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Sales and Marketing: Lucrative Career Option in Hospitality - Aditya Shamsher Malla, Dir. of Sales and MKTG, Shangri-La’s- Eros Hotel New Delhi

Tuesday, June 25, 2013, 12:00 Hrs  [IST]


As one of the oldest professions, hospitality has always been reviewed as a synonym for service. The emergence of this industry as a competitive business happened when tourism started driving the economies of certain developing countries. Promotional initiatives by the government to promote India as a major tourist destination on a global platform have resulted in a surge of tourists from all over the world. Domestic tourism in the country too has flourished in the recent years.

Given the growth of the hotel industry in the last few years, the employment opportunities have multiplied manifold. This industry is now in need of a young work force. Earlier people were not aware about the industry but the scope, exposure and better career prospects have made this industry grow. The sky is the limit for ambitious young blood in this sector.

Like in any other business Sales and Marketing in the hospitality trade plays a pivotal role in positioning the product and driving the topline. A very people centric business, the Sales and Marketing concepts are business-to-customer and business-to-business in nature. Coming of age of Revenue Management has led to stiffer competition which in turn has led to driving values, profits and introducing margins. Thus came in the new concept of Sales and Marketing. Further pressures on the bottom line have increased the role of revenue and yield management in various aspects of the business. Now prestigious institutes like Cornell offer specialised programs and courses for training revenue managers.

career_choice.jpgSales and Marketing is a brilliant career opportunity in strategy, positioning a product and driving revenues. The career path leads from a unit level role to a global sales role, leading up to a geography wide head of Sales and Marketing.

A Sales and Marketing aspirant should have a strong functional skill base, a record of accomplishment of delivering results and good interpersonal and organizational skill sets. It is a myth that all you need to do to succeed in the hospitality industry is to smile and greet customers from behind a desk. Like all professions, this one too has its rigors and demands. As a result one should be willing to work very hard. What is desirable is an MBA from a reputed business school or a graduation in hotel management with an interest in Sales and Marketing. Impressive communication skills coupled with a penchant for hospitality can help you succeed in the hotel industry.

The hotel industry will bring to you an amalgamation of world cultures – a melting pot of sorts. Hence it is of utmost importance to be adaptable. Once in this industry it is imperative to hone your communication skills as it involves extensive guest and customer interaction. One should have a smart and pleasant personality and excellent inter personal skills. You should also be willing to meet and network with a wide range of people. So if you have the right people skills and appropriate qualification with adequate experience under your belt, you can scale great heights in this profession and the hotel industry might just be the springboard that your aspirations need.

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