Sales Department in a Hotel

Sales Department in a Hotel

Sales department roles

Many hotels have a sales department, the size of which depends on the size of the hotel. This department often works closely with the marketing department, and in some cases, one role combines both functions. As a sales associate, you also frequently interact with other departments and roles such as reservations, revenue management, revenue manager, and banquet sales.

Responsibilities of the sales department

Working in the sales department means being driven by discovering new business opportunities and closing deals. You are independently responsible for identifying and contracting new leads. In this role, you collaborate with the revenue manager to optimize strategies and increase revenue. Not only do you maintain contact with new customers, but you also manage relationships within your existing network. Excellent listening skills and superior negotiation skills are essential; after all, you can negotiate any price and even sell ice to Eskimos. The primary goal is to increase revenue, the number of overnight stays, and the hotel's brand awareness.

Main Tasks within the Sales Department:

  • Developing and implementing a sales plan in collaboration with the revenue manager and the banquet sales department

  • Visiting (potential) accounts and handling reservations

  • Organizing and providing tours and presentations for (potential) accounts in the hotel

  • Relationship management with existing accounts, including follow-up actions based on production analysis

  • Preparing monthly reports, such as account production, nationality reports, account lists, and activity plans.