Position Summary
The Business Development & Sales position is responsible for driving revenue growth and developing new business opportunities for Masagi Hospitality and its properties.
The position focuses on identifying and acquiring new customers, corporate clients, travel partners, property agencies, tour operators, event organizers, investors, and other strategic business partners. The role is responsible for managing the full sales process, from lead generation and prospecting to negotiation, closing, and post-sale relationship management.
The Business Development & Sales team is expected to actively develop new markets, build long-term commercial relationships, and achieve agreed revenue and sales targets in coordination with Management, Marketing, and Operations.
Key Responsibilities
Business Development & Market Expansion
- Identify and develop new business opportunities for Masagi Hospitality and its properties.
- Conduct market research to identify potential customer segments, business partners, distribution channels, and new markets.
- Develop and maintain a structured pipeline of prospective clients and business partners.
- Identify opportunities in the hospitality, tourism, corporate, F&B, event, real estate, travel, and lifestyle sectors.
- Develop strategies to enter and expand into new customer and geographic markets.
- Establish relationships with potential strategic partners that can contribute to revenue growth.
- Continuously identify new sales channels and commercial opportunities for existing and upcoming properties.
- Provide Management with market feedback, customer insights, competitor information, and potential business opportunities.
Sales & Revenue Generation
- Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue targets.
- Actively prospect and approach potential customers and business partners through direct outreach, networking, referrals, events, digital channels, and other appropriate methods.
- Present Masagi Hospitality's properties, services, packages, and commercial offerings to prospective clients.
- Conduct sales meetings, presentations, property visits, site inspections, and business negotiations.
- Prepare commercial proposals, quotations, sales presentations, and partnership offers.
- Negotiate pricing, packages, commercial terms, and partnership arrangements within the authority granted by Management.
- Convert qualified leads into confirmed bookings, contracts, partnerships, or other commercial transactions.
- Follow up systematically with prospects throughout the sales cycle.
- Maintain accurate records of sales activities, opportunities, proposals, negotiations, and closed deals.
B2B Sales & Partnership Development
- Develop and manage relationships with travel agencies, tour operators, corporate companies, event organizers, wedding planners, property agencies, online travel partners, and other relevant B2B clients.
- Build corporate accounts and long-term commercial relationships.
- Develop group booking opportunities, corporate retreats, meetings, events, weddings, and other group-related business.
- Establish partnerships with domestic and international travel networks and distribution channels.
- Develop commercial packages and partnership programs together with Marketing and Operations.
- Negotiate mutually beneficial partnership arrangements while protecting the company's commercial interests.
- Monitor partner performance and identify opportunities to increase revenue from existing accounts.
- Conduct regular business reviews with key partners and identify opportunities for further collaboration.
Property & Resort Sales
- Promote and sell accommodation, resort packages, events, facilities, and other hospitality products offered by Masagi Hospitality.
- Develop sales strategies for individual properties based on their location, positioning, facilities, target market, and commercial objectives.
- Conduct property presentations and site inspections for prospective clients and partners.
- Develop relationships with property agents, travel consultants, corporate clients, and other distribution partners.
- Identify opportunities for long-term accommodation contracts, group bookings, corporate packages, and other recurring business.
- Support the commercial launch of new properties, villas, resorts, restaurants, and hospitality facilities.
- Coordinate with Marketing to develop campaigns and promotional materials that support sales objectives.
Lead Management & Sales Pipeline
- Manage the complete sales pipeline from initial prospecting through closing.
- Qualify leads based on customer needs, budget, timeline, and commercial potential.
- Prioritize high-value and high-potential opportunities.
- Maintain regular follow-ups with prospective customers and partners.
- Update CRM or sales tracking systems accurately and consistently.
- Monitor the status of all active opportunities and ensure that no qualified lead is left without appropriate follow-up.
- Prepare weekly and monthly sales pipeline reports for Management.
- Forecast expected sales and revenue based on the current pipeline.
Negotiation & Deal Closing
- Lead commercial discussions and negotiations with prospective clients and partners.
- Prepare and negotiate proposals, quotations, contracts, packages, and commercial terms.
- Ensure that all commercial commitments remain within the authority and pricing framework approved by Management.
- Coordinate with Management, Finance, Legal, and Operations when required during negotiations.
- Ensure all agreed terms are properly documented before a transaction or partnership is finalized.
- Follow up on deposits, payments, contracts, and other requirements necessary to complete a transaction.
- Ensure a smooth handover from the sales process to Operations after a deal has been successfully closed.
Account Management & Customer Relationship
- Maintain strong relationships with existing clients and business partners.
- Develop strategies to increase repeat business, referrals, and customer lifetime value.
- Regularly communicate with key accounts and understand their changing requirements.
- Identify upselling and cross-selling opportunities across Masagi Hospitality's properties and services.
- Handle commercial issues and coordinate with relevant departments to resolve customer concerns.
- Collect customer feedback and communicate relevant insights to Management and Operations.
- Maintain professional and long-term relationships with strategic clients and partners.
Events, Networking & Business Representation
- Represent Masagi Hospitality at business meetings, networking events, trade shows, tourism events, hospitality exhibitions, and other relevant industry activities.
- Develop relationships with business owners, executives, travel professionals, corporate decision-makers, investors, and industry stakeholders.
- Organize or participate in sales missions, property showcases, client visits, and partner events.
- Identify commercial opportunities through professional networks and industry relationships.
- Maintain a strong professional representation of Masagi Hospitality in all external interactions.
Coordination with Marketing & Operations
- Work closely with the Marketing team to convert marketing-generated leads into qualified sales opportunities.
- Provide Marketing with feedback regarding customer needs, market demand, pricing, objections, and sales trends.
- Coordinate with Operations to ensure that products, packages, facilities, and services being sold can be delivered as promised.
- Communicate confirmed bookings, events, group requirements, special requests, and commercial commitments to the relevant operational teams.
- Participate in the development of new packages, products, and commercial offerings based on market demand.
- Ensure that sales promises and commercial commitments are aligned with operational capabilities.
Sales Reporting & Performance Analysis
- Prepare weekly and monthly sales performance reports for Management.
- Track sales revenue, bookings, conversion rates, average transaction value, pipeline value, and other relevant sales KPIs.
- Monitor the performance of different sales channels and customer segments.
- Analyze sales performance and identify areas for improvement.
- Provide Management with recommendations regarding pricing, packages, market opportunities, and sales strategies.
- Maintain accurate and up-to-date sales records and documentation.
Work Location & Working Arrangement
- The position operates under a hybrid working arrangement, with regular on-site presence at Masagi Hospitality's properties and operational locations as required.
- The Business Development & Sales team may be required to visit resorts, villas, cottages, restaurants, corporate offices, travel agencies, property agencies, event venues, and other partner locations.
- Regular external meetings, client visits, property inspections, networking events, and business travel may be required.
- Working schedules may include evenings, weekends, and public holidays when required for client meetings, events, property visits, or other business activities.
- The position requires flexibility to travel between Masagi Hospitality properties and external business locations.
Targets & Key Performance Indicators (KPIs)
- Achievement of agreed monthly, quarterly, and annual sales and revenue targets.
- Consistent development of a qualified and active sales pipeline.
- Achievement of agreed targets for new clients, corporate accounts, B2B partners, bookings, contracts, or other commercial transactions.
- Conversion of qualified leads into confirmed sales or partnerships.
- Growth in revenue generated from new and existing B2B accounts.
- Development of strategic partnerships that generate measurable commercial value.
- Effective follow-up and management of all qualified sales opportunities.
- Accurate and timely submission of sales reports and pipeline updates.
- Achievement of agreed customer retention, repeat business, and upselling targets where applicable.
- Sales activities and commercial commitments remain within approved pricing, authority, and company policies.
- No significant customer or partner issues resulting from inaccurate information, unauthorized commitments, or failure to properly communicate agreed terms.
- Timely collection and follow-up of customer payments and outstanding commercial obligations in coordination with Finance.
General Qualifications
- Minimum Bachelor's degree (S1) in Business, Marketing, Hospitality, Tourism, Management, or a related field.
- Minimum 3–5 years of experience in Business Development, Sales, Account Management, Hospitality, Tourism, Real Estate, or a related industry.
- Experience in B2B sales, corporate sales, hospitality sales, property sales, travel, or partnership development is strongly preferred.
- Proven ability to develop new business opportunities and close commercial deals.
- Strong communication, negotiation, presentation, and relationship-building skills.
- Strong understanding of sales processes, lead generation, pipeline management, and customer relationship management.
- Commercially minded, target-oriented, proactive, and results-driven.
- Able to identify opportunities and independently initiate conversations with potential clients and partners.
- Strong networking and relationship management capabilities.
- Good command of English and Bahasa Indonesia; additional languages are an advantage.
- Proficient in Microsoft Office, Google Workspace, CRM systems, and sales management tools.
- Strong organizational and follow-up skills.
- Able to manage multiple prospects, negotiations, and accounts simultaneously.
- Willing to travel and conduct frequent external meetings when required.
- Able to work independently while collaborating effectively with Marketing, Operations, Finance, and Management.
- Professional appearance, communication, and conduct when representing Masagi Hospitality.