Cluster Sales Manager - Business Development

Accor Group; Dubai; On-site; AED 133,920 - 200,880; Full time

Job summary

Accor in Dubai seeks a Cluster Sales Manager - Business Development to drive multi-property sales across the Dubai hospitality market.

You will manage the complete sales cycle, engaging corporate clients, partners, and event organizers while coordinating with hotel managers, reservations, e-commerce, and marketing to secure profitable business.

Qualifications

• Experience in hotel sales or account development.
• Proven ability to acquire new business and grow existing accounts.
• Strong contract negotiation and closing skills.

Responsibilities

• Build a qualified pipeline of corporate, leisure, group, conference, and travel-trade opportunities for the assigned hotels.
• Identify prospective clients through market mapping, competitor research, industry contacts, referrals, and local business activity.
• Introduce Accor properties to new decision-makers and clearly communicate their commercial value.
• Manage client relationships from initial contact through proposal, negotiation, contracting, activation, and account review.
• Develop tailored offers that reflect accommodation needs, meeting requirements, expected production, and budget considerations.
• Negotiate rates and commercial terms within approved pricing and profitability guidelines.
• Maintain regular contact with existing accounts to protect business and identify expansion opportunities.
• Re-engage inactive customers and investigate the reasons behind declining production.

Skills

Cluster hotel sales

New business acquisition

Corporate account management

Sales pipeline management

Contract negotiation

Revenue-focused selling

CRM system

Tools

CRM system

Job description

Cluster Sales Manager - Business Development Job Snapshot Role: Cluster Sales Manager - Business Development Location: Dubai, United Arab Emirates Industry: Hospitality Function: Sales Experience: Minimum 3 years in a sales role within a five-star hotel Job Type: Full-time

Position Overview

Accor is hiring a Cluster Sales Manager - Business Development in Dubai, United Arab Emirates, for a Hospitality opportunity focused on new account acquisition, commercial partnerships, and revenue growth across multiple hotels. The position will convert market intelligence into targeted sales activity while strengthening relationships with corporate clients, travel partners, event organizers, and other valuable business segments. From prospecting and hotel inspections to proposal development and contract negotiation, the Cluster Sales Manager will manage the complete sales cycle. Close coordination with Hotel Managers, Reservations, E-Commerce, Marketing, and the Area Sales Manager will help each participating property secure profitable business and improve its position within the Dubai hospitality market.

Job Details

Country: United Arab Emirates City: Dubai Industry: Hospitality Function: Sales Salary: 12000-18000 Estimated salary range based on similar jobs in Dubai; please confirm the final offer with the employer. Gender: Any Candidate Nationality: Any Job Type: Full-time

Role Context

Cluster hotel sales requires a wider commercial perspective than representing a single property. Each hotel may serve different guest segments, operate at a different price point, or require business during particular dates. The Cluster Sales Manager must understand these differences and present the most appropriate solution to every prospect. The role directly influences occupancy, room revenue, meetings and events business, and long-term account production. Accurate market analysis and disciplined follow-up will allow the sales team to focus its effort on opportunities with genuine conversion potential.

Key Responsibilities

• Build a qualified pipeline of corporate, leisure, group, conference, and travel-trade opportunities for the assigned hotels.
• Identify prospective clients through market mapping, competitor research, industry contacts, referrals, and local business activity.
• Introduce Accor properties to new decision-makers and clearly communicate their commercial value.
• Manage client relationships from initial contact through proposal, negotiation, contracting, activation, and account review.
• Develop tailored offers that reflect accommodation needs, meeting requirements, expected production, and budget considerations.
• Negotiate rates and commercial terms within approved pricing and profitability guidelines.
• Maintain regular contact with existing accounts to protect business and identify expansion opportunities.
• Re-engage inactive customers and investigate the reasons behind declining production.
• Create account development plans for high-value clients and emerging market segments.
• Maintain accurate records of contacts, negotiations, commitments, and follow-up dates.
• Plan and conduct structured sales visits, prospecting campaigns, and targeted sales blitzes.
• Support sales activity for newly opened or repositioned hotels.
• Organize client networking events, presentations, familiarization visits, and property showcases.
• Lead hotel site inspections that connect client requirements with suitable rooms, event spaces, dining facilities, and services.
• Represent the cluster at relevant trade events, business forums, and commercial meetings.
• Prepare persuasive presentations, proposals, and account-specific sales materials.
• Respond to qualified enquiries promptly and coordinate internal input for complex opportunities.
• Track outstanding proposals and address barriers that may delay a purchasing decision.
• Ensure negotiated arrangements are properly documented and communicated to operational teams.
• Review contracted accounts to confirm that expected room nights and revenue are being delivered.
• Monitor competitor positioning, rate activity, promotions, new openings, and changes in local demand.
• Analyze account production, conversion results, sales activity, and revenue contribution.
• Identify periods where additional demand generation is required across individual properties.
• Prepare commercial reports that explain performance, risks, and available growth opportunities.
• Share relevant customer feedback and competitor intelligence with hotel leadership.
• Recommend adjustments to account strategy based on measurable results.
• Maintain awareness of Dubai business developments, exhibitions, conferences, and seasonal demand drivers.
• Use customer relationship management systems to keep pipeline and account data current.
• Protect confidential client, pricing, and contractual information.
• Work with Hotel Managers to understand property priorities, availability, and target segments.
• Coordinate with Reservations teams on account loading, booking processes, and client requirements.
• Partner with E-Commerce and Marketing teams on campaigns that support priority markets.
• Exchange relevant demand information with Revenue teams to help balance volume and rate objectives.
• Attend sales, revenue, and management meetings with accurate updates and action plans.
• Deliver practical sales training to hotel employees who contribute to lead generation or client engagement.
• Coach participating teams on product presentation, account handling, and opportunity referral.
• Support the Area Sales Manager with commercial planning and operational sales matters.
• Act as the Area Sales Manager 's delegate when assigned.
• Follow Accor policies, brand standards, approval procedures, and applicable commercial regulations.

Ideal Profile

• Proven success in hotel sales or account development
• Experience acquiring new business and expanding existing accounts
• Strong contract negotiation and closing ability
• Understanding of room, group, event, and corporate sales cycles
• Ability to represent several hotels with distinct commercial priorities
• Confidence conducting presentations and property inspections
• Skill in interpreting market and competitor information
• Experience working toward demanding revenue and activity targets
• Clear written and verbal communication
• Professional relationship management across different client levels
• Ability to organize several active negotiations simultaneously
• Sound judgment in a target-driven environment
• Fluency in English, with additional languages considered an advantage
• Self-motivation, resilience, and a genuine interest in commercial challenges

Skills Set

• Cluster hotel sales
• New business acquisition
• Corporate account management
• Business development planning
• Sales pipeline management
• Client prospecting
• Market segmentation
• Competitor analysis
• Contract negotiation
• Proposal preparation
• Commercial presentation
• Revenue-focused selling
• Account production analysis
• Customer retention
• Sales blitz coordination
• Hotel site inspections
• Client event planning
• Lead qualification
• Opportunity conversion
• CRM data management
• Sales forecasting
• Performance reporting
• Five-star hotel operations
• Reservations coordination
• E-Commerce collaboration
• Marketing campaign support
• Sales training delivery
• Stakeholder management

Why Join Us

This position provides exposure to multi-property commercial strategy within Dubai 's competitive Hospitality market. Managing different hotel propositions, client segments, and revenue priorities can build the experience required for future progression into Area Sales Manager, Director of Sales, Cluster Commercial Director, or regional business development roles. Accor employees may receive discounted rates at participating properties, access to professional learning programs, and opportunities to develop across an international network of hotels and brands. The scale of the group also offers insight into evolving distribution channels, customer segments, and responsible hospitality practices.

About the Company

Accor is an international hospitality group bringing together more than 45 brands across hotels, resorts, restaurants, and lifestyle destinations. Its commercial teams connect individual market opportunities with a diverse property portfolio while supporting sustainable revenue, valued partnerships, and memorable guest experiences.