Cluster Sales Manager

About the Role

IHG Hotels & Resorts is seeking a Cluster Sales Manager to join their team in Al Khobar, Eastern region. This full-time role involves developing and executing sales strategies to achieve revenue targets across multiple properties within the cluster. The position requires 5-10 years of experience in sales, focusing on generating business and managing client relationships.

Key Responsibilities

• Develop and execute sales strategies to achieve and exceed cluster revenue targets.
• Identify and pursue new business opportunities across corporate, government, leisure, MICE, and wholesale segments.
• Drive room nights, ADR, occupancy, and overall revenue contribution through effective account management and business development.
• Promote assigned hotels and ensure business distribution across the cluster based on availability, rates, and market demand.
• Monitor market trends, competitor activities, and customer requirements, recommending appropriate actions.
• Conduct regular sales calls, client visits, site inspections, presentations, and networking activities.
• Develop and maintain strong relationships with key corporate accounts, travel agencies, government accounts, and strategic partners.
• Negotiate contracts, rates, and agreements within approved commercial guidelines.
• Proactively prospect for new accounts and develop a pipeline of potential business.
• Participate in sales blitzes, trade shows, exhibitions, roadshows, and networking events.
• Work collaboratively with Sales, Revenue, Reservations, Marketing, and Operations teams across all assigned properties.
• Coordinate sales activities and ensure consistent implementation of cluster sales strategies.
• Work closely with Revenue Management to understand demand patterns, market segmentation, pricing, and business mix.
• Maintain a high level of customer engagement and ensure service throughout the sales process.
• Maintain accurate and up-to-date information in the hotel's approved CRM and sales systems.
• Prepare weekly and monthly sales activity reports.

Key Performance Indicators

• Cluster rooms revenue achievement
• Corporate and key-account production
• Room-night production and ADR contribution
• New account acquisition, retention, and growth
• Sales call and client visit productivity
• MICE and group business conversion
• Sales pipeline value and conversion
• Market share / RGI contribution
• Customer satisfaction and account feedback
• Achievement of monthly and annual sales targets

Working Relationships

The Cluster Sales Manager will collaborate with various internal and external stakeholders to achieve sales objectives.

• Internal: Cluster Director of Sales / Director of Sales & Marketing, General Managers / Hotel Managers, Revenue Management, Reservations, Marketing, Front Office, Finance, F&B and Operations Teams.
• External: Corporate clients, Government entities, Travel management companies, Travel agencies and tour operators, MICE and event organizers, Key business partners, Local and regional companies.

Qualifications and Experience

Candidates should possess 5-10 years of relevant experience in sales, preferably within the hospitality sector. A strong understanding of market trends, account management, and business development is essential for this role.