SUMMARY
The Sales & Revenue Manager is responsible for leading the commercial strategy of the hotel, driving revenue growth, maximizing profitability, and increasing market share across all revenue streams. This role combines strategic sales leadership with revenue management expertise to optimize pricing, distribution, occupancy, ADR, RevPAR, and total hotel revenue.
The incumbent will develop and execute integrated sales, marketing, and revenue strategies while fostering strong client relationships, identifying new business opportunities, and ensuring alignment between sales, marketing, reservations, and operations. The Sales & Revenue Manager will be accountable for achieving or exceeding budgeted revenue targets, GOP, market share, guest satisfaction, and employee engagement objectives.
KEY RESPONSIBILITIES
Commercial Strategy & Leadership
Develop and implement comprehensive commercial strategies to achieve revenue, occupancy, ADR, RevPAR, and market share targets.
Identify and capitalize on market opportunities through detailed market analysis and competitive benchmarking.
Collaborate closely with hotel leadership to align commercial initiatives with overall business objectives.
Lead the annual commercial planning process, including budgeting, forecasting, and business planning.
Drive a culture of revenue generation and commercial awareness throughout the hotel.
Revenue Management
Develop and execute effective revenue management strategies to optimize room revenue and profitability.
Analyze booking pace, forecast trends, market segmentation, competitor activity, and demand patterns.
Utilize revenue management systems and business intelligence tools to make data-driven pricing decisions.
Monitor inventory controls, room availability, restrictions, and dynamic pricing strategies.
Review and optimize distribution channel performance, including direct channels, OTAs, GDS, wholesalers, and corporate agreements.
Work closely with brand and distribution teams to identify commercial opportunities and maximize revenue contribution.
Ensure rates, packages, and promotions are accurately maintained across all distribution channels.
Sales & Business Development
Lead, mentor, and motivate the sales team to achieve and exceed individual and team objectives.
Develop new business opportunities across corporate, leisure, MICE, government, airline, and group segments.
Build and maintain strong relationships with key clients, travel partners, and industry stakeholders.
Conduct regular sales calls, site inspections, networking events, and client meetings.
Negotiate contracts and commercial agreements to maximize revenue opportunities.
Represent the hotel at trade shows, exhibitions, industry events, and sales missions.
Marketing & E-Commerce
Collaborate with marketing teams to develop and execute integrated marketing campaigns.
Support digital marketing, social media, public relations, and promotional initiatives.
Monitor e-commerce performance and online reputation to maximize booking conversion.
Ensure compliance with brand marketing and communication standards.
Develop and promote attractive packages, promotions, and value-added offers to increase market competitiveness.
Analytics, Reporting & Forecasting
Monitor and analyze commercial performance metrics including:
ADR
RevPAR
Occupancy
RGI
Market Share
Total Revenue
GOP
Prepare weekly, monthly, and annual forecasting reports.
Present performance reviews and strategic recommendations to hotel leadership.
Use data insights to identify revenue opportunities and refine commercial strategies.
Minimum 3–5 years of progressive leadership experience in hotel sales and/or revenue management.
ideally Bachelor's degree in Business Administration, Hospitality Management, Marketing, Finance, or related field.
Proven experience in a combined commercial, sales, or revenue leadership role within the hospitality industry.
Strong understanding of hotel distribution, pricing strategy, forecasting, and market segmentation.
Proficiency in Revenue Management Systems (iDeaS or similar).
Proficiency in Opera Cloud, CRS systems, CRM platforms, and Microsoft Office Suite.
Excellent presentation, negotiation, and stakeholder management skills.
Proficiency in spoken and written English is required.
Customer Relationship Management
Commercial sales
Team Leadership
Revenue Management
Business Analysis
Integrity, Trust, Customer focus, Accountability, Fun
Career development, Learning & development programmes, Incentive plans, Tips / gratuity
