Group Sales Manager

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Job Description

Role Overview

The Group Sales Manager is responsible for driving all group bedroom sales across corporate, leisure, and tour series segments for Novotel & ibis London ExCeL. This role holds full accountability for the end-to-end group sales process, from prospecting and contracting through to delivery and post-event relationship management.

The position focuses on maximizing occupancy, revenue, and market share through proactive sales strategies, strong stakeholder engagement, and effective coordination with operational departments. The Group Sales Manager will manage group business, ensuring commercial performance targets are achieved while maintaining high levels of client satisfaction and brand standards.

Key Responsibilities

• Drive all group bedroom sales across corporate, leisure, and tour operator segments.
• Prospect, solicit, and secure new group business through strategic action planning, market research, and targeted sales initiatives.
• Manage the full sales lifecycle from initial enquiry through contracting, execution, and post-event follow-up.
• Achieve or exceed monthly, quarterly, and annual group revenue and occupancy & ADR targets.
• Identify and develop new business opportunities while maintaining and growing existing accounts.
• Actively sell hotel bedrooms and related services in line with revenue management strategies and business mix objectives.
• Negotiate rates, terms, and conditions within established commercial guidelines to optimize revenue and profitability.
• Monitor group pace, pickup, and conversion to ensure optimal performance against budget and forecast.

Account Management & Client Relations

• Build and maintain strong relationships with corporate clients, travel management companies, tour operators, and key accounts.
• Conduct regular client meetings, sales calls, and networking activities to strengthen partnerships and drive repeat business.
• Represent the hotel at trade shows, industry events, and sales missions as required.
• Collaborate closely with Accor Global Sales Offices (GSOs), regional sales teams, and sister properties to maximize revenue opportunities.
• Analyse market trends, competitor activity, and demand patterns to identify new opportunities and mitigate risks.
• Develop and implement targeted sales action plans for key market segments.
• Work closely with Revenue Management to optimize pricing, inventory control, and group displacement decisions.
• Contribute to annual budgeting, forecasting, and sales planning processes.

Operations & Coordination

• Coordinate closely with Reservations, Front Office, Revenue, and Meeting & Events teams to ensure seamless execution of group bookings.
• Ensure all contractual details, rooming lists, and operational requirements are communicated accurately and in a timely manner.
• Maintain detailed and accurate records of accounts, contacts, and sales activities within Opera Cloud systems.
• Monitor group arrivals, stay patterns, and departures to ensure service delivery meets client expectations.
• Resolve client issues promptly and professionally to maintain satisfaction and protect revenue.

Administration & Reporting

• Prepare and present weekly, monthly, quarterly, and annual sales performance reports.
• Track key performance indicators including:
  • Group revenue
  • Room nights production
  • Conversion ratio
  • Average Daily Rate (ADR)
  • Market segment performance
• Maintain accurate documentation, contracts, and compliance with company policies and audit requirements.

Leadership & Team Contribution

• Act as a collaborative team player, supporting colleagues and ensuring business continuity during team absences.
• Mentor and support sales team members where applicable.
• Promote a positive sales culture focused on accountability, performance, and guest satisfaction.
• Uphold all company policies, procedures, and health & safety standards.
• Perform other reasonable duties as assigned by the General Manager.

Qualifications

Essential Qualifications

• Previous experience in a group sales or hotel sales management role
• Must have the Right to Work in the UK
• Excellent written and spoken communication abilities
• Strong leadership and team management skills
• Proficiency with hotel property management systems, preferably Opera Cloud or similar CRM platforms
• Strong analytical and reporting skills with proficiency in Microsoft Excel and data interpretation
• Excellent stakeholder management and relationship-building capabilities across multiple client segments

Additional Information

What\'s in it for you:

• 10% Annual Performance Bonus
• Private Medical Insurance
• A Discount Card to be used in Accor Hotels Worldwide
• Complimentary stays in UK hotel (Bonus Breaks Vouchers - subject to availability and T&C)
• Training & Development
• Additional holidays with service
• Employee Advisory Service
• ... And much more !

Diversity & Inclusion

Our commitment to Diversity & Inclusion: We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

Data Processing & Privacy

Information on the processing of personal data: When you submit an application to Accor, trading as Essendi UK LTD, the company processes some of your personal data to consider and manage your application. We may also process data supplied to us by third parties, for example one or more of your former employers or a third-party supplier of personality questionnaires. Please note that your answers to any questionnaire will not lead to an automated decision. In our capacity as data controller, we ensure that we comply with all legislation relating to the protection of personal data (in particular the retained EU law version of the General Data Protection Regulation (Regulation (EU) 2016/679) and the Data Protection Act 2018). Information relating to the processing of candidates\' personal data and to the exercise of their rights of access, opposition, rectification and deletion is available in our Employee Privacy Policy.

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