Institutional Resort Sales Head

An Institutional Resort Sales Head drives revenue by securing high-volume, B2B partnerships with corporations, educational institutions, government bodies, and event planners. They oversee large-scale contracts, manage client portfolios, and align resort offerings with institutional needs to ensure maximum property occupancy.

Key Roles and Responsibilities

Ø Business Development: Identify, pitch, and secure lucrative contracts with organizations for corporate retreats, annual general meetings (AGMs), educational excursions, and incentive programs.

Ø Strategic Planning: Develop go-to-market strategies and set annual sales targets and Key Performance Indicators (KPIs) to maximize resort revenue and market penetration.

Ø Key Account Management: Build and nurture long-term relationships with key decision-makers—such as HR heads, event agencies, and tour operators—to ensure contract renewals and recurring business.

Ø Contract Negotiation: Lead high-stakes negotiations regarding room blocks, banquet spaces, food and beverage (F&B) packages, and corporate rates, ensuring profitability for the property.

Ø Team Leadership: Recruit, train, and mentor the institutional sales team. Set individual quotas, conduct performance reviews, and foster a high-performance sales culture.

Ø Cross-Departmental

Collaboration: Work closely with the resort's Operations, Front Desk, and F&B teams to communicate client specifications and guarantee seamless event execution and guest satisfaction.

Ø   Market Analysis: Monitor industry trends, competitor activities, and economic indicators to proactively adjust sales pitches and pricing strategies.

Ø   Performance Tracking: Generate regular management information system (MIS) reports to track pipeline, forecast revenue, and analyse financial gaps for corrective action