Sales Manager (Government Segment)

Job Description

To develop, manage, and maximize business opportunities from the government segment by establishing strong relationships with government institutions, ministries, state-owned enterprises (SOEs/BUMN), and related organizations. To achieve revenue targets through effective sales strategies, account management, and business development while ensuring customer satisfaction and compliance with hotel policies and procedures.

 

2. Key Responsibilities

A. Sales & Business Development

1. Develop and implement sales strategies to achieve revenue targets from the government segment.

2. Identify and explore new business opportunities from government institutions, ministries, local government offices, and state-owned enterprises.

3. Promote hotel facilities, including accommodation, meeting packages, banquets, catering, and other hotel services.

4. Conduct regular sales calls, client visits, presentations, and business meetings to generate new accounts.

5. Develop and maintain a strong government client database and sales pipeline.

6. Monitor market trends, government spending policies, and competitor activities to identify business opportunities.

B. Account Management & Client Relationship

1. Establish and maintain strong relationships with key decision-makers and representatives from government institutions.

2. Maintain regular communication and conduct follow-ups with existing government accounts.

3. Understand clients' requirements and provide suitable accommodation, meeting, and event solutions.

4. Handle client inquiries, negotiations, and complaints professionally to ensure customer satisfaction.

5. Ensure long-term business relationships and repeat business from existing accounts.

C. Revenue & Sales Performance

1. Achieve monthly, quarterly, and annual revenue targets for the government segment.

2. Prepare sales forecasts, account production reports, and business development plans.

3. Monitor account performance and identify opportunities to increase revenue contribution.

4. Negotiate rates, contracts, and business agreements in accordance with hotel policies and approved pricing strategies.

5. Ensure all sales activities contribute to the hotel's overall financial objectives.

D. Coordination & Administration

1. Coordinate with Revenue Management, Front Office, Reservations, Food & Beverage, and Banquet teams to ensure smooth delivery of client requirements.

2. Prepare sales proposals, quotations, contracts, and other relevant commercial documents.

3. Ensure all client information, account production, and sales activities are accurately updated in the hotel's sales system.

4. Participate in sales meetings and provide regular updates on business opportunities and account performance.

5. Ensure compliance with hotel policies, Accor standards, and applicable government procurement regulations.

E. Teamwork & Professional Development

1. Work collaboratively with the Sales & Marketing team to achieve departmental objectives.

2. Share market intelligence and government segment insights with the sales team.

3. Represent the hotel professionally during client meetings, networking events, and industry activities.

4. Continuously improve product knowledge, negotiation skills, and government market expertise.

Qualifications

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or a related field.

• Minimum 1-2 years of experience in hotel sales, preferably handling the government segment.

• Strong existing network and relationships with government institutions, ministries, and BUMN.

• Good understanding of government procurement processes, tender procedures, and government travel or meeting requirements.

• Proven track record in achieving sales targets and developing new business accounts.

• Excellent communication, presentation, negotiation, and interpersonal skills.

• Good command of written and spoken English and Bahasa Indonesia.

• Proficient in Microsoft Office and hotel sales systems.

• Strong analytical, organizational, and problem-solving skills.

Additional Information

Diversity & Inclusion for Accor means welcoming each and everyone and respecting their differences by giving priority only to qualities and skills in extending employment and development opportunities. Our ambition is to provide meaningful employment, a warm and welcoming culture, excellent working conditions and to promote the development of all people, including those with disabilities.

When applying, do not hesitate to let us know of any specific needs you may have so that we can take them into consideration.

Company Description

Join a hotel that is a member of the Accor network, whose group brings together more than 45 brands, 5,500 hotels, 10,000 restaurants and lifestyle destinations. Here, we believe in you and what you bring to the table. There are many opportunities for development and advancement. Every gesture, every smile, every action, contributes to creating a positive and memorable impact for our customers, our colleagues and also for our planet. Together, we embody the vision of responsible hospitality.

Take the opportunity to become a Heartist®, and let your heart guide you in this world where life beats faster.