Sales Executive

SUMMARY:
Large Hotel based in Pretoria is looking for a Sales Executive to achieve the hotel’s budgets, revenue and market share objectives by sourcing, securing and servicing B2B business across the STO, FIT and Corporate segments.
 
This includes a strong emphasis on new business development, key account management and tactical execution of sales strategies that drive both rooms and banqueting revenues.

The role involves planning and implementing strategic sales actions, monitoring performance and collaborating across departments to ensure delivery of high-quality guest and client experiences.

POSITION INFO:
Duties:
 
Achieve company objectives and revenue budgets by actively prospecting and securing new B2B business
Manage sales activities by planning and executing robust sales strategies to grow Market Penetration Index (MPI) across all segments.
Give input to the Operations Manager and Revenue Manager and Sales team regarding setting rate strategies aligned with budget goals.
Proactively drive new business
Drive both room night sales and banqueting / conferencing revenue by maintaining current accounts and converting new business leads.
Identify opportunities within each segment and develop tailored solutions for client needs.
Identify and pursue sales opportunities by prospecting tour operators, travel agents, OTAs, travel wholesalers, DMCs and corporate travel buyers.
Support the planning and execution of events, from initial proposal through to post-event debrief.
Maintain a portfolio of key accounts, ensuring regular contact, service excellence and revenue growth.
Re-negotiate rate agreements and contracting within budgetary guidelines and timelines.
Coordinate with Revenue and Reservations teams to ensure rate parity and accurate booking management.
Plan, execute, and monitor marketing campaigns and tactical offers to drive top-line revenue
Collaborate with the marketing team on sales promotions, advertising and brand initiatives aligned to the sales strategy.
Host events such as: Trade shows (e.g., Meetings Africa, WTM Africa), site visits and familiarisation trips, focus group sessions and client luncheons, client appreciation events and networking functions
In conjunction with Sales Co-ordinator, prepare accurate and professional proposals, contracts and client correspondence.
Manage CRM data (e.g., Salesforce, Opera) ensuring all leads and opportunities are tracked and followed up.
Execute operational aspects of bookings and client requests in coordination with the Sales coordinator and operations team.
Conduct sales calls and reporting, including pipeline updates, conversion tracking and client feedback.
Provide weekly and monthly sales reports, business forecasts and three-month outlooks.
Prepare statistical and performance reports.
Monitor and report on competitor activities, market trends and rate positioning.
Implement the brand’s service strategy and apply all applicable brand standards in the sales process.
Work closely with operations, reservations, finance, and marketing teams to ensure alignment in all client-facing initiatives.
Monitor and manage the departmental sales budget, including spend on collateral, campaigns and travel.
Review monthly profit and loss reports with Finance, GM, and Revenue Manager to ensure alignment with business goals.
 
Requirements:
 
Grade 12
Degree or Diploma in Hospitality Management, Tourism, Sales, or Business Administration.
Strong knowledge of FIT, STO, and corporate sales cycles, client needs, and pricing strategies.
Experience working with corporate travel buyers, tour operators, wholesalers, and event planners.
Proven experience in working with travel trade, corporate clients, and event planners, Travel agents, Tour operators, Destination Management Companies (DMCs), Corporate clients, Travel wholesalers, Online Travel Agencies (OTAs) with B2B platform Familiarity with South African source markets, feeder markets and their booking patterns
Strong ability to multi-task and work under pressure with limited resources.
Proficient in hospitality CRM and PMS platforms.
Must have experience in hotel, travel & tourism, service sector
Fluent in English, with excellent writing, speaking, and negotiation skills.
Excellent organizational and administrative capabilities.
High attention to detail, accuracy, and ability to manage multiple priorities effectively.
Strong understanding of South African travel trade dynamics and international source markets.
Advanced knowledge of Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and online research tools.
Ability to maintain complete confidentiality and represent the hotel with professionalism.
Proven capability to influence and close deals with clients at all levels.
Strong interpersonal and client relationship management skills.
Ability to see the big picture, while maintaining meticulous attention to detail.
Must have own portfolio contact across FIT, STO, and Corporate segments