Position Overview:
The Sales Manager – MICE Entertainment is responsible for driving group business across two critical segments: Meetings, Incentives, Conferences Events (MICE) and Entertainment. This role requires a proactive, hunter-style sales approach to secure high-value corporate and entertainment accounts.
The successful candidate will act as the hotel’s subject matter expert for both segments, balancing the needs of corporate MICE clients with the unique requirements of Entertainment groups, promoters and tour managers, while being accountable for achieving defined financial goals.
Key Responsibilities:
Financial Accountability
Ø Achieve annual and quarterly revenue goals for both MICE and Entertainment segments.
Ø Track and report on segment performance, pipeline and conversion ratios.
Ø Ensure profitability by balancing client requirements with hotel revenue strategies.
Ø Attend weekly revenue meetings to present performance updates, pipeline status and outlook for MICE and Entertainment groups
Sales Workflow
Ø Prospecting: Actively and Pro-actively identify and pursue new business opportunities across MICE and Entertainment segments.
Ø Proposal Management: Prepare detailed proposals tailored to client requirements, ensuring compliance with Hyatt standards.
Ø Negotiation: Lead negotiations with clients, promoters and agencies to secure mutually beneficial agreements.
Ø Closing: Finalize contracts, ensuring seamless contracting processes and adherence to Hyatt’s Sports Entertainment Collective requirements.
Ø Confirmation Execution: Confirm business, coordinate with operations and maintain active communication with tour managers and event planners to ensure flawless delivery.
MICE Sales Development
Ø Build strong relationships with corporate clients, agencies and event planners to maximize conversion.
Ø Deliver best-and-final offers upfront, ensuring compliance with Hyatt contracting standards.
Ø Collaborate with operations to ensure flawless execution of events and conferences.
Entertainment Sales Development
Ø Proactively hunt for entertainment-related group business, including artist tours, production crews and promoter-driven events.
Ø Monitor industry publications, artist line-ups and tour announcements to anticipate demand and secure leads.
Ø Maintain active communication with tour managers during the proposal stage and after contracts are signed, ensuring detailed requirements are met consistently.
Ø Partner with Hyatt Sales Force Directors in the USA, UK, and Singapore to identify agencies managing artist groups and convert leads.
Ø Ensure segment-specific requirements are delivered (pre-key/arrival processes, bus parking coordination, private routing, flexible billing solutions, upgrades, rebates, World of Hyatt points).
Sales Intelligence Systems Utilization
Ø Utilize Hyatt’s Sales Force Envision platform and Opera to process leads and manage pipeline and group blocks efficiently.
Ø Apply Knowland for structured prospecting and account intelligence to identify new opportunities.
Ø Leverage Demand 360 to benchmark MICE performance against market trends and competitors.
Ø Use Agency 360 to identify potential accounts, track agency production and generate targeted leads
Client Guest Experience
Ø Act as the dedicated point of contact for both MICE and Entertainment clients.
Ø Provide segment-specific value adds aligned with Hyatt’s SE Collective standards.
Ø Ensure timely commission payments and adherence to operational requirements.
Strategic Alignment Reporting
Ø Participate in quarterly SE Speaker Series and training sessions to stay current with Hyatt’s best practices.
Ø Conduct annual strategy calls with key accounts and contribute to steering committee discussions.
Ø Maintain accurate records of segment performance, pipeline and conversion ratios, reporting regularly to leadership.
Position Overview:
The Sales Manager – MICE Entertainment is responsible for driving group business across two critical segments: Meetings, Incentives, Conferences Events (MICE) and Entertainment. This role requires a proactive, hunter-style sales approach to secure high-value corporate and entertainment accounts.
The successful candidate will act as the hotel’s subject matter expert for both segments, balancing the needs of corporate MICE clients with the unique requirements of Entertainment groups, promoters and tour managers, while being accountable for achieving defined financial goals.
Key Responsibilities:
Financial Accountability
Ø Achieve annual and quarterly revenue goals for both MICE and Entertainment segments.
Ø Track and report on segment performance, pipeline and conversion ratios.
Ø Ensure profitability by balancing client requirements with hotel revenue strategies.
Ø Attend weekly revenue meetings to present performance updates, pipeline status and outlook for MICE and Entertainment groups
Sales Workflow
Ø Prospecting: Actively and Pro-actively identify and pursue new business opportunities across MICE and Entertainment segments.
Ø Proposal Management: Prepare detailed proposals tailored to client requirements, ensuring compliance with Hyatt standards.
Ø Negotiation: Lead negotiations with clients, promoters and agencies to secure mutually beneficial agreements.
Ø Closing: Finalize contracts, ensuring seamless contracting processes and adherence to Hyatt’s Sports Entertainment Collective requirements.
Ø Confirmation Execution: Confirm business, coordinate with operations and maintain active communication with tour managers and event planners to ensure flawless delivery.
MICE Sales Development
Ø Build strong relationships with corporate clients, agencies and event planners to maximize conversion.
Ø Deliver best-and-final offers upfront, ensuring compliance with Hyatt contracting standards.
Ø Collaborate with operations to ensure flawless execution of events and conferences.
Entertainment Sales Development
Ø Proactively hunt for entertainment-related group business, including artist tours, production crews and promoter-driven events.
Ø Monitor industry publications, artist line-ups and tour announcements to anticipate demand and secure leads.
Ø Maintain active communication with tour managers during the proposal stage and after contracts are signed, ensuring detailed requirements are met consistently.
Ø Partner with Hyatt Sales Force Directors in the USA, UK, and Singapore to identify agencies managing artist groups and convert leads.
Ø Ensure segment-specific requirements are delivered (pre-key/arrival processes, bus parking coordination, private routing, flexible billing solutions, upgrades, rebates, World of Hyatt points).
Sales Intelligence Systems Utilization
Ø Utilize Hyatt’s Sales Force Envision platform and Opera to process leads and manage pipeline and group blocks efficiently.
Ø Apply Knowland for structured prospecting and account intelligence to identify new opportunities.
Ø Leverage Demand 360 to benchmark MICE performance against market trends and competitors.
Ø Use Agency 360 to identify potential accounts, track agency production and generate targeted leads
Client Guest Experience
Ø Act as the dedicated point of contact for both MICE and Entertainment clients.
Ø Provide segment-specific value adds aligned with Hyatt’s SE Collective standards.
Ø Ensure timely commission payments and adherence to operational requirements.
Strategic Alignment Reporting
Ø Participate in quarterly SE Speaker Series and training sessions to stay current with Hyatt’s best practices.
Ø Conduct annual strategy calls with key accounts and contribute to steering committee discussions.
Ø Maintain accurate records of segment performance, pipeline and conversion ratios, reporting regularly to leadership.
Qualifications Competencies
Ø Minimum 2 years of sales experience in hospitality, with proven track record in MICE and Entertainment-related group business.
Ø Strong network within corporate and entertainment industries, including promoters, agencies and tour managers.
Ø Deep understanding of both MICE and Entertainment requirements (logistics, privacy, flexibility, security).
Ø Excellent communication and negotiation skills.
Ø Highly proactive, self-motivated, and results-driven.
Ø Strong collaboration skills to work effectively with global Hyatt Sales Force colleagues and internal hotel teams.
Ø Fluent in English
Performance Metrics
Ø Achievement of defined revenue and ADR goals for MICE and Entertainment segments.
Ø Lead response time: Respond to all leads within Hyatt’s threshold of 6 hours.
Ø MICE conversion ratio: Achieve measurable improvement compared to prior year performance
Ø Client satisfaction scores (minimum 90% NPS threshold as per Meeting Planner Score goal
Ø Compliance with Hyatt SE Collective requirements (response times, contracting, commission payments, training participation)
Qualifications Competencies
Ø Minimum 2 years of sales experience in hospitality, with proven track record in MICE and Entertainment-related group business.
Ø Strong network within corporate and entertainment industries, including promoters, agencies and tour managers.
Ø Deep understanding of both MICE and Entertainment requirements (logistics, privacy, flexibility, security).
Ø Excellent communication and negotiation skills.
Ø Highly proactive, self-motivated, and results-driven.
Ø Strong collaboration skills to work effectively with global Hyatt Sales Force colleagues and internal hotel teams.
Ø Fluent in English
Performance Metrics
Ø Achievement of defined revenue and ADR goals for MICE and Entertainment segments.
Ø Lead response time: Respond to all leads within Hyatt’s threshold of 6 hours.
Ø MICE conversion ratio: Achieve measurable improvement compared to prior year performance
Ø Client satisfaction scores (minimum 90% NPS threshold as per Meeting Planner Score goal
Ø Compliance with Hyatt SE Collective requirements (response times, contracting, commission payments, training participation)