Pro-active Sales Manager

Pro-active Sales Manager

The Pro-active Sales Manager is responsible for driving new business and growing market share across corporate, residential MICE, meetings, conferences, and group segments.

Working within one of West London's largest hotel and conference venues, this highly proactive role focuses on identifying, developing and converting new business opportunities into long-term, profitable partnerships.

The role emphasises generating residential MICE business, corporate group demand and event-led bedroom revenue, while developing strategic relationships with corporate clients, agencies, travel management companies (TMCs), event organisers and key industry partners.

The successful candidate will actively contribute to the hotel's commercial strategy, delivering revenue across bedrooms, meeting and event space, food & beverage and ancillary services.

Key Responsibilities

• Business Development & Proactive Sales
• Proactively generate new business for the hotel with a focus on residential MICE opportunities combining meeting and event space, accommodation, food & beverage and ancillary revenue.
• Identify, research, qualify and secure new corporate accounts, agencies, TMCs, event organisers, associations and key decision-makers across domestic and international markets.
• Target and develop residential MICE opportunities across corporate meetings, conferences, training events, healthcare, pharmaceutical, association, exhibition, incentive, sports and agency-led business.
• Build and maintain a strong pipeline of qualified opportunities across residential conferences, meetings, corporate groups, event-led bedroom blocks and strategic corporate accounts.
• Develop new local and national corporate business capable of generating transient, group and meetings revenue.
• Reconnect with lost, cancelled and previously declined business to recover future opportunities and maximise revenue.
• Corporate Account Management
• Develop strategic relationships with preferred MICE partners, corporate clients, agencies, TMCs and key bookers to increase market share and long-term account production.
• Manage and grow an allocated portfolio of key corporate and agency accounts through structured account plans and regular client engagement.
• Negotiate preferred corporate agreements and rate programmes aligned with hotel revenue strategies.
• Support annual corporate RFP processes, preferred hotel programmes and consortia opportunities to keep the hotel competitively positioned.
• Strengthen relationships with existing corporate customers while identifying opportunities to increase penetration, revenue and profitability.
• Meetings, Conferences & Events
• Promote the hotel's extensive conference facilities for meetings, residential conferences, exhibitions, training events, gala dinners, product launches and corporate events.
• Position the hotel as a leading residential conference venue within West London and the wider London market.
• Work closely with the Groups & Events team to maximise enquiry conversion and deliver exceptional customer experiences.
• Maximise revenue opportunities across bedrooms, meeting space, food & beverage, AV services and all ancillary revenue streams.
• Sales Activity & Market Development
• Plan and execute proactive sales activity including client appointments, sales calls, Linked In prospecting, networking events, industry exhibitions, sales missions, hotel shows, client entertainment and market research.
• Maintain a visible presence within the London corporate and MICE marketplace.
• Analyse competitor activity and identify opportunities to increase market share through targeted sales initiatives.
• Understand local demand generators, business trends and market intelligence to influence commercial decisions.
• Commercial Performance
• Deliver agreed monthly and annual revenue targets across corporate bedrooms, residential MICE, meetings & events, group accommodation and food & beverage.
• Work closely with the Director of Sales & Marketing, Revenue Manager and Groups & Events team to identify need periods, target segments and tactical sales opportunities.
• Support pricing strategies through effective account management and market intelligence.
• Produce accurate sales forecasts, pipeline reports and business development plans.
• Relationship Management
• Build long-term relationships with corporate travel buyers, procurement teams, event planners, agencies and meeting organisers.
• Conduct regular account reviews and business development meetings.
• Represent the hotel at trade shows, networking events and client hospitality functions.
• Deliver engaging hotel presentations and familiarisation visits.
• Administration & CRM
• Maintain accurate account plans, client records, sales activity and pipeline updates within the hotel's CRM and sales systems.
• Record proactive sales activity, corporate opportunities, MICE enquiries, TMC production and account performance.
• Prepare weekly and monthly activity reports, production analysis and revenue forecasts.
• Ensure all client correspondence, contracts and proposals are completed accurately and professionally.

Qualifications

• Hotel Sales experience, ideally from a large volume led hotel with a large M & E operation.
• Experience in MICE, corporate and some leisure segments.
• Proficiency in Lanyon/CVENT, Delphi, ANAIS, Opera and TMC & MICE distribution platforms.
• Reporting and prior team management experience.
• Competent financial acumen, e. g. P&L, budget, forecasts.
• Dynamic, self‑motivated and enthusiastic.
• Dependable, adaptable and commercially minded.
• Self‑starter, resilient and appetite for business development.
• Strategic and process driven, organised with excellent communication skills.
• Additional Information
• Employee benefit card offering discounted rates at Accor worldwide.
• Free and delicious meal breaks on duty.
• Complimentary stays in the UK and Northern Ireland.
• Friends & Family discounts.
• 50% food discounts in our restaurants.
• Pension scheme.
• Eye test vouchers.
• Staff uniforms provided.
• Learning programmes through our academies.
• Opportunity to develop your talent and grow within your property and across the world.
• Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21.

Candidates must have the right to work in the UK.

#J-18808-Ljbffr