Sales Manager (Corporate)

Job Summary

As a Sales Manager (Corporate), you will be responsible for driving revenue through the strategic acquisition and management of corporate accounts, long-stay guests, ad hoc bookings, and meeting/group events. You will represent the hotel with professionalism in both local and international markets, ensuring strong relationships with key clients and stakeholders. This role involves proactive sales planning, contract negotiation, account management, and coordination with internal departments to deliver seamless client experiences.

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Key Responsibilities

1. Manage an assigned portfolio/segment of accounts both in Malaysia and designated source markets, as assigned by the DOS – Corporate, ADOSM, or EAM. Responsible for developing strategies, action plans, tactical promotions, and communication for these accounts.
2. Plan, implement, and monitor sales call activities, achieving a minimum of 20 sales calls per week. Maintain detailed call notes, ensure timely follow-ups, and oversee full account management.
3. Update the DOS – Corporate, ADOSM, EAM, and relevant hotel stakeholders on new business opportunities, market trends, and competitor activities.
4. Issue Local Corporate and RFP Contracts for key accounts and source markets, ensuring alignment with the hotel’s Revenue Plan. Contracts must be signed by the EAM. All Ad hoc, Meetings, and Long Stays contracts must be processed through the IDEAS system and approved by the Hotel’s Revenue Manager, ADOSM, or EAM prior to client presentation.
5. Serve as the key contact for hotel site inspections. Conduct inspections and provide entertainment as necessary.
6. Maintain regular communication with BTHR Regional Sales Offices in key source markets where key accounts are managed.
7. Ensure all contracts are negotiated and issued in accordance with BTHR standards.
8. Produce timely and accurate reports as directed by the ADOSM or EAM.
9. Provide ongoing market intelligence and maintain up-to-date data for strategic decision-making.
10. Represent the hotel during selected sales visits to key source markets, as approved by the ADOSM, EAM, and GM.
11. Proactively source information on new and emerging projects to target potential transient and long/semi-long stay business.
12. Promote and cross-sell other BTHR Hotels whenever possible to maximize brand exposure and revenue.
13. Take direct responsibility for managing key corporate accounts by industry and account classification, as specified by the DOS – Corporate and ADOSM or EAM.
14. Assist the DOS – Corporate in creating and executing a comprehensive sales plan that supports business objectives and aligns with team goals.
15. Ensure all client and account details are accurately maintained within DELPHI and keep an up-to-date Corporate Account Tracker.
16. Submit monthly performance and activity reports to the DOS – Corporate.
17. Participate in quarterly account review meetings with the DOS – Corporate and DOSM.

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Qualifications

1. Diploma or Degree in Hospitality Management, Business Administration, Marketing, or a related field.
2. Minimum 2–3 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. Willingness to travel locally and internationally as required.