Job Description

Job Overview

We are seeking an energetic Corporate Sales Manager skilled in building and maintaining client relationships, implementing sales strategies, and ensuring compliance with IHG brand standards and corporate policies. The ideal candidate will have proficiency in corporate and government account management, strategic sales planning, business case development, revenue optimization, and RFP management.

The Corporate Sales Manager is responsible for planning, directing, and evaluating all sales activities for corporate and government accounts to achieve our revenue targets. The role involves establishing sales policies and procedures, developing strategic plans for new products and services, leading the sales team, and maintaining long-term relationships with corporate clients and IHG-certified vendors. The position ensures alignment with IHG brand standards, revenue optimization, and compliance with corporate policies.

Main Duties and Responsibilities

Strategic Sales Planning and Policy Development

Plan, organize, and evaluate the activities of the corporate sales department in alignment with our organizational goals. Establish policies and procedures for sales operations, ensuring consistency with IHG brand standards and operational guidelines. Develop strategic business sales plans for corporate packages, groups (sports and other large organizations) and government or corporate account initiatives. Collaborate with IHG Revenue Management for the hire team to communicate brand messaging and promotional strategies to target markets.
Corporate Account and Client Relationship Management

Build and maintain strong relationships with corporate clients, government organizations, and Sports or large event groups. Attend monthly IHG corporate sales calls to enhance corporate knowledge and implement best practices. Understand client requirements, prepare tailored proposals, and negotiate contracts to meet client needs and organizational objectives. Monitor and nurture key accounts to ensure satisfaction, loyalty, and long-term business growth. Promote hotel brand programs, loyalty memberships, and corporate solutions to increase revenue opportunities.
Sales Leadership and Team Management

Recruit, organize, train, and manage the corporate sales team to achieve departmental targets. Provide coaching, performance evaluations, and guidance to staff to maintain high standards of client engagement and revenue generation. Lead the team in handling RFPs, business case analysis, and corporate rate negotiations (LNR/KNR) to achieve business objectives.
Revenue Management and Market Analysis

Attend and actively participate in revenue calls, providing insights on occupancy trends, rate performance, and strategic recommendations. Conduct market volume analysis, competitor benchmarking, and trend forecasting to identify business opportunities. Utilize IHG business case analysis tools to maintain revenue consistency, optimize yield, and support strategic decision-making. Prepare detailed production, performance, and market reports for senior management review.
Cross-Functional Collaboration

Coordinate with front office, reservations, operations, and marketing teams to ensure seamless execution of corporate and group bookings. Support corporate events, conferences, and business functions according to client requirements. Liaise with regional and global IHG sales teams to implement revenue and growth strategies, ensuring client satisfaction and brand consistency.
Conduct market and volume analysis

Key Skills and Competencies

Strong leadership and team management skills in a corporate sales environment An ability to excel in corporate account management, business case analysis, RFP handling, and strategic sales planning. Proficiency in Meeting Broker, Cvent, Hotel Planner, IHG Concerto, and Opera property management system. Knowledge in city volume analysis, revenue optimization, and performance reporting. Excellent communication, negotiation, and client relationship-building skills. Training in IHG Way of Sales, Business Case Analysis, and Corporate Rate Management (preferred) Language: English

Preferred Education and Training

Bachelor's Degree 1-2 years of experience in the hospitality sector in a similar position preferred Advanced knowledge of the Opera property management system. IHG University - Sales & Revenue Certification IHG Way of Sales Training (Corporate & Relationship Management) Meeting Broker RFP Certification Cvent Event Management Certification Revenue Call Participation & Business Case Analysis Training Market Volume Analysis and Strategic Forecasting Human Trafficking Awareness & Prevention Certification Health & Safety Supervisor Awareness (5 Steps) WHMIS and PCI DSS Certification True Hospitality Service Skills & Brand Standards Training
Job Types: Full-time, Permanent

Pay: $57.00-$60.00 per hour

Expected hours: 40 - 44 per week

Benefits:

Commuter benefits Dental care Life insurance Paid time off Vision care
Work Location: In person