Cluster Corporate Sales Manager - Hotels

Accor Group; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Accor Group in Dubai seeks a Cluster Corporate Sales Manager - Hotels to drive corporate business across Novotel and ibis properties. You will develop strategies, acquire new accounts, grow existing relationships, and negotiate contracts to maximize room revenue and market share.

Collaborate with the Cluster Director of Sales and hotel teams to optimize performance, manage key accounts, and deliver regular reviews and forecasts.

Qualifications

• Proven track record in a similar sales role within a quality environment.
• Demonstrated ability to maintain strong sales standards and productivity.
• Commercially aware with the ability to manage multiple priorities.
• Motivated by challenging sales and revenue objectives.
• Driven to increase productivity and sales volume using appropriate sales techniques.
• Clear thinking with excellent communication skills.
• Strong attention to detail.
• Strong negotiation skills.
• Ability to contribute positively to the hotels' community image.
• Ability to support sales goals through effective sales team management.

Responsibilities

• Develop and execute corporate sales strategies for the assigned hotels.
• Identify, target, and acquire new corporate accounts and business opportunities.
• Build and maintain relationships with existing corporate clients.
• Generate additional room nights and revenue through corporate accounts, negotiated rates, and long-term agreements.
• Conduct regular sales calls, client visits, presentations, and business reviews.
• Prepare and negotiate corporate contracts in line with approved commercial strategies and guidelines.
• Monitor corporate demand, competitor activity, and market trends to identify potential business opportunities.
• Develop and maintain a strong corporate client database.
• Manage key corporate accounts and maintain regular contact with decision-makers and travel coordinators.
• Conduct account reviews and identify opportunities to increase production and revenue.
• Ensure negotiated corporate rates, benefits, and contractual conditions are communicated and implemented correctly.
• Address client concerns promptly and coordinate solutions with relevant hotel departments.
• Develop relationships with local companies, multinational organizations, government entities, and other potential corporate partners.
• Identify opportunities to increase the share of business generated from existing accounts.
• Support account retention and contract renewal activities.
• Work toward agreed monthly and annual sales targets across the assigned hotel cluster.
• Monitor corporate account performance using room nights, average daily rate, revenue, and overall contribution.
• Collaborate with Revenue Management to optimize corporate rates and commercial opportunities.
• Support the preparation of sales forecasts, budgets, and business plans.
• Track production from existing key accounts and identify opportunities for further growth.
• Maintain focus on corporate room revenue, ADR, RevPAR contribution, account penetration, and market share.
• Maintain a structured weekly sales call plan and consistent market coverage.
• Participate in exhibitions, trade shows, networking events, corporate functions, and sales missions.
• Organize client entertainment, hotel inspections, presentations, and familiarization visits when appropriate.
• Promote the facilities, services, and key selling points of the assigned hotels.
• Develop cross-selling opportunities between Novotel and ibis.
• Track new corporate accounts, prospects, leads, conversions, and lost business.
• Work closely with the Cluster Director of Sales, Revenue, Reservations, Front Office, and Operations teams.
• Communicate corporate client requirements clearly to support smooth delivery of agreed services.
• Share market intelligence, competitor developments, and potential business opportunities with sales leadership.
• Support other sales colleagues and contribute to overall cluster sales objectives.
• Coordinate internally to ensure corporate agreements and client expectations are understood and implemented.
• Maintain accurate records of corporate accounts, contracts, sales activities, and production.
• Prepare regular sales activity reports and account performance updates.
• Keep client, lead, prospect, and opportunity information current within relevant CRM and sales systems.
• Monitor lead conversion and lost-business information.
• Follow hotel and company policies covering credit, contracting, pricing, and client engagement.
• Success in this role is measured through corporate room nights and revenue, ADR and RevPAR contribution, new account acquisition, production from existing accounts, contract renewal and retention, sales activity, lead conversion, corporate account penetration, market share, and achievement of agreed monthly and annual sales targets.

Skills

Proven track record

Sales productivity

Commercial awareness

Sales objectives

Sales techniques

Communication skills

Attention to detail

Negotiation skills

Community image

Account management

Job description

Cluster Corporate Sales Manager - Hotels Job Snapshot Role: Cluster Corporate Sales Manager - Hotels Location: Dubai, United Arab Emirates Industry: Hospitality Function: Sales Management Experience: Proven experience in a similar role within a quality environment Job Type: Full Time

Accor is seeking a Cluster Corporate Sales Manager - Hotels in Dubai, United Arab Emirates to develop corporate business across Novotel and ibis properties. The role focuses on acquiring new corporate accounts, growing existing client relationships, negotiating commercial agreements, generating room revenue, and strengthening the hotels ' position within the corporate market. Working with the Cluster Director of Sales and hotel commercial teams, the position manages corporate account performance from initial prospecting and contracting through production reviews, retention, and long-term business development.

Job Details
Country: United Arab Emirates
City: Dubai
Industry: Hospitality
Function: Sales Management
Salary: Not disclosed
Gender: No Preference
Candidate Nationality: Not specified
Job Type: Full Time
Work Arrangement: On-site

Corporate Sales and Business Development

• Develop and execute corporate sales strategies for the assigned hotels.


• Identify, target, and acquire new corporate accounts and business opportunities.


• Build and maintain relationships with existing corporate clients.


• Generate additional room nights and revenue through corporate accounts, negotiated rates, and long-term agreements.


• Conduct regular sales calls, client visits, presentations, and business reviews.


• Prepare and negotiate corporate contracts in line with approved commercial strategies and guidelines.


• Monitor corporate demand, competitor activity, and market trends to identify potential business opportunities.


• Develop and maintain a strong corporate client database.

Key Account Management

• Manage key corporate accounts and maintain regular contact with decision-makers and travel coordinators.


• Conduct account reviews and identify opportunities to increase production and revenue.


• Ensure negotiated corporate rates, benefits, and contractual conditions are communicated and implemented correctly.


• Address client concerns promptly and coordinate solutions with relevant hotel departments.


• Develop relationships with local companies, multinational organizations, government entities, and other potential corporate partners.


• Identify opportunities to increase the share of business generated from existing accounts.


• Support account retention and contract renewal activities.

Revenue and Commercial Performance

• Work toward agreed monthly and annual sales targets across the assigned hotel cluster.


• Monitor corporate account performance using room nights, average daily rate, revenue, and overall contribution.


• Collaborate with Revenue Management to optimize corporate rates and commercial opportunities.


• Support the preparation of sales forecasts, budgets, and business plans.


• Track production from existing key accounts and identify opportunities for further growth.


• Maintain focus on corporate room revenue, ADR, RevPAR contribution, account penetration, and market share.

Market and Client Activities

• Maintain a structured weekly sales call plan and consistent market coverage.


• Participate in exhibitions, trade shows, networking events, corporate functions, and sales missions.


• Organize client entertainment, hotel inspections, presentations, and familiarization visits when appropriate.


• Promote the facilities, services, and key selling points of the assigned hotels.


• Develop cross-selling opportunities between Novotel and ibis.


• Track new corporate accounts, prospects, leads, conversions, and lost business.

Internal Coordination

• Work closely with the Cluster Director of Sales, Revenue, Reservations, Front Office, and Operations teams.


• Communicate corporate client requirements clearly to support smooth delivery of agreed services.


• Share market intelligence, competitor developments, and potential business opportunities with sales leadership.


• Support other sales colleagues and contribute to overall cluster sales objectives.


• Coordinate internally to ensure corporate agreements and client expectations are understood and implemented.

Reporting and Sales Administration

• Maintain accurate records of corporate accounts, contracts, sales activities, and production.


• Prepare regular sales activity reports and account performance updates.


• Keep client, lead, prospect, and opportunity information current within relevant CRM and sales systems.


• Monitor lead conversion and lost-business information.


• Follow hotel and company policies covering credit, contracting, pricing, and client engagement.

Success in this role is measured through corporate room nights and revenue, ADR and RevPAR contribution, new account acquisition, production from existing accounts, contract renewal and retention, sales activity, lead conversion, corporate account penetration, market share, and achievement of agreed monthly and annual sales targets.

Qualifications and Skills

• Proven track record in a similar sales role within a quality environment.


• Demonstrated ability to maintain strong sales standards and productivity.


• Commercially aware with the ability to manage multiple priorities.


• Motivated by challenging sales and revenue objectives.


• Driven to increase productivity and sales volume using appropriate sales techniques.


• Clear thinking with excellent communication skills.


• Strong attention to detail.


• Strong negotiation skills.


• Ability to contribute positively to the hotels ' community image.


• Ability to support sales goals through effective sales team management.