Please note that this is not an exhaustive list of everything that needs to be done. Avani Kota Kinabalu Hotel team members always find new ways to look after the business, their guests, and their colleagues. Within this, the key responsibilities for this position are:
1. Commercial Leadership
- Lead the annual commercial plan and deliver revenue targets across all key segments.
- Shape market mix, pricing and distribution strategies with Revenue Management.
- Ensure all commercial decisions support NH and Minor Hotels’ brand positioning.
- Create and implement packages, promotions and tactical activities for low-occupancy periods.
2. Account Strategy & Market Development
- Ensure the team understands the priority of the current account base and focuses efforts accordingly.
- Continually review actual production against potential and upgrade the client base when required.
- Assign account responsibilities and targets to team members and keep them under ongoing review.
- Develop businesses across Leisure, Wholesale, Corporate, Groups and Online segments.
- Strengthening relationships with tour operators, OTAs, DMCs, corporate accounts and global partners.
- Participate in client familiarizations, site inspections, roadshows and sales trips.
3. Wholesale Team Management
- Lead and develop the Wholesale sales team, ensuring strong delivery performance.
- Set financial objectives for each team member and monitor progress closely.
- Support the team in converting business leads, negotiating contracts and improving productivity.
4. Sales Team Leadership & Capability Building
- Build a strong sales team with a structured KPI framework and clear responsibilities.
- Conduct coaching, performance reviews and ongoing skill development.
- Ensure all new team members are fully oriented to Minor Hotels' strategy and brand positioning.
- Ensure all sales team members have strong face-to-face selling skills and customer engagement capability.
- Identify skills gaps in the department and recommend development programs to close them.
5. Key Account Acquisition & Retention
- Identify high-value accounts and drive long-term, profitable relationships.
- Lead key negotiations and ensure timely contracting and activation each year.
- Drive upsells and cross-sell opportunities across Minor Hotels' properties.
- Review account performance regularly and take corrective actions where required.
6. Forecasting, Reporting & Performance Management
- Deliver accurate weekly, monthly and annual forecasts.
- Maintain strong pipeline discipline with structured follow-up.
- Provide clear management status reporting on business results and team action plans.
- Monitor competitor activity, market trends and rate integrity, adjusting tactics when needed.
7. Brand, Marketing & Cross-Department Collaboration
- Work with Marketing and E-Commerce teams to enhance visibility and digital performance.
- Support PR visits, influencer stays and brand campaigns.
- Ensure accurate product knowledge and updated information is maintained by all sales team members.
- Liaise effectively with operational departments to ensure delivery of promises to clients.
- Represent the property in cluster and regional commercial meetings with the General Manager.
8. Governance, Budget & Compliance
- Ensure contracting, RFPs, commissions and approvals follow Minor Hotels’ commercial governance.
- Maintain clean documentation, financial accountability and adherence to the departmental budget.
- Implement cost control procedures and ensure proper approval for expenditure.
- Ensure administrative processes within the department are completed efficiently.