Sales & Account Management (1)

The Role

Under the general guidance and supervision of the Director of Sales and Marketing, implements all sales activities and maximizes business opportunities in his / her specific area of responsibility.
To drive, manage and maintain robust positive relations with all key accounts and business partners of MH&R and the hotel.
To work as a team member to create the most professional sales team, in Mövenpick Hotels and Resorts. To meet and exceed sales targets set in the monthly and yearly forecasts and to direct all efforts to maximizing the hotel’s revenues and profits in across all revenue streams specifically rooms, small meeting conference and food & beverage departments.
To develop network of contacts to encourage and secure hotel trial of key decision makers.
Generates and maintains customers of corporate segment through various sales activities (face to face sales calls, telephone calls, entertainment)

Key Deliverables and Responsibilities

Planning & Organizing:

To develop in conjunction with the Director of Sales & Marketing structures, timely, achievable personal business plan.
To support staff needs in other Divisions based on the hotel priorities and anticipated business levels.
To maintain complete and supported records of all sales agreements, contract and quotes for the hotel as per Mövenpick Hotels & Resorts Policies and Procedures.
To have a good understanding of contribution margins for each product results and work with respective heads of departments to maximize Operating results.
To achieve targets in terms of number of new active Accounts, Room Nights, Banquet Covers and Revenue as set by the Director of Sales and Marketing.
To submit weekly entertainment schedule to the Director of Sales & Marketing for approval.
As directed, plans sales trips or attends trade shows and exhibitions under the direct approval and guidance of the DOSM and where applicable in coordination with International Sales Offices.
Arranges site inspections of hotel and lunches and dinners.
Attends major corporate functions and promotional events (i.e. exhibitions) and promotes sales (rooms, catering and other facilities and services) for the hotel.
Where applicable, closely coordinate and communicate with International sales office with regards to accounts/markets that are serviced by International Sales.
Ensures that selling strategies are adhered to during negotiations and up selling opportunities whenever possible.

Operations:

Maintains a sales call pattern averaging 25 calls a week.
Minimum two accounts entertainment per week.
Establishes and maintains histories on every account with his/her market segments.
Implements and executes all sales objectives and action plans to reach and exceed targets set
Solicits and service both Corporate and Groups business
Within established parameters, quotes and negotiate corporate contracts and groups business and where need be involved Director of Sales & Marketing to close contract.
Attends major events in hotel and city as requested by Department Head
Closely monitors accounts revenue and business production of own corporate portfolio and that of any assigned Sales Executives.
Maximizes up selling opportunities whenever possible.
Establishes and maintains files of major accounts and assists Assistant DOS in maintaining the accounts management system.
Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.

Education

Bachelor's Degree in Business Administration, Hospitality Management, Marketing, or a related field.
Professional certifications in Event Management or Hospitality Management are an advantage.

Experience

Minimum 5-7 years of progressive sales experience in the hospitality industry, in Dubai, U.A.E. with at least 2-3 years in a managerial role.
Proven track record of achieving and exceeding revenue and sales targets within the hotel sector.
Strong knowledge of hotel sales, corporate accounts, travel trade, MICE, and government segments.
Experience managing sales activities across multiple properties is highly preferred.
Excellent negotiation, communication, presentation, and relationship-building skills.
Strong understanding of revenue management principles and market analysis.
Ability to develop and implement strategic sales plans to maximize revenue and market share.

Technical Skills

Strong knowledge of Sales in Corporate and Long Stay Segment.
Experience with hotel PMS, sales and catering systems (Opera Cloud, Anis, Cvent, Passk, or similar platforms).
Proficiency in Microsoft Office Suite, especially Excel, PowerPoint, and Outlook.
Ability to prepare event proposals, contracts, budgets, and forecasts.

Key Competencies

Excellent communication and interpersonal skills.
Strong organizational and project management abilities.
Excellent negotiation and sales skills.
Ability to manage multiple events simultaneously and work under pressure.
Strong attention to detail and problem-solving skills.
Leadership and team management capabilities.
Customer-focused mindset with a passion for delivering exceptional guest experiences.
Financial awareness with the ability to manage budgets and maximize revenue.

Language Requirements

Fluent in English (written and spoken).
Additional languages such as Arabic, Russian, German, French, or other international languages are an advantage.

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

Cluster Sales Manager

Corporate, Long Stay