Cluster Sales Manager

About the Role

As a Cluster Sales Manager at InterContinental Hotels Group, you will be responsible for developing and executing sales strategies to achieve and exceed revenue targets across multiple properties. This full-time role involves identifying new business opportunities, managing key accounts, and coordinating sales activities to maximize total cluster revenue. The position requires 3-5 years of relevant experience.

Key Responsibilities

• Develop and execute sales strategies to achieve and exceed the cluster's revenue targets.
• Identify and pursue new business opportunities across corporate, government, leisure, MICE, wholesale, and other market segments.
• Drive room nights, ADR, occupancy, and overall revenue contribution through effective account management and business development.
• Promote all assigned hotels and ensure business is appropriately distributed 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.

Account and Business Development

• Develop and maintain strong relationships with key corporate accounts, travel agencies, government accounts, and other strategic partners.
• Manage existing accounts to maximize production and identify opportunities for increased business.
• Proactively prospect for new accounts and develop a healthy pipeline of potential business.
• Identify new market segments and commercial opportunities for the cluster.
• Participate in sales blitzes, trade shows, exhibitions, roadshows, networking events, and other business development activities.
• Develop local and regional partnerships that can generate additional business for the hotels.

Cluster Coordination and Performance

• 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.
• Share leads and business opportunities among the hotels to maximize total cluster revenue.
• Work closely with Revenue Management to understand demand patterns, market segmentation, pricing, and business mix.
• Monitor account production, room-night contribution, ADR, revenue, and other relevant commercial KPIs.
• Identify gaps against targets and implement corrective sales actions.

Customer Relationship Management

• Maintain a high level of customer engagement and ensure excellent service throughout the sales process.
• Handle customer concerns and coordinate with relevant departments to ensure timely resolution.
• Conduct regular client feedback sessions and identify opportunities to improve customer satisfaction and retention.
• Build long-term relationships with key decision-makers and business partners.

Sales Administration and Reporting

• Maintain accurate and up-to-date information in the hotel's approved CRM and sales systems.
• Prepare weekly and monthly sales activity reports.
• Maintain an updated account database, sales pipeline, call plans, and action plans.
• Track account production against agreed targets and identify opportunities for improvement.
• Ensure all sales activities comply with company policies, brand standards, and approved commercial procedures.