Corporate Sales Manager

Description

The Corporate Sales Manager is responsible for driving revenue growth within the IBT (Individual Business Traveller) segment, by building and maintaining strong relationships with local, regional, and international corporate accounts. This role focuses on identifying new business opportunities, increasing share from existing accounts, and positioning the hotel as the preferred choice for corporate travel, meetings and events.
This role supports the hotel’s commercial strategy by developing and executing targeted sales initiatives, maintaining strong client relationships, managing RFP cycles, and ensuring accurate data and market insights driven decision making.

Here's what you'll do during a typical day:

• Drive growth of the IBT segment by securing preferred partnerships with key corporate accounts and travel management companies.
• Manage the full IBT RFP lifecycle, including rate negotiations, compliance with Hilton brand guidelines, and securing acceptance in global distribution channels.
• Strengthen relationships with global and regional Hilton Worldwide Sales teams to maximize IBT exposure and account penetration.
• Monitor IBT production performance, adjusting account strategies to increase room nights and share of wallet.
• Identify new corporate travel opportunities within high‑volume sectors and negotiate long‑term preferred agreements.
• Collaborate with Revenue Management and commercial head to set competitive IBT pricing and evaluate market rate movements.
• Develop targeted sales activities to position the hotel as a preferred choice for corporate travelers, including loyalty‑based incentives and experience enhancers.
• Sales Strategy: Develop and implement corporate sales strategies to achieve revenue targets and expand the customer base using all tools available.
• Build and maintain strong relationships with key customers, identifying opportunities to upsell and cross-sell products or services.
• Develop and manage sales forecasts, providing regular updates to senior management.
• Conduct market research and analysis to stay informed about industry trends, competitors, and customer needs.
• Proactively source and secure conventions, meetings, and conference opportunities aligned with the hotel’s space and business mix strategy.
• Conduct detailed needs analyses for convention planners to create tailored proposals that optimize event profitability.
• Lead site inspections and property showcases focusing on meeting space, technology capabilities, and accommodation fit for convention or meetings delegates.
• Maintain close alignment with Events and Operations teams to ensure seamless planning and execution of conferences and meetings.
• Build long‑term relationships with PCOs (Professional Conference Organizers), TMCs, and industry associations to drive recurring convention business.
• Track conference and convention pipeline through CRM systems, providing accurate forecasting and revenue contribution reports.
• Represent the property at convention bureaus, trade shows, and business tourism platforms to elevate the hotel’s presence in the MICE market.
• Ensure we are loading, tracking and stating all our contracted customers on corporate booking tools and platforms ensuring we remain visible within the market
• Drive growth of the IBT segment by securing preferred partnerships with key corporate accounts and travel management companies (TMCs).
• Manage the full IBT RFP lifecycle, including submitting bids, negotiating rates, ensuring compliance with Hilton brand standards, and securing loading in GDS and booking tools.
• Strengthen collaboration with Hilton Worldwide Sales (HWS) teams to maximise account penetration.
• Monitor IBT performance and adjust strategies to increase room nights, revenue and share of wallet (or marketshare?)
• Proactively source, identify and secure new corporate client opportunities within high-volume sectors, negotiating long‑term preferred agreements.
• Collaborate with Revenue Management to set competitive IBT pricing and review market movements.

• Conduct market research, analyse trends, and identify competitive insights to support strategic decision‑making.

• Maintain a robust prospecting pipeline via calls, client visits, networking, and partnerships.

• Represent the hotel at trade shows, roadshows, and business travel events to build brand awareness.

What It Takes to Make the Stay

Any combination of education and experience equivalent to graduation from High School or any other combination of education, training or experience that provides the required knowledge, skills and abilities. High School diploma required.

A tertiary qualification in Hospitality, Business, or Sales is an advantage. Candidates with a high school diploma supported by equivalent training and proven experience are also eligible.