Cluster Sales Manager

CLUSTER SALES MANAGER –

Property: Seda BGC

Department: Sales & Marketing

Reports To: Director of Sales / Cluster Director of Sales, as applicable

Job Level: Managerial

Area of Coverage: Seda Hotels NCR+

Cluster Sales Manager is responsible for managing, developing, and growing assigned corporate, government, travel trade, MICE, and other key accounts on behalf of participating Seda Hotels within NCR+.

The position serves as a primary sales contact for assigned cluster accounts, representing the participating Seda properties and providing clients with appropriate hotel solutions based on their accommodation, meetings, events, and other business requirements.

The role is responsible for generating incremental room, banquet, and other related revenues; strengthening account relationships; identifying new business opportunities; and ensuring equitable and strategic distribution of business among participating Seda Hotels based on client requirements, hotel availability, market positioning, and commercial objectives.

KEY RESPONSIBILITIES

1. Cluster Account Management

• Manage an assigned portfolio of corporate, government, MICE, travel trade, and other key accounts for Seda Hotels NCR+.
• Serve as the primary relationship manager for assigned cluster accounts and coordinate requirements across participating Seda properties.
• Develop a thorough understanding of each account's business, travel patterns, room requirements, meetings and events requirements, budget considerations, and future business potential.
• Maintain regular engagement with key decision-makers, travel managers, procurement representatives, administrative contacts, event organizers, and other account stakeholders.
• Develop and implement account plans to maximise the revenue potential of assigned accounts across participating Seda Hotels.
• Maintain updated account profiles, contact information, production history, negotiated arrangements, and sales activities in the prescribed sales system or database.

2. Business Development and Revenue Generation

• Identify, prospect, and develop new accounts with potential to generate business for Seda Hotels NCR+
• Generate qualified leads and convert opportunities into confirmed room nights, meetings, events, banquets, and other hotel business.
• Conduct regular sales calls, client visits, presentations, entertainment, networking activities, and account reviews.
• Promote the collective capabilities of Seda Hotels while appropriately positioning individual properties based on client requirements.
• Identify opportunities for cross-selling and account penetration across participating Seda properties.
• Develop strategies to increase account production, market share, and overall contribution to cluster revenue targets.
• Monitor competitor activities, market trends, new business developments, and emerging demand generators within assigned market segments.

3. Cluster Sales Coordination

• Coordinate closely with the Sales teams of participating Seda Hotels regarding leads, account requirements, rates, availability, proposals, contracts, site inspections, and client servicing.
• Ensure leads and opportunities are promptly endorsed to the appropriate property and properly followed through until closure.
• Facilitate smooth communication between clients and the concerned hotel's Sales, Reservations, Front Office, Banquet, Food & Beverage, Finance, and other operational teams when necessary.
• Ensure that business opportunities are allocated objectively based on the client's requirements, location preference, hotel capability, availability, pricing, and overall commercial considerations.
• Avoid unnecessary internal competition among Seda properties and promote a collaborative One Seda approach in managing cluster accounts.
• Provide participating properties with relevant account intelligence and updates that may support revenue generation and client retention.

4. Sales Targets and Performance

• Achieve assigned monthly, quarterly, and annual sales targets, including room nights, room revenue, banquet revenue, and other applicable performance indicators.
• Monitor actual account production against targets and previous-year performance.
• Identify underperforming accounts and implement appropriate recovery or account-development plans.
• Maintain an active sales pipeline sufficient to support established revenue targets.
• Submit accurate sales forecasts, account production reports, call reports, pipeline updates, and other required sales reports within prescribed timelines.
• Evaluate the effectiveness and return on investment of sales activities and client engagements.

5. Rate Negotiation and Contracting

• Coordinate negotiated corporate rates, group rates, meeting packages, and other commercial arrangements with the concerned hotels in accordance with approved pricing and revenue strategies.
• Ensure rates and commercial terms offered to clients are properly authorized before commitment.
• Assist in preparing proposals, contracts, letters of agreement, and other commercial documentation.
• Ensure negotiated arrangements are properly communicated to participating properties.
• Protect the commercial interests and rate integrity of Seda Hotels while maintaining competitive and sustainable client relationships.

6. MICE, Groups and Events

• Identify opportunities for meetings, incentives, conferences, conventions, social functions, and corporate events from assigned accounts.
• Coordinate group and event requirements with the appropriate Seda Property.
• Conduct or facilitate site inspections and hotel presentations as required.
• Ensure complete and accurate turnover of client requirements to the concerned property's Sales and Events teams.
• Maintain client engagement throughout the sales process and assist in resolving commercial concerns when necessary.

7. Client Relationship and Service

• Maintain professional and productive relationships with clients and represent the Seda brand in accordance with established service standards.
• Respond promptly to client inquiries, requests, and concerns.
• Coordinate with concerned hotels in addressing service issues affecting cluster accounts.
• Conduct regular account reviews and obtain client feedback to identify opportunities for improvement.
• Strengthen client loyalty and encourage repeat and expanded business across Seda Hotels.

8. Market Intelligence

• Maintain awareness of competitor hotels, pricing strategies, new hotel openings, promotions, account movements, and market developments.
• Identify emerging companies, office developments, government projects, multinational organisations, BPOs, event organisers, and other potential business generators.
• Provide relevant market intelligence to Sales leadership and participating Seda properties.
• Recommend sales initiatives, promotions, partnerships, or account strategies based on identified market opportunities.

9. Credit and Collection Coordination

• Coordinate with Finance/Credit teams regarding the credit status of assigned accounts before extending credit arrangements.
• Assist in following up outstanding receivables from assigned accounts when Sales intervention is required.
• Ensure commercial commitments made to clients are aligned with approved credit terms and hotel policies.
• Support the timely collection of receivables without compromising professional client relationships.

10. Brand Representation and Compliance

• Represent Seda Hotels professionally during client meetings, sales missions, trade events, networking activities, and industry functions.
• Maintain confidentiality of hotel rates, commercial agreements, client information, and other sensitive business information.
• Observe Seda Hotels policies on ethics, conflict of interest, data privacy, gifts and entertainment, and related corporate governance requirements.
• Ensure transparency and proper documentation in all sales negotiations and client arrangements.
• Perform other related duties and special assignments that may be assigned by Management.