Area General Manager - Corporate Sales(20) in Bangalore, भारत

Job Description

What you will be responsible for 
1. Own Area-Level Revenue & Business Outcomes 
● Take full accountability for corporate revenue targets across the assigned area 
● Build a clear sales strategy to achieve monthly, quarterly, and annual revenue 
goals 
● Identify revenue opportunities and gaps across individual hotels and markets 
● Ensure adequate pipeline coverage against area revenue targets 
● Drive consistent new business acquisition and closures 
● Monitor hotel-level corporate performance and identify areas requiring 
intervention 
● Take corrective action when markets or properties are falling behind targets 
2. Build the Area Corporate Sales Engine 
● Build a structured corporate sales strategy for the assigned geography 
● Identify key industries, corporate clusters, business hubs, and high-potential 
accounts within the market 
● Build a strong prospect universe across companies, institutions, and corporate 
groups 
● Develop a healthy pipeline across new business, strategic accounts, and repeat 
business 
● Create a systematic approach to prospecting, meetings, proposals, negotiations, 
and closures 
● Ensure the sales engine is not dependent on a handful of accounts or individuals 
The objective is to build a repeatable and scalable corporate acquisition engine for the 
area. 
3. Drive Strategic New Business Acquisition 
● Personally drive acquisition of high-value and strategic corporate accounts 
● Identify large corporates and organizations with significant accommodation 
requirements 
● Build relationships with senior decision-makers across Admin, HR, Travel, 
Procurement, Finance, and relevant functions 
● Open doors into new companies through existing relationships, networking, 
referrals, market intelligence, and direct outreach 
● Identify opportunities for corporate tie-ups, rate contracts, long-stay 
requirements, group bookings, and recurring business 
● Build relationships that can generate business across multiple Z Hotels 
properties 
The focus is on creating new corporate demand, not simply managing existing 
accounts. 
4. Build & Leverage Strong Market Connects 
● Bring strong existing relationships and corporate connects within the assigned 
market 
● Use market knowledge to identify high-potential accounts and business 
opportunities 
● Maintain strong relationships with corporate decision-makers and industry 
networks 
● Build a network across key business districts, corporate clusters, and relevant 
industry ecosystems 
● Represent Z Hotels in relevant business forums, networking platforms, and 
corporate communities 
● Continuously expand the corporate network to create new revenue 
opportunities 
Strong local market knowledge and corporate relationships are critical to success in 
this role. 
5. Drive Large & Strategic Deals 
● Lead high-value and strategically important corporate opportunities 
● Manage complex negotiations involving multiple stakeholders 
● Develop commercial proposals and negotiate terms aligned with business 
objectives 
● Handle pricing, volume, contract, and commercial discussions 
● Build customised solutions based on corporate requirements 
● Drive large opportunities from initial conversation through closure and activation 
● Identify opportunities where a single corporate account can generate business 
across multiple hotels or locations 
6. Drive Cross-Property & Multi-Location Business 
● Identify corporate accounts with accommodation requirements across multiple 
locations 
● Build opportunities that can generate revenue across the Z Hotels portfolio 
● Coordinate with individual hotels to ensure seamless conversion and servicing 
of large accounts 
● Identify opportunities to consolidate multiple hotel-level relationships into 
strategic accounts 
● Develop corporate partnerships that can scale with the Z Hotels network 
7. Lead & Enable the Corporate Sales Team 
● Set clear sales expectations and targets for the team 
● Review individual and team-level pipeline, activity, conversion, and revenue 
performance 
● Coach team members on prospecting, pitching, negotiation, and closing 
● Identify capability gaps and improve sales productivity 
● Ensure consistent sales discipline across prospecting, meetings, follow-ups, and 
closures 
● Support the team on critical negotiations and high-value opportunities 
● Build a high-performance and target-driven sales culture 
The role is responsible not only for delivering through individual contribution but also 
for building a team that can consistently deliver. 
8. Drive Pipeline Movement & Conversion 
● Ensure a healthy and qualified pipeline across the assigned area 
● Review pipeline quality, stage movement, deal ageing, and probability regularly 
● Identify stalled and high-potential opportunities 
● Intervene on critical deals and help unblock negotiations 
● Improve conversion from prospecting to meetings, meetings to proposals, and 
proposals to closures 
● Reduce deal cycle time and improve overall sales productivity 
● Ensure CRM hygiene and accurate visibility of the sales funnel 
9. Use Data & Numbers to Drive Performance 
● Track daily, weekly, and monthly area-level sales performance 
● Monitor revenue, pipeline coverage, conversion, average deal value, and deal 
ageing 
● Compare performance across hotels and markets 
● Identify trends, gaps, and revenue opportunities 
● Use data to allocate sales focus towards high-value accounts and opportunities 
● Build clear performance reviews and action plans for the team 
● Ensure sales decisions are driven by numbers and market intelligence 
10. Build & Grow Strategic Corporate Accounts 
● Develop long-term relationships with high-value corporate accounts 
● Convert initial business into repeat and growing revenue 
● Identify expansion opportunities within existing accounts 
● Build relationships with multiple stakeholders within strategic accounts 
● Identify opportunities for annual contracts, rate agreements, recurring stays, and 
multi-property business 
● Ensure key accounts have a clear growth plan and ownership 
● Drive retention while continuously looking for expansion opportunities 
What success looks like after 6–12 months 
● Consistent achievement of area-level corporate revenue targets 
● Strong and predictable corporate pipeline across the assigned geography 
● Significant growth in new corporate account acquisition 
● Strong presence and relationships within the local corporate ecosystem 
● Increased contribution from strategic and high-value accounts 
● Successful acquisition of multi-property and multi-location corporate business 
● Improved sales productivity and conversion across the team 
● Reduced deal ageing and faster closure of high-value opportunities 
● Strong repeat business and account expansion 
● Clear visibility and control over the area's corporate sales funnel 
The role delivers predictable corporate revenue, strong market penetration, strategic 
account growth, and a scalable sales engine across the area. 
Who this role is for 
You will likely thrive here if: 
● You are a strong Corporate Sales professional from the Hotel industry 
● You have a proven track record of acquiring and closing corporate business 
● You have strong relationships and established connects within the assigned 
market 
● You enjoy hunting for new business rather than only managing existing accounts 
● You have experience handling large and strategic corporate accounts 
● You are comfortable owning significant revenue targets 
● You can operate at both a strategic and execution level 
● You can lead and influence a sales team to deliver results 
● You have strong commercial and negotiation skills 
● You are comfortable with field sales, networking, and frequent client 
interactions 
● You take ownership of business outcomes, not just sales activity 
Experience we value 
● Ideally 7–8 years of relevant experience in Corporate Sales / Business 
Development 
● Profiles with up to 15 years of overall experience may be considered 
● Mandatory experience within the Hotel industry 
● Strong track record in Corporate Sales and new business acquisition 
● Proven experience in acquiring, negotiating, and closing corporate accounts 
● Experience handling large-value and strategic corporate relationships 
● Experience should not be limited to account management or servicing existing 
clients 
● Strong understanding of corporate accommodation and hospitality sales 
● Demonstrated experience in building and maintaining a strong corporate 
network 
● Experience leading, mentoring, or managing a sales team will be an advantage 
● Experience managing business across multiple hotels, properties, or locations 
will be an advantage 
What you bring 
● Strong communication, presentation, and influencing skills 
● Excellent corporate networking and relationship-building ability 
● Strong negotiation and commercial acumen 
● Proven ability to open new accounts and create business opportunities 
● Strong understanding of local corporate markets and business ecosystems 
● Ability to manage strategic and complex sales conversations 
● Strong leadership and team management capability 
● High ownership and execution orientation 
● Strong analytical and problem-solving skills 
● Ability to work with targets, pressure, and performance accountability 
● Strong follow-up and pipeline management discipline 
● Proficiency in CRM systems and sales reporting 
The impact you will have 
● You will directly influence corporate revenue and hotel occupancy across the 
area 
● You will build the corporate demand engine for multiple Z Hotels properties 
● You will create a stronger and more predictable revenue base 
● You will reduce dependency on OTA and other external demand channels 
● You will establish Z Hotels as a preferred accommodation partner for corporates 
● You will build strategic relationships that can scale across locations 
● You will develop a high-performing corporate sales team 
● You will contribute directly to the growth and profitability of Z Hotels 
Why join now 
Z Hotels is in a high-growth phase with multiple new properties coming online across 
cities. 
As the portfolio expands, the ability to build a strong corporate demand engine will 
become increasingly critical to: 
● Revenue stability 
● Occupancy consistency 
● Corporate demand growth 
● Strategic account acquisition 
● Reduced dependency on OTA channels 
● Profitability at scale 
This is an opportunity to own a market, build a corporate network, lead a sales engine, 
and create measurable revenue impact across multiple hotels. 
For high performers, this role offers a strong growth path into Regional Sales and 
broader Business Leadership roles.