Sales Manager - Corporate
POSITION SUMMARY The Sales Manager – Corporate is responsible for driving hotel revenue through the acquisition, development and management of corporate accounts, with a strong focus on room nights, corporate meetings and events, and other revenue-generating opportunities. The position is responsible for developing new corporate business, maintaining strong relationships with existing accounts, maximizing account production and ensuring that all sales activities are aligned with the hotel's annual business plan, revenue objectives and Sofitel brand standards. The Sales Manager – Corporate will actively represent Sofitel Kuala Lumpur Damansara within the corporate market and work closely with Revenue Management, Marketing, Reservations and Operations to maximize business opportunities and deliver an exceptional guest experience. KEY RESPONSIBILITIES1. Corporate Sales & Business Development Develop and execute effective sales strategies and action plans for the assigned corporate market segment. Identify, prospect and secure new corporate accounts and business opportunities. Conduct regular sales calls, client visits, presentations, entertainment meetings and networking activities. Develop new business through prospecting, referrals, market intelligence, networking and industry contacts. Generate and follow up on qualified leads to achieve agreed conversion and revenue targets. Promote the hotel’s accommodation, meeting facilities, F&B outlets and other hotel services to corporate clients. Explore opportunities to increase room nights, average room rate, meeting and event revenue and overall account production. 2. Account Management Manage and develop a portfolio of assigned corporate accounts to maximize production and profitability. Establish and maintain strong, long-term relationships with key decision-makers, travel managers, procurement teams and corporate bookers. Conduct regular account reviews and monitor room-night production, ADR, revenue contribution and business potential. Prepare and execute account development and penetration plans for key accounts. Ensure corporate contracts, rate agreements, company profiles and account information are accurately maintained and regularly updated. Monitor account performance and identify opportunities for increased share of business. Ensure prompt follow-up on client enquiries, requests, feedback and complaints. 3. Corporate Contracting & RFP Management Prepare and negotiate corporate rates, contracts, proposals and business agreements within approved parameters. Manage annual corporate RFP processes and ensure timely and accurate submissions. Review existing account production and profitability before recommending contract renewals or rate adjustments. Work closely with Revenue Management to ensure corporate rates are commercially viable and aligned with the hotel's revenue strategy. Maintain proper documentation and ensure all agreements comply with hotel and Accor policies. 4. Revenue Generation & Target Achievement Achieve or exceed individual sales targets and assigned corporate revenue objectives. Drive room-night production, ADR, occupancy and overall revenue contribution from the assigned corporate portfolio. Identify opportunities for upselling and cross-selling hotel facilities and services. Monitor business leads and conversion rates and take appropriate action to maximize revenue opportunities. Contribute to the achievement of the hotel's annual Sales & Marketing Plan and budget. 5. Sales Activities & Client Engagement Maintain a consistent schedule of productive sales calls and client appointments. Organize and conduct hotel site inspections, client entertainment, presentations and familiarization visits. Participate in sales missions, trade shows, networking events, corporate functions and industry activities. Maintain strong visibility within the local corporate and business community. Represent Sofitel Kuala Lumpur Damansara professionally and consistently uphold the hotel's luxury positioning and brand image. 6. Market Intelligence Monitor corporate market trends, competitor activities, pricing strategies and account movements. Identify emerging business sectors, new companies and potential sources of corporate revenue. Provide relevant market intelligence and business leads to the Director of Sales & Marketing. Conduct regular competitor analysis and recommend appropriate sales initiatives. Identify opportunities arising from new developments, corporate relocations, business events and market changes. 7. Internal Collaboration Work closely with Revenue Management to optimize account pricing, availability and revenue opportunities. Coordinate with Reservations and Front Office to ensure accurate handling of corporate reservations and VIP arrangements. Collaborate with Events, F&B and Operations teams to ensure smooth delivery of corporate meetings and events. Work with Marketing & Communications on corporate campaigns, promotions and targeted sales initiatives. Communicate client requirements clearly to relevant departments and ensure appropriate follow-up. 8. Sales Administration & Reporting Maintain accurate and up-to-date records of all sales activities, account profiles, leads and opportunities in the hotel's designated systems. Prepare weekly and monthly sales activity reports, account production reports and sales forecasts. Provide regular updates on business leads, account development, competitor activities and market conditions. Monitor performance against individual KPIs and agreed sales action plans. Ensure timely submission of sales reports and other documentation required by management. 9. Brand & Service Excellence Consistently represent the Sofitel brand through professional conduct, communication and client engagement. Deliver a high level of personalized service to corporate clients and ensure strong client satisfaction. Build long-term relationships that encourage repeat business and brand loyalty. Ensure all sales activities comply with Sofitel, Accor and hotel policies, procedures and ethical business practices. 10. Other Responsibilities Support the Director of Sales & Marketing in achieving departmental objectives and hotel business goals. Assist in hotel sales initiatives, campaigns and special projects as assigned. Support colleagues and other departments whenever required to ensure effective hotel operations. Perform any other reasonable duties and responsibilities assigned by management. KEY PERFORMANCE INDICATORS (KPIs) Achievement of individual corporate sales revenue target. Corporate room-night production. Average Daily Rate (ADR) and revenue contribution. New corporate accounts acquired. Account retention and account penetration. Corporate RFP conversion rate. Lead conversion and business development performance. Sales calls and client engagement activities. Number and quality of site inspections/client appointments. Forecast accuracy. Corporate event and meeting revenue generated. Client satisfaction and repeat business. Compliance with sales administration and reporting requirements. QUALIFICATIONS & EXPERIENCE Diploma or Degree in Hospitality Management, Business Administration, Marketing, Sales or a related discipline. Minimum 3–5 years of relevant hotel sales experience , preferably with strong exposure to corporate accounts. Experience in a luxury or international hotel environment is an advantage. Proven track record in corporate account management and business development. Strong understanding of the Kuala Lumpur corporate market and hospitality industry. Experience in corporate contracting, RFPs, negotiations and account management is preferred. Experience with hotel PMS, CRM and sales reporting systems is an advantage. Job Type: Full-time Work Location: In person
Наблюдалась 2026-09-15, впервые 2026-09-09, источник — Indeed.