Commercial Director

Dusit Thani Dubai; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Dusit Thani Dubai is seeking a seasoned Head of Sales to lead the hotel’s sales strategy and distribution network. You will guide the sales team to meet revenue, market share, and occupancy targets while fostering a culture of excellence and accountability.

The role requires a proven track record in hotel sales leadership, strong analytical abilities, and exceptional negotiation skills. You will travel for industry events and collaborate with marketing, operations, and finance to drive growth.

Qualifications

• Bachelor's degree in Business, Hospitality Management, or related field.
• Proven track record in hotel sales and distribution with leadership experience.
• Strong analytical and strategic thinking abilities.
• Excellent communication and negotiation skills.
• Proficiency in CRM software.
• Deep knowledge of hotel market trends and client relationships.
• Willingness to travel for industry events.

Responsibilities

• Sales Leadership: mentor and motivate the sales team to hit targets and occupancy goals.
• Market Analysis and Strategy: analyze trends and align with marketing initiatives.
• Distribution Optimisation: manage OTAs, GDS, direct sales, and partnerships.
• Relationship Building: develop long-term partnerships with corporate clients and partners.
• Revenue Management: collaborate on pricing, packages, and promotions.
• Team Management: recruit and develop high-performing sales staff.
• Reporting and Analysis: provide performance metrics and forecasts to senior management.
• Collaboration: work with marketing, operations, and finance for cross-functional alignment.

Skills

Sales leadership

Strategic thinking

Communication skills

Negotiation skills

CRM software

Relationship building

Market analysis

Team management

Education

Bachelor's degree in Business/Hospitality

Master's degree preferred

Tools

CRM software

Job description

PRIMARY RESPONSIBILITIES

• Sales Leadership Develop and execute comprehensive sales strategies to achieve revenue targets market share and occupancy goalsLead the sales team through providing mentorship guidance and motivation to achieve individual and collective performance objectivesFoster a culture of excellence teamwork and accountability within the sales department
• Market Analysis and Strategy Conduct thorough market analysis to identify emerging trends competitive positioning and potential growth opportunitiesCollaborate with the marketing team to align sales strategies with the overall brand and marketing initiatives
• Distribution Optimisation Oversee the management of all distribution channels including Online travel agencies OTAs Global Distribution Systems GDS direct sales and partnershipsMonitor channel performance adjust pricing strategies and negotiate contracts to maximise revenue and profitability
• Relationship Building Cultivate relationships with key Corporate clients Travel Management Company TMC Destination Management Company DMC Leisure Wholesalers Travel Agencies Tour Operators Online Travel Agencies OTA Profesional Conference Organiser PCO Wedding Planners Event Planners National Tourism Organisations and other stakeholders to drive business and establish long-term partnershipsRepresent the hotel at industry events conferences and networking opportunities to expand the hotel s presence
• Revenue Management Collaborate with the revenue management team to develop pricing strategies packages and promotions that elevate revenue and occupancy levelsMonitor competitors pricing and adjust strategies accordingly
• Team Management Recruit train and develop a high-performing sales team foster a culture of continuous learning and professional growth Set clear performance goals conduct regular performance evaluations and provide constructive feedback
• Reporting and Analysis Generate regular sales reports performance metrics and forecasts for the senior management teamUtilise data-driven insights to make informed decisions and identify areas for improvement
• Collaboration Collaborate with other department heads including marketing operations and finance to ensure seamless cross-functional alignment and execution of business strategies

• Bachelor s degree in Business, Hospitality Management, or a related field. A Master s degree is a plus.Proven track record of success in hotel sales and distribution, with at least ten years of experience in a leadership roleStrong analytical and strategic thinking abilitiesExcellent communication and negotiation skillsProficiency in using sales and customer relationship management (CRM) softwareIn-depth knowledge of hotel market and industry trendsDemonstrated ability to build and maintain strong relationships with clients and partnersFlexibility to travel and attend industry events as required