Director, Global Sales - Middle East

Preferred Hotel Group; Dubai; On-site; USD 90,000 - 120,000; Full time

Job summary

A leading luxury travel organization is seeking a Director of Global Sales for the Middle East region. This remote role requires managing key corporate accounts and understanding the luxury travel market. The ideal candidate will possess strong sales skills, a relevant degree, and at least five years of hotel sales experience.

Qualifications

• Minimum five years of hotel sales experience.
• Ability to understand various corporate management structures.
• Strong knowledge of electronic distribution channels in the travel industry.

Responsibilities

• Generate increased revenues from managed accounts.
• Consult with hotel members on market trends and revenue opportunities.
• Maintain detailed records of account information in CRM tools.

Skills

Presentation Skills

Communication Skills

Networking

Sales Ability

Research Skills

Education

University Degree in Business or Hotel Management

Tools

CRM Software

Job description

The Director, Global Sales - Middle East is responsible for all activities involved in developing and managing key Corporate Business Travel accounts, Luxury Travel organizations and MICE accounts, to increase revenue for these market segments to Preferred Travel Group (PTG), including Preferred Hotels & Resorts including Beyond Green partner hotels. These efforts are critical to the value of hotel memberships that operate under PTG brands. The position must maintain a structured, balanced approach to sales account management based upon the attributes of the region and priorities established by the Vice President, Global Leisure sales – Europe.

ORGANIZATIONAL RELATIONSHIP

Under the general supervision of the Vice President, Leisure Sales - Europe, the Director, Global Sales – Middle East, works with all Preferred Travel Group departments, member hotels and clients as required. Works closely with the Senior Vice Presidents, Global Sales and EMEA Vice Presidents within assigned territory on leisure, corporate and MICE market segments; has extensive contact with hotel members regarding on-going sales efforts and the overall travel markets during meetings, showcases, tradeshows, road shows and events. The Director, Global Sales – Middle East also manages one direct report based within region.

DUTIES & RESPONSIBILITIES - GLOBAL SALES

A. Generate increased revenues from managed and prospect account base consistent with Preferred Hotels & Resorts goals for the region.

B. Responsible for consulting hotel members on corporate, MICE and leisure market segment trends and revenue opportunities.

C. Manage & grow PTG brand visibility amongst major luxury travel partnerships such as American Express Fine Hotels & Resorts, Virtuoso, Signature, Ensemble & Preferred Platinum as well as corporate Fortune 100 and 500 companies and Travel Management Companies.

D. Research and expand current account base by soliciting new corporate and travel industry accounts via travel resources.

E. Develop thorough knowledge of clients, hotel members and products via member portal, sales calls, hotel site inspections, weekly sales conference calls with SVP Global Sales & team, new hotel member announcements, Brand Travel Guides and Magazines, Worldwide Hotel Listing & Worldwide Meetings Specs via SharePoint Front Desk, individual hotel brochures & websites and Trade Publications.

F. Follow up and pursue potential business opportunities identified by the Hotels or brand Hotel Revenue Optimization Directors (i.e. sales leads, Agency 360 Report, business reviews etc.).

G. As guided by annual budget and Senior Vice President Global Sales, maintain detailed accounting of operational and promotional expenditures and follow proper financial reporting procedures as established by PTG.

H. Maintain active sales plans on key accounts as directed by EMEA Vice President, Global Sales – Corporate, MICE and Leisure via sales action plans, sales activity report, sales calls, tradeshows, road shows, participation in key regional events & meetings and brand-supported programs.

I. Report on sales activities in format and frequency as required by the Vice President Global Sales – Corporate, MICE and Leisure.

J. Maintain detailed and timely records of prospect and manage accounts for all market segments’ information within the brand intranet systems i.e. CRM, Outlook, SharePoint, Cvent, PreferredNet Member Portal, etc.

K. Monitor and promote PTG brands in high potential emerging sectors relevant for brand destinations.

L. Represent PTG at major tradeshows, showcases, conferences and road shows.

O. Host FAM trips as required.

P. Generate group business from direct clients, third-party planners and Strategic Partners in Middle East to PH&R hotels in accordance with annual goals.

Q. Maintain detailed and timely records of account information within our CRM tool.

QUALIFICATIONS

• The completion of a university degree program in business or hotel management, or related hospitality brand experience.
• Minimum five years of hotel sales experience.
• Ability to understand a variety of corporate management structures and cultures.
• Excellent presentation skills.
• Energy and ability to conduct and act on thorough industry and company research.
• Basic knowledge of international travel, geography and cultures.
• Strong written and communication skills.
• Ability to build a resourceful network inside and outside of industry.
• Creativity and skill to convey value to the client and end-user.
• Ability to gain trust and respect in a consultative role.
• Outstanding communication and persuasion skills, both written and verbal.
• Competency in the use of business software for communications and presentations.
• Strong knowledge of electronic distribution channels for hotel and travel industry.
• Experience in the Middle Eastern luxury travel market.

WORKING CONDITIONS

This role is remote based. Potentially 40% of time spent traveling, domestic and international.

REQUIRED INTERNAL TRAINING

1.Detailed introduction to CRM, PreferredNet and Power BI

2.PHR, BG member hotels, PHG Consulting and team knowledge

3.Education and guidelines of PHG Brand Standards

4.Sales education and guidelines on Leisure, Corporate and MICE programs and resource tools

5.Corporate RFP Processes Training (Cvent, Strategic Transient Account Review and Corporate Account Survey)

7.All PHR Services

DISCLAIMER : The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.