Every day is different, but you’ll mostly be:
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Manage daily sales activities and ensure effective market coverage.
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Lead, coach and develop the Sales team to achieve their full potential.
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Set individual and team sales goals.
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Monitor sales activity, productivity and conversion.
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Conduct regular sales meetings and performance reviews.
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Develop individual action plans for team members.
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Provide coaching and constructive feedback.
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Build a motivated, accountable and results-oriented sales culture.
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Support career development and succession planning.
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Create and implement sales plans that drive measurable incremental occupancy.
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Develop strategies to increase average rates and room revenue.
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Drive volume business across corporate, leisure, group and MICE segments.
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Develop strategies to increase Food & Beverage and banquet sales.
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Identify new business opportunities and untapped market segments.
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Develop local and feeder market business.
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Monitor market trends and competitor activity.
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Continuously identify new ways to raise the hotel's commercial performance.
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Achieve personal and team sales goals to maximise hotel profitability.
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Work closely with Revenue Management to optimise occupancy, ADR and RevPAR.
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Drive business that delivers profitable revenue.
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Monitor pace, pickup and booking trends.
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Identify opportunities to increase room nights and average rate.
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Support strategies for need periods and low-demand dates.
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Balance volume and rate to maximise overall hotel revenue.
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Monitor business mix and account profitability.
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Develop and maintain strong relationships with key clients and outside contacts.
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Identify and acquire new corporate accounts.
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Maintain regular contact with key decision-makers.
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Conduct client visits, sales calls and hotel presentations.
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Negotiate corporate agreements within approved guidelines.
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Monitor production from key accounts.
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Conduct regular account reviews.
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Identify opportunities for additional room nights, meetings and F&B business.
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Develop long-term relationships with corporate clients.
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Maintain strong knowledge of local businesses and business trends.
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Map the Morjim, North Goa and wider Goa market for potential business.
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Identify major corporate, tourism, events and institutional opportunities.
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Develop relationships with local businesses and commercial partners.
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Monitor competitor hotels, rates, promotions and market activity.
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Identify changes in market demand and adjust sales strategies accordingly.
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Drive business for meeting rooms, events and banquet facilities.
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Develop relationships with corporate event planners, MICE agencies and DMCs.
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Generate group and event enquiries.
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Convert enquiries into confirmed business.
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Work closely with F&B and Operations to ensure successful event delivery.
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Develop repeat business from conference and banquet clients.
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Maximise revenue opportunities from meetings, events and F&B.
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Develop relationships with travel agencies, tour operators and DMCs.
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Drive leisure, FIT and group business.
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Develop partnerships with relevant tourism stakeholders.
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Participate in sales missions, roadshows and travel trade events.
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Monitor production from travel partners.
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Identify opportunities to increase leisure room nights and revenue.
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Support the F&B team in generating incremental revenue.
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Promote banquet, meeting and event opportunities.
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Identify corporate and social event opportunities.
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Drive business for restaurants and other F&B facilities.
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Develop packages and promotional opportunities with relevant teams.
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Track F&B and banquet sales generated through the Sales function.
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Produce and review monthly Sales reports.
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Monitor performance against budget and targets.
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Review revenue production by segment and account.
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Track sales calls, appointments, leads and conversions.
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Monitor pipeline and future business opportunities.
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Analyse market trends and competitor performance.
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Present key findings and action plans to the General Manager.
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Develop corrective actions where performance is below target.
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Maintain strong relationships with key clients and business partners.
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Conduct regular client meetings and hotel inspections.
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Personally manage important accounts and high-value opportunities.
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Ensure client requirements are communicated to the hotel team.
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Support VIP and key account guest requirements.
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Collect client feedback and identify opportunities for improvement.
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Ensure excellent service throughout the client relationship.
For the opening of Holiday Inn Express Goa Morjim, the Director of Sales will lead:
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Development of the Sales & Marketing strategy.
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Market mapping and competitor analysis.
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Development of local business and key account database.
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Corporate account acquisition.
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Travel trade and DMC engagement.
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MICE and group business development.
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Local market penetration.
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Sales calls and client visits.
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Development of the sales pipeline.
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Preparation of sales targets and action plans.
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Account contracting and negotiations.
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Sales team recruitment and training.
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Hotel site inspections for potential clients.
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Development of room-night and revenue targets.
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Meetings and banquet business development.
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Building hotel awareness before opening.
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Soft-opening and launch sales activities.
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Establishing a strong base business for the first 12 months.
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Assist in preparing the Sales & Marketing budget.
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Monitor departmental expenses against budget.
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Review ROI from sales activities.
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Monitor commission and promotional costs.
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Ensure sales activities deliver appropriate commercial returns.
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Work closely with Finance on revenue reporting and forecasting.
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Support the General Manager in achieving overall hotel profitability.
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Maintain accurate client and account information.
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Ensure CRM and sales systems are updated.
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Maintain an accurate sales pipeline.
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Track leads, enquiries and conversions.
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Maintain sales call and activity reports.
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Ensure contracts and agreements are properly documented.
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Prepare monthly and periodic sales reports.
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Ensure appropriate follow-up on all business opportunities.
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Support IHG responsible business initiatives.
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Promote ethical and transparent sales practices.
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Minimise unnecessary use of printed sales material.
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Encourage digital sales presentations and communication.
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Follow IHG policies and the hotel's Code of Conduct.
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Maintain confidentiality of client and business information.
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Occupancy, ADR, RevPAR, Room revenue, Incremental occupancy, Average rate growth, Market share, Corporate room nights, Group/MICE revenue, Meeting room revenue, Banquet revenue, F&B revenue generated through Sales, New account acquisition, Sales conversion, Sales call productivity, Pipeline value, Account retention, Client satisfaction, Sales & Marketing budget performance, Team target achievement, Overall hotel profitability
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Bachelor's degree / higher education qualification / equivalent in Marketing, Sales, Business Administration, Hotel Management or a related field.
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4+ years of experience in a hospitality or hotel Sales & Marketing environment.
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Previous direct supervisory experience managing a Sales team.
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Experience in corporate, leisure, group, MICE and travel trade sales.
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Experience in a branded or international hotel is preferred.
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Pre-opening experience will be an advantage.
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Strong sales and business development skills.
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Strong knowledge of local businesses and business trends.
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Excellent communication and interpersonal skills.
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Strong negotiation and presentation skills.
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Excellent networking and relationship-building abilities.
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Strong commercial and financial awareness.
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Strong understanding of hotel revenue drivers.
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Excellent leadership and team-management skills.
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Analytical and results-oriented.
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Strong planning and organisational skills.
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Ability to negotiate and close business.
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Proactive and innovative approach.
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Ability to work under pressure and meet deadlines.
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Fluent English is required.
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Must speak local language(s).
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Other languages are preferred.
True Attitude – Build genuine relationships and create positive experiences for guests and business partners.
True Confidence – Represent the hotel professionally and lead the Sales team with confidence.
True Listening – Understand client, market and team needs.
True Responsiveness – Respond quickly to opportunities, enquiries and client requirements.
We give our people everything they need to succeed, including:
Our mission is to welcome everyone and create inclusive teams where we celebrate differences and encourage colleagues to bring their whole selves to work.
IHG Hotels & Resorts promotes a culture of trust, support and acceptance, welcoming different backgrounds, experiences and perspectives.
IHG gives every member of the team the room they need to belong, grow and make a difference in a collaborative environment.
Through our myWellbeing framework, we are committed to supporting colleague wellbeing across health, lifestyle and workplace.
Join Holiday Inn Express Goa Morjim and become part of our ever-growing global family.
Don't quite meet every single requirement, but still believe you'd be a great fit for the job? We'll never know unless you hit the 'Apply' button. Start your journey with us today.
