Corporate Sales Executive

Responsibilities

• Develop and manage corporate account relationships in the Cancún and Riviera Maya hotel market: identify and prospect corporate clients with Cancún and Riviera Maya travel needs (pharmaceutical companies with Mexico operations, retail groups with annual conventions, financial services companies with incentive programs) and convert them to negotiated rate account status
• Negotiate corporate rate agreements for the property's annual corporate account portfolio: present the property's corporate rate value proposition, negotiate annual volume commitments and rate levels, and process rate agreement documentation through to signature
• Develop the MICE (Meetings, Incentives, Conferences, Events) account base: Cancún receives significant corporate meeting and conference business — the corporate sales executive identifies meeting planners, procurement managers, and executive assistants who influence hotel selection for corporate events and builds relationships that generate group meeting leads
• Manage proactive sales activity: calls, emails, LinkedIn outreach, and in-person client visits (the Cancún-to-CDMX and Cancún-to-Monterrey in-person sales call is a quarterly activity for the executive who serves the domestic corporate market) are the pipeline activities that generate negotiated account conversions
• Represent the property at CDMX and Monterrey corporate client meetings: the Cancún resort's corporate market is primarily domestic — the corporate sales executive visits Mexico City and Monterrey quarterly to maintain face-to-face relationships with the corporate travel managers and event planners who generate the property's group and negotiated corporate demand
• Track and report monthly on corporate account production against target

Requirements

• Corporate hotel sales experience; resort or MICE market preferred
• Spanish native; English fluency for North American corporate clients
• Corporate rate negotiation and account management
• B2B sales discipline and proactive prospecting
• CDMX and Monterrey corporate travel community relationships an advantage

Benefits

• IMSS, aguinaldo, paid vacation + premium
• Staff meals
• Fixed monthly + corporate account commission
• Travel expense account for client visits to CDMX and Monterrey
• Career advancement to Senior Corporate Sales Manager and Director of Sales

Work environment

Corporate sales executive at a Cancún hotel or resort with meeting facilities. Proactive domestic and North American corporate account development, MICE market prospecting, and negotiated rate agreement management in Mexico's most active corporate resort destination.

About the role

The Cancún corporate sales executive who spends a Wednesday afternoon in Mexico City — who has 4 back-to-back corporate travel manager meetings in Polanco and Santa Fe — who by 7pm has reconnected with one existing account, converted one prospect to a site visit invitation, identified a new qualified lead at the fourth meeting, and is at dinner with the long-time corporate contact who generates 80 room nights a year — has done a day of relationship cultivation that keeps the pipeline healthy for the next 6 months. The sales call in the corporate market is not a transaction. It's a regular investment in a relationship that has a multi-year commercial horizon.