SENIOR SALES MANAGER -CORPORATE

Role Purpose / Summary

The Senior Sales Manager – Corporate is accountable for developing and growing the hotel’s corporate business portfolio, including local and regional companies, multinational corporations, SMEs and other approved commercial accounts. The role secures profitable contracted and non-contracted room nights while creating incremental meetings, group and event revenue.

The position owns assigned corporate accounts from prospecting and rate negotiation through production review, retention and renewal, with measurable individual revenue targets and strong coordination across commercial and operating departments.

Key Accountabilities

1. Revenue & Target Accountability

• Achieve assigned monthly and annual room, group, meeting and event revenue targets, with clear ownership of segment performance.
• Monitor account production, booking pace, average daily rate (ADR), revenue mix and conversion against budget; initiate recovery plans for identified shortfalls.
• Maintain a qualified sales pipeline, submit realistic forecasts and document measurable next actions for each key opportunity.
• Work with Revenue Management to optimise pricing, account profitability and business displacement decisions within approved policies.

1. Corporate Account Development & Retention

• Prospect and acquire high-potential corporate accounts through targeted research, referrals, sales appointments and business networking.
• Develop account plans for top producers and growth prospects, including estimated room nights, revenue potential, decision-makers, travel patterns and action milestones.
• Conduct regular production reviews, identify share-of-wallet opportunities and implement account retention or reactivation initiatives.
• Build productive relationships with travel managers, procurement teams, executive assistants, corporate bookers and travel management companies where relevant.
• Secure long-stay, project, crew or relocation enquiries when commercially suitable and approved.

1. Corporate Contracting & RFP Management

• Prepare and manage annual corporate rate proposals, preferred hotel programme submissions, requests for proposals (RFPs), contract renewals and rate loading follow-up.
• Negotiate dynamic or fixed rates, blackout dates, inclusions, volume expectations and conditions within approved revenue and contracting parameters.
• Ensure corporate accounts receive correct rate codes, booking instructions and agreed inclusions by coordinating with Revenue and Reservations.
• Track contracted versus actual room-night production and recommend rate or commercial adjustments at review or renewal.

1. Client Engagement & Sales Execution

• Conduct structured sales calls, appointments, presentations, hotel tours, networking visits and follow-up meetings according to agreed activity plans.
• Prepare complete, commercially sound proposals and quotations; follow up leads promptly and record outcomes in the approved sales or CRM system.
• Maintain accurate contact details, decision-makers, contract terms, account histories, production data and client feedback.
• Handle negotiations professionally and escalate deviations from approved rates, credit terms, contractual clauses or concessions before commitment.

1. Group, Meetings & Event Sales

• Identify opportunities for room blocks, residential meetings, conferences, banquets and related food-and-beverage business.
• Coordinate requirements, pricing and availability with Revenue, Reservations, Events/Banquets and Food & Beverage before confirming commitments.
• Ensure accurate handover of signed agreements, billing instructions, rooming arrangements, service expectations and event details to operating teams.
• Follow up after events or stays to address feedback, measure account value and secure repeat business.

1. Market Intelligence & Business Planning

• Monitor competitor pricing, business movement, demand generators, emerging opportunities and relevant market developments.
• Submit timely account reviews, visit reports, forecasts, lost-business analysis and recommendations to the Assistant Director of Sales / Director of Sales.
• Participate in sales planning, hotel promotions, cross-selling and targeted campaigns that support the approved commercial strategy.

1. Compliance, Collaboration & Service Recovery

• Follow hotel policies on pricing approval, contracting, data confidentiality, anti-bribery, gifts and entertainment, credit control and ethical sales conduct.
• Coordinate with Finance on billing accuracy, collections issues and approved credit arrangements; do not promise unauthorised credit or payment terms.
• Work closely with Revenue, Reservations, Front Office, Events/Banquets and operational departments to deliver a consistent guest experience.
• Address account concerns promptly, coordinate service recovery where necessary and escalate issues that pose reputational or commercial risk.

Working Relationships

Internal: Assistant Director of Sales / Director of Sales; Revenue Management; Reservations; Front Office; Events/Banquets; Food & Beverage; Finance; Human Resources where required.

External: Corporate travel managers; company procurement and administration teams; executive assistants and corporate bookers; travel management companies; business associations.

Authority & Decision Rights

• Recommend corporate rates, proposals and account-specific promotions subject to approved hotel pricing and contracting authority.
• Prioritise sales plans and client visits for the assigned corporate portfolio.
• Refer special discounts, non-standard clauses and credit arrangements for the required internal approval.

Key Performance Indicators (KPIs)

• Individual corporate room revenue and room-night target achievement
• Corporate segment ADR and account profitability contribution
• New producing corporate accounts acquired and activated
• Retention, repeat production and year-on-year growth of assigned accounts
• RFP or contract renewal success and contracted-account production
• Qualified lead-to-confirmation conversion and pipeline/forecast accuracy
• Corporate-related meetings, events and group revenue contribution

Pay: RM6,000.00 - RM7,000.00 per month

Work Location: In person