Cluster Sales Manager

Role Overview

Cluster Sales Manager at IHG Hotels and Resorts. The role drives revenue growth and maximizes business opportunities across a portfolio of hotels and properties within an assigned cluster.

Role Purpose

Develop and implement effective sales strategies aligned with cluster commercial objectives while maintaining strong relationships with key accounts, increasing market share, and achieving agreed sales and revenue targets.

Key Responsibilities

Sales & Revenue Generation

• Develop and implement sales strategies to achieve monthly, quarterly, and annual revenue targets.
• Drive room, meeting, conference, events, catering, and other revenue opportunities across assigned properties.
• Identify new business opportunities and convert prospects into long-term accounts.
• Conduct regular sales calls, client meetings, presentations, and site inspections.
• Negotiate contracts, rates, and commercial agreements within approved guidelines.
• Monitor market trends, competitor activities, and customer requirements to identify opportunities for revenue growth.

Business Development

• Develop and maintain a strong portfolio of corporate, government, leisure, group, MICE, and other key market segments.
• Prospect and acquire new accounts while strengthening relationships with existing clients.
• Develop strategic partnerships with companies, travel agencies, event organizers, DMCs, and other relevant business partners.
• Participate in trade shows, sales missions, networking events, exhibitions, and industry functions.
• Prepare and execute account development plans for key clients.

Account Management

• Maintain regular contact with key accounts and ensure high levels of customer satisfaction.
• Understand clients' business needs and develop customized commercial solutions.
• Conduct regular business reviews with major accounts and identify opportunities for additional business.
• Ensure all client information, activities, opportunities, and follow-ups are accurately maintained in the CRM system.
• Handle client concerns professionally and coordinate with relevant departments to ensure timely resolution.

Cluster Coordination

• Promote all properties within the cluster and identify cross-selling opportunities.
• Work collaboratively with Sales Managers and other commercial team members to maximize business across the cluster.
• Coordinate sales activities and ensure consistent commercial strategies across assigned properties.
• Share market intelligence, account information, and business opportunities with relevant property teams.

Sales Planning & Reporting

• Prepare weekly and monthly sales activity reports and forecasts.
• Monitor performance against sales targets, budgets, and KPIs.
• Maintain an accurate sales pipeline and provide regular updates on potential business.
• Analyze production from key accounts and recommend appropriate actions to increase revenue.
• Support the preparation of annual sales plans, budgets, and commercial strategies.

Teamwork & Leadership

• Work closely with Revenue Management, Marketing, Reservations, Front Office, Events, and Operations teams.
• Support and coach junior sales team members when required.
• Encourage a results-oriented and customer-focused sales culture.
• Participate in regular commercial meetings and contribute to cluster-wide business strategies.

Key Performance Indicators

• Achievement of monthly and annual sales and revenue targets.
• Growth in corporate and key-account production.
• New business acquisition.
• Account retention and development.
• Room nights and revenue generated.
• Group and MICE business conversion.
• Average Rate and ADR contribution.
• Sales call and client engagement activity.
• Sales pipeline value and conversion.
• Market share and competitive performance.
• Customer satisfaction and account retention.

Qualifications & Experience

• Bachelor's degree in Business Administration, Hospitality Management, Marketing, or a related field preferred.
• Minimum 3–5 years of sales experience, preferably within the hotel and hospitality industry.
• Previous experience in a Sales Manager or similar commercial role preferred.
• Experience managing corporate accounts, groups, MICE, and government business is an advantage.
• Strong knowledge of the local market and business environment.
• Proven track record of achieving sales targets and developing new business.

Skills & Competencies

• Strong sales and negotiation skills.
• Excellent communication and presentation skills.
• Strong business development and networking ability.
• Customer relationship management.
• Commercial and financial awareness.
• Analytical and problem-solving skills.
• Strong organization and time-management skills.
• Ability to work independently and as part of a team.
• Proficiency in Microsoft Office and CRM systems.
• Ability to manage multiple properties, priorities, and stakeholders.
• Professional appearance and strong interpersonal skills.
• Fluency in English; Arabic is an advantage for roles in the GCC market.