Sales Manager

Job Description

Company : CGH Earth Experience Hotels

Location : Ahmedabad & Kolkata

Designation : Sales Manager / Assistant Sales Manager

Department : Sales & Distribution

Reports To : Assistant General Manager Sales, Western Region

1. Job Purpose Summary

The Sales Manager / Assistant Sales Manager is responsible for proactively generating business and maintaining existing client relationships to achieve and exceed room-night and revenue targets. This role is crucial in maximizing the hotel's occupancy and Average Daily Rate (ADR). The incumbent is also responsible for ensuring that CGH Earths relationship with the travel trade remains intact and for working toward strengthening it further.

2. Core Responsibilities & Key Result Areas

Business Generation & Prospecting:

• Identify, target, and secure new accounts.
• Conduct sales calls, property site inspections, and sales trips/blitzes.
• Actively use CRM tools to manage leads and pipelines.

Account Management:

• Serve as the main point of contact for a portfolio of existing accounts.
• Negotiate rates and contracts to ensure profitability, in consultation with the reporting authority.
• Build strong, long-term relationships to ensure repeat business.

Sales Administration & Follow-up:

• Prepare professional proposals, contracts, and sales collateral.
• Respond promptly to RFPs (Requests for Proposals) and sales inquiries.
• Conduct competitor analysis and market research to identify trends and opportunities.

Revenue Optimisation:

• Sell all facets of the hotel (rooms, meeting spaces, F&B, spa, and activities) to maximize total revenue per guest.
• Work closely with the Revenue Management team to implement selling strategies and pricing.

Team Collaboration & Communication:

• Liaise with Operations (Front Office, Banquets) and Reservations teams to ensure the seamless execution of business.
• Participate in daily/weekly sales meetings and contribute to the sales strategy.

3. Key Performance Indicators (KPIs)

• Achievement of monthly/quarterly sales targets (room nights and revenue).
• Number of new accounts acquired.
• Revenue growth from existing accounts.
• Trade satisfaction scores.
• Timeliness and quality of communication.

4. Required Skills & Competencies

• Excellent Communication & Persuasion: Exceptional verbal and written skills for pitching, negotiating, and building rapport.
• Hunter Mentality: Self-motivated, proactive, and resilient with a strong drive to close deals.
• Relationship Building: A natural ability to network and foster trust with clients.
• Negotiation & Closing Skills: Confidence in discussing rates and finalising contracts.
• Organisational & Time Management: Ability to manage a high-volume pipeline and multiple tasks.
• Tech-Savvy: Proficiency in hotel CRMs.
• Industry Knowledge: Understanding of market segments and revenue management principles.

5. Typical Qualifications & Experience

• Education: Bachelor's degree in Hospitality Management, Business, Marketing, or a related field.
• Experience: 13 years of experience in hotel sales, front office, or reservations. Prior experience as a Sales Coordinator or in a similar sales role is highly advantageous.
• Languages: Fluency in the local language and English is essential; proficiency in additional languages is a major asset.

6. Career Path & Growth Opportunities

Successful candidates can progress through the following career stages:

• Senior Manager
• Assistant General Manager
• General Manager
• Senior General Manager
• Assistant Vice President
• Vice President

7. Work Environment & Challenges

• Environment: Fast-paced, target-driven, and dynamic. Includes a mix of office work, client entertainment (lunches/dinners), and external sales calls.
• Challenges: Handling rejection, managing high pressure during peak seasons, staying ahead of the competition, and balancing administrative tasks with active selling.