Job Summary
As a Sales Executive (Leisure), develop & execute sales strategies to maximize the contribution from key Leisure accounts and achieve / exceed the overall targets in the Leisure segments for both hotels managed. This is to be carried out through marketplace penetration to increase the productivity of existing accounts as well as securing new accounts in order to deliver/exceed our fair market share.
Key Responsibilities
1.Manage an assigned portfolio/segment in both Malaysia and all designated source markets, as assigned by the Sr. DOS – Leisure and ADOSM/EAM. Assist in developing strategies, action plans, tactical promotions, and communications for Leisure Accounts.
2. Conduct regular sales calls and activities, maintain call notes, ensure timely follow-ups, and perform thorough account management.
3. Update the Sr. DOS – Leisure and ADOSM/EAM on business opportunities, market trends, and competitor activities. Assist with Revenue Plan and Room Night Forecast planning for assigned segments.
4. Collaborate with the Sr. DOS – Leisure on issuing Contracts, Brochure Contribution Agreements (if applicable), allocations, and one-off group quotes for key accounts and markets, aligned with the hotel’s Revenue Plan. Ensure all contracts are counter-signed by the ADOSM/EAM.
5. Assist and work closely with the Sr. DOS – Leisure in planning and executing hotel site inspections, as well as handling FAM trips and hosted stays. Conduct inspections and entertainment as necessary.
6. Maintain regular communication with both local and overseas travel agents, updating them on hotel developments and need periods.
7. Provide regular market and competitor intelligence to support strategic decision-making.
8. Conduct sales trips to assigned markets, as proposed by the Sr. DOS – Leisure and approved by ADOSM/EAM and GM.
9. Cross-sell other BTHR hotels whenever possible to maximize exposure and revenue.
10. Support the Sr. DOS – Leisure in developing a sales plan that reflects business objectives and helps focus individual and team efforts.
11. Develop detailed key account plans outlining objectives, timelines, and methods to support the account strategy.
12. Ensure that all account details are consistently updated and accurate within the DELPHI system.
13. Provide weekly and monthly reports to the Director of Sales – Leisure. Participate in quarterly account review meetings with the Sr. DOS – Leisure, ADOSM, and EAM.
14. Ensure a minimum of 20 face-to-face client meetings per week. If on sales trips or Sales Blitz campaigns, achieve at least six meetings per day.
15. Initiate, coordinate, and conduct at least four hotel tours of inspection per week across properties. This may include evening or weekend duties.
16. Accurately assess the influence and decision-making authority of client contacts to better secure business.
17. Proactively source and develop new business opportunities for the hotel.
18. Target and convert accounts currently managed by competing hotels.
19. Identify areas for self-improvement and make suggestions for professional development.
20. Discuss and agree on SMART objectives with the Sr. DOS – Leisure, and regularly review and adjust them according to business needs, taking corrective action as necessary.
21. Foster a motivating and collaborative environment that supports team performance and minimizes conflicts.
Qualifications
1. Diploma or Degree in Hospitality Management, Business Administration, Marketing, or a related field.
2. Minimum 1–2 years of experience in hotel sales, preferably within the corporate segment.
3. Strong communication, presentation, and negotiation skills.
4. Proven ability to build and maintain effective relationships with corporate clients and business partners.
5. Proactive, goal-oriented mindset.
6. Willingness to travel locally and internationally as required.