Sales Manager Hotels Malta - Bighapur

"The world is yours with Meliá" · Discover a path without limits at Meliá, where growth and development opportunities are endless. Embark on a journey that will take you to work in several countries and become part of our extended global family. · Discover some of the benefits we ...

Job description

"The world is yours with Meliá"

Discover a path without limits at Meliá, where growth and development opportunities are endless.

Embark on a journey that will take you to work in several countries and become part of our extended global family.

Discover some of the benefits we offer:

My MeliáRewards:
Participate in our exclusive loyalty program, enjoying unique benefits and advantages.

My MeliáBenefits:

Take advantage of flexible compensation and exclusive discounts on a wide variety of products and services, promoting an active and healthy lifestyle.

Mission:

We are looking for a Sales Manager specialised in B2B clients, in both domestic and international markets, to help us achieve sales success for our new collection of Premium and Luxury hotels opening throughout 2026 and 2027 in Malta and Gozo.

Beyond sales performance, we seek someone who genuinely connects with the destination and understands that our mission goes beyond selling rooms and meeting spaces but that act as an ambassador for Malta and Gozo, conveying its culture and lifestyle, and helping clients and partners experience the true essence of the islands through each of our hotels.

What Will You have to do?

Takes part in the definition and implementation of the Business Plan for the hotels in the area
Monitor the achievement of objectives in the hotels in the sales area and identify and coordinate the business needs of the hotels with Revenue Management
Monitor online sales daily/weekly/monthly by channel/nationality/room type using the available reports: Booking Position, Dashboard, etc. to detect deviations and opportunities and transmit them to the corresponding Global Segment leader to take action together (Luxury, Ecommerce, Corporate, Leisure, MICE)
Participate in the preparation and review of hotel revenue projections, providing insight into on-the-books business, pick-ups and possible deviations. Implement sales actions to correct projected deviations.
Prepare the sales strategy for hotels under their responsibility that complies with the Business Plan for each hotel.

Prepare the revenue budget together with the area Revenue Management team and the area Director of Operations (and independent hotels if they do not form part of the Operations Center).

Ensure appropriate sales activities for the hotels in the area for all business segments and markets with the help of the Global sales team in the area (if exists) and transmit the needs of the hotels to the different market Global segment leaders.

Directly responsible for the development and performance of local accounts (Malta) not assigned to segment Account Managers (Global Sales) or to Sales Development teams.

Ensure that MHI Segment Directors are aware of the needs of each of the hotels so that they are taken into account in the preparation of the Segment and Account Managers' action plans.

Participates, together with Revenue Management and Hotel Managers/General Managers in the preparation of budget per segment and month.
Monitor the achievement of sales objectives defined for hotels and coordinate the actions required to achieve them.

Prepare the annual sales expense budget for the implementation of the Action Plan to achieve the objectives in each of the key business sources/segments and markets (nationalities) for all of the hotels in the commercial area.

Ensure compliance with the budget and control over outgoing payments on a regular basis together with Area Business/Financial partner

Prepares the information of Sales area to present – in a summarised an executive way - using the company's dashboards, reports and hotels' PMS to give a full vision of the business per segment, rates, market as well as all sales activities.

When groups represent an important share of the business mix of the hotels: to present all the MICE performance (quotations, confirmations, relevant opportunities, arrival date,…).

In his/her absence, ensures that sales and groups information – as per the MHI government model – is available to be presented in the BR by the General Managers/Hotel Managers
Prepares and executes the annual Action Plan according to the hotel's budget and business mix
Attracts, develops and manages local/domestic accounts not assigned to Account Managers of Global Sales Offices. Promotes hotels to local accounts along with global MHI programmes and tools such as MeliaPro Rewards, TravelLabs, etc.

Closes commercial agreements (Dynamic, Fixed Negotiated, etc) with target companies and negotiates with newly acquired agency groups along with their drafting, signature and upload to the relevant internal platform.

Based on the assigned segment/s, prepares and completes BT RFPs, incoming agencies contracts, MICE Agreements, etc., and negotiates directly with the account.

Prepares the Business Case required to attract new accounts.

Activates the actions required directly or through the Sales Partner with the leaders of the relevant Global Sales segments for the hotels (Luxury, Leisure, BT, MICE and E-Commerce).

Point of contact for any incidents with their accounts and responsible for their resolution.

To acknowledge full information about main booking channels/engines such as GDS'S, OTA's, groups platforms in order to help and inform our clients accordingly.

Awareness of the competition in the area, their products, prices, strengths and weaknesses, incorporating this into his/her sales pitch.

Coordinates with the Hotels Managers the correct preparation and implementation of sales site inspections of all types and for all segments in the hotels in the area.

When available, will attend relevant site inspections to support Hotel Managers.

Lead the sales relationship with key tourism organisations in the area (Convention Bureaux, Tourist Offices) participating in and promoting actions to benefit the hotels in the area (sponsorship of events, fam trips, promotional trips, etc.).

Participate in Corporate, TO and MICE trade fairs and sales activities organised by third parties or by MHI
Ensure the full and appropriate implementation of CRM for sales management and group business in all of the hotels (external sales and group sales) as well as the correct implementation of the MICE processes defined by the segment
Together with Revenue Management, prepare and supervise price quotes for leads with more than 10 guestrooms and with or without event rooms for hotels in the area to maximise revenues from rooms, event rooms, F&B services and other revenues related to the group

Analyse the requests received and the percentage conversion and define new actions to attract more business based on the results and a market analysis.

Review and ensure that negotiations, customer contracts and credit policies are implemented in compliance with MHI policies and procedures.
In the absence of a Groups & Events Manager, once the group or event is confirmed, draft the corresponding service contract and block the guestrooms and event rooms required and confirmed by the customer in the hotel PMS
Coordinates with the Group Desk and through the Cross-selling programme any meeting or group request their accounts or commercial visits may generate for other MHI hotels (other commercial areas/regions)

Prepare and monitor a specific action plan for the preopening of new hotels in coordination with the Global segments, ensuring it covers all potential markets and segments for the new hotel.

Prepare a budget for sales expenses to ensure visibility and positioning of the hotel in potential markets and segments

Plan with the Sales Partner in which global campaigns the hotels will participate and in which segments and sources to ensure their appropriate distribution.

Create a calendar of site inspections prior to the opening of the hotel for both local accounts and for key accounts in coordination with the Segment Managers (Global Sales).

Coordinates with Ecommerce and Marketing team all the actions to be implemented by them prior the opening of the hotel.

Keeps the assigned geographical areas/sectors updated with news on the hotels in the area to enhance their visibility and business opportunities
Maintains a constant communication with MHI Sales Offices and Sales Development teams to align efforts and actions when approaching the market to capture new accounts or business opportunities

Detects and communicates to Sales Development any opportunity for other hotels/countries within MHI to ensure the account approached has a global support and agreements based on potential for MHI.

Communicates any signed agreement and coordinates with the departments involved.
Analyse and monitor the competition (their products, improvements, rates, strengths and weaknesses, RevPar, etc.) and maintain a cordial relationship with them to ensure awareness of market trends and possible shared opportunities

Promotes and develops virtual sales activities for the hotels in the area to reach a greater number of customers in a more efficient and dynamic way within the MeliaPro TravelLabs environment.

Reports all activities in the CRM of MHI to keep updated database of all accounts, actions and activities
Promotes, coordinates and attends fam trips in hotels in the area
Plans and implements site inspections of all types and for all segments in the hotels under their responsibility. When not possible to attend, will coordinate with the Hotel Managers so they can execute them

Reports to the Hotel Managers any inspections in which they should also take part and assess the appropriateness of attendance by the Sales or Operations Directors.

What are we looking for?

Minimum 2/3 years of experience in the role
High Level of English and the knowledge of a second language will be a plus.
Knowledge and business B2B, Corporate and MICE contacts.
Great ability to communicate and negotiate
Hands-on and results oriented.
Customer service and analytical skills.
Availability to travel.

At Meliá we are all VIP

At Meliá Hotels International, we are committed to equal opportunities between women and men in the workplace, with the commitment of management and the principles contained in Human Resources policies.

We also prioritize disseminating throughout the entire staff a corporate culture committed to effective equality, and raising awareness about the need to act jointly and globally.

We promote our commitment to equality and diversity, avoiding any kind of dicrimination, especially related to reasons of disability, race, religion, gender, or age.

We believe that diversity and inclusion among our employees are essential for our success as a global company.

Additionally, we support the sustainable growth of our industry through a socially responsible team. In this sense, our motto is "Towards a sustainable future, from a responsible present". Thanks to al our collaborators, we make it possible.

To protect yourself and avoid fraud in selection processes, we invite you to consult our recommendations on the "Protect Your Application" page.

If you want to be "Very Inspiring People", follow us on:

INSTAGRAM – TIKTOK – LINKEDIN – INDEED – GLASSDOOR