Cluster Sales Manager - hotel, B2B, wholesales

I.   JOB SUMMARY

The Cluster Sales Manager is responsible for driving room revenue and maximizing market share across multiple hotel properties within the group. This role focuses on developing and managing key accounts, executing sales strategies, and ensuring consistent sales performance aligned with brand positioning and commercial objectives.

Report to: Director of Sales

II.    KEY RESPONSIBILITIES 

1.   Sales & revenue generation

• Develop and implement sales strategies to achieve budgeted room revenue, ADR (Average Daily Rate), and occupancy targets across the assigned hotel cluster.
• Actively manage and grow key accounts in assigned segments (corporate, B2B, wholesales, leisure, or MICE as assigned).
• Conduct sales calls, client meetings, site inspections, and contract negotiations.
• Identify new business opportunities and convert leads into confirmed revenue.

2.   Account management

• Build and maintain strong relationships with corporate clients, travel agents, DMCs, and partners.
• Prepare, negotiate, and manage corporate and wholesale contracts in line with revenue strategy.
• Monitor account production, rate compliance, and business potential.
• Handle RFPs (Request for Proposals), corporate tenders, and annual rate negotiations.

3.   Cluster coordination 

• Work closely with property-level teams, Revenue Management, E-commerce, and Marketing to ensure aligned sales efforts.
• Ensure consistent brand positioning and pricing strategy across all cluster properties.
• Support new hotel openings, soft openings, and rebranding initiatives when required.

4.   Market intelligence & reporting

• Monitor market trends, competitor activities, and customer needs.
• Prepare weekly and monthly sales reports, forecasts, and action plans.
• Provide feedback to the DOS on market conditions and sales performance.

5.   Operational & administrative tasks 

• Ensure accurate input and maintenance of client data, contracts, and production reports.
• Follow internal sales SOPs, pricing guidelines, and approval processes.
• Represent the company at networking events, trade shows, and industry functions.

• Bachelor’s degree in Hospitality Management, Business Administration, or related fields.
• Minimum 3–5 years of hotel sales experience, with cluster or multi-property experience preferred.
• Strong, active network and deep relationships with wholesales, DMCs, travel agencies, and corporate accounts to drive group/tour bookings.
• Proven track record of meeting revenue targets with verifiable sales performance data.
• Strong data-driven & reporting mindset, highly proficient in CRM/ Excel for sales reporting, account production, and revenue tracking.
• Ability to guide and support the sales team to achieve common business goals.
• Excellent negotiation, presentation, and interpersonal communication skills.
• Professional fluency in written and spoken English.