Demonstrates high ownership, strategic thinking and customer-centric decision-making.