Scope and General Purpose of Job: 

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.

 

 

Duties and Responsibilities:

 

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.

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REQUIREMENTS:

Proven sales experience: A minimum of 5 years of sales experience, preferably in a corporate sales environment. Preferably in the corporate or TMC sales segments.Communication skills: Excellent communication, negotiation, and interpersonal skills.Strategic thinking: Ability to think strategically and develop effective sales plans.Results-driven: A strong track record of achieving sales targets and driving revenue growth.

 

OTHER DUTIES

 

Assimilate into The Hilton Family, ‘positively yours’ culture through understanding, supporting and participating in all elements of the ‘Positively yours Committee”Regular attendance in conformance with the standards, which may be established by Hilton Hotels world-wide, from time to time, is essential to the successful performance of this position.Observe all departmental policies and procedures, dress code/appearance; demonstrate a friendly, positively yours and caring attitude and teamwork responsiveness.Observe safe work habits as outlined including guidelines for using and maintaining all equipment. Promptly report all safety hazards and maintenance requirements.

 

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

 

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.

Strong organisational skills with the ability to manage multiple priorities effectively.Ability to speak, read and write English fluentlyExcellent communication and interpersonal skillsSolid industry knowledge covering hotel operations, IBT and MICE markets, corporate travel tools (GDS/TMC), competitive/commercial analysis, and CRM systems such as Delphi.

 

 

QUALIFICATION STANDARDS

 

EDUCATION

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.

 

 

GROOMING/UNIFORMS

All employees must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process.

What will I be doing?

 

Analysis local market trends and competitor activity to identify business leadsDevelop customer accounts and travel within the local area to drive business into the specific hotel/cluster and to increase market/customer share in all revenue streamsNegotiate room rates/packages with corporate clientsDevelop and implement creative local marketing channels, including social media channelsPrepare company contracts for the hotel in accordance with current business and pricing conditionsWork within current business strategies and recognising potential opportunitiesCooperate with other departments in the hotel to create an exceptional Guest experience and build strong, comprehensive sales programsAttend Sales events, as requiredProduce accurate and timely reports that meet the needs of the Sales Director and senior management to include the reporting of appointments, calls made and business leadsAnswer customer queries in a prompt and professional mannerManage staff performance in compliance with company policies and proceduresRecruit, manage, train and develop the Sales team

What are we looking for?

 

A Corporate Sales Manager serving Hilton brands is always working on behalf of our Guests and working with other Team Members. To successfully fill this role, you should maintain the attitude, behaviours, skills, and values that follow:

Positive attitude and good communication skillsCommitment to delivering a high level of customer serviceExcellent grooming standardsFlexibility to respond to a range of different work situationsAbility to work under pressure and under own initiativeExperience in a sales role with a proven track record to close a sale

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

Knowledge of local marketKnowledge of hospitalityPassion for sales and for achieving targets and objectivesDegree-level qualification in a relevant field

What will it be like to work for Hilton?

 

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands.  Our vision “to fill the earth with the light and warmth of hospitality” unites us as a team to create remarkable hospitality experiences around the world every day.  And, our amazing Team Members are at the heart of it all!