Responsabile vendite senior

Duties and responsibilities:

• Proactively source, pursue, and convert MICE leads, focusing on corporate meetings, incentive groups, and leisure group business to meet or exceed individual revenue targets

• Build, maintain strong relationships and seek new business opportunities and accounts with DMCs, corporate, and event planners across key domestic and international markets 

• Conduct overseas sales calls and participate in IHG Event or industry events to expand market presence and generate leads.

• Develop target lists and new accounts that are potential to the hotel while making action plan for this new business opportunities 

• Respond to all client inquiries professionally and promptly (within 24 hours) via phone, email, or third-party platforms (e.g., MeetingBroker, Cvent, Hotel Planner).

• Develop and present tailored proposals, meeting/event packages, and contracts aligned with client needs and revenue objectives.

• Invite key decision-makers for site inspections and client meetings to showcase hotel capabilities and drive conversion.

• Conduct regular sales activities including sales calls, prospecting, and sales blitz to maintain and grow a robust account portfolio.

• Maintain accurate client data, pipeline status, and contracts using appropriate sales systems (e.g., Delphi, Opera, CVENT, PMS, Lighthouse).

• Ensure group confirmations and handover processes are completed per P&P-SAL0018 guidelines and brand standards.

• Work cross-functionally with Events, Banquet, Rooms, Reservations, Marketing, and F&B teams to ensure flawless event delivery and client satisfaction.

• Align sales initiatives with marketing campaigns and hotel promotional activities to drive market demand.

• Collaborate with GSO and KAD to maximize international market reach and lead conversion.

• Work with Revenue Management to create and implement pricing strategies, tactical promotions, and conversion plans.

• Prepare market intelligence reports and sales performance analyses to identify opportunities and provide insights to the DOS / DOSM.

• Maintain active communication with the hotel’s competitive set to stay informed on market trends and competitor strategies.

• Ensure data accuracy and quality across revenue and reservation systems (Delphi, PMS, Lighthouse, CVENT).

Leadership & Team Support

• Serve as a team leader in the absence of DOS or ADOS, ensuring smooth operations and informed decision-making.

• Mentor and support junior sales colleagues by sharing best practices, providing feedback, and offering coaching to build team capability.

• Support administrative and office tasks as needed, ensuring departmental effectiveness.

• Be a champion in some project when required

Qualifications & Skills:

• Bachelor’s degree in Hospitality, Business Administration, Marketing, or related field.

• Minimum 4–6 years of hotel sales experience, preferably within the MICE, group, or corporate segment.

• Strong knowledge of domestic and international markets, particularly in MICE and luxury travel segments.

• Proven track record of meeting or exceeding sales targets and revenue goals.

• Excellent interpersonal, communication, and negotiation skills.

• Strong organizational and time management abilities; detail-oriented.

• Proficiency in sales systems such as Delphi, Opera, PMS, CVENT, and Microsoft Office Suite.

• Fluent in English (spoken and written); additional languages are an advantage.

• Ability to travel as required for sales calls, tradeshows, and client meetings.