Director of Sales - Group

Raffles Hotels & Resorts; Dubai; On-site; AED 200,000 - 300,000; Full time

Job summary

A luxury hotel brand is seeking a Director of Sales - Group in Dubai. This mid-senior level role involves leading the sales team, managing key accounts, and exceeding revenue targets in a 5-star environment. Candidates should have at least 3 years of relevant experience, a background in hotel management, and strong leadership abilities. The position offers a full-time employment opportunity with a focus on the luxury market.

Qualifications

• Minimum 3 years experience in sales, preferably in a 5-star international hotel.
• Strong understanding of the luxury market and hotel departments.
• Fluency in English, written and spoken.

Responsibilities

• Lead and motivate junior team members to achieve the sales budget.
• Manage Room Sales of managed accounts in the Group segment.
• Conduct sales calls and develop relationships with clients.

Skills

Sales skills

Presentation skills

Analytical skills

Interpersonal skills

Leadership qualities

Education

Degree/Diploma in Hotel Management or Business Administration

Tools

Opera

Microsoft Office

Job description

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Company Description

Why work for Accor?

We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor’s limitless possibilities.

By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. Discover the life that awaits you at Accor, visit https://careers.accor.com/

Do what you love, care for the world, dare to challenge the status quo! #BELIMITLESS

Opened in 2021 on the western crescent of Palm Jumeirah, the world’s largest man-made island and archipelago, this palatial beach resort, featuring 353 spacious rooms, suites and villas, is inspired by the stunning elegance of European palaces and embellished with handcrafted Italian furniture. Guests can enjoy panoramic views, a private beach, state-of-the-art entertainment and recreational facilities, including specialist boutiques, a VIP movie theatre, and signature and private restaurants complemented by exquisite banqueting and conference spaces.

More than a destination, Raffles The Palm Dubai embodies the spirit of a legendary brand, celebrated for its storied heritage since 1887 and its hallmark of intuitive, gracious service. At the palace, excellence is a craft, and every team member is a master in their field. Here, talent is not only recognized, it plays a vital role in shaping the next chapter of this extraordinary resort and its legacy within the brand.

Job Description

The Position

This role is the champion of the Group segment. Responsible for leading and motivating junior team members to ensure yearly sales budget is achieved and surpassed. Responsible for implementing management standards and quality guidelines in the Department set by the Area Commercial Director.

KEY ROLES & RESPONSIBILITIES

• Assist the Area Commercial Director in the preparation of the yearly revenue & expense budget.
• Actively lead the Group segment’s financial and administrative activities to ensure that yearly revenue budgets are surpassed.
• Assist the DOS, Area Commercial Director and DRM with accuracy of revenue forecasting with most updated segments and market information.
• Responsible for Room Sales of managed accounts in Group segment including individual accounts.

Administrative

• Contribute to the Department’s financial and administrative activities to ensure that yearly revenue budgets are surpassed.
• Prepare accurate administration reports such as sales call schedules, sales call reports, month-end and other reports and submit them on time to the Area Commercial Director.

Operational

• Manage Consortia, Government, Volume and Preferred accounts within the Group segment ensuring targets are met.
• Conduct sales calls with the team.
• Respond to all inquiries within 24 hours.
• Set up appointments and make personal sales calls, telemarketing and site inspections to all existing and potential accounts.
• Entertain decision makers of accounts in the F&B outlets of the hotel and participate in promotional activities with them.
• Follow up on lost business and bring information about them to the department superior.
• Negotiate with all customers and send out offers/contracts regarding individual and group business.
• Contribute to following the conversion ratio of the Group Department.
• Be aware of all market trends and share them with the team for collective action.
• Plan and arrange business trips to expand market awareness of the brand in key source markets.
• Attend international and local trade shows, roadshows and business trips to build and maintain strong relationships with clients.
• Interact consistently with key clients, focusing on high-profile guests.
• Maintain an efficient customer database system (OPERA).
• Update customers with the latest hotel developments and inform management of profile changes.
• Seek out and target new customers and sales opportunities, initiating action plans to secure new business.
• Assist Credit Department in following up on outstanding balances.
• Come prepared for weekly Sales and Revenue meetings.
• Build and maintain good relations with all regional and global sales offices of Accor.
• Be aware of all fire, health, safety, emergency, and security procedures.
• Keep the DOS and Area Commercial Director informed of all issues for timely corrective action.
• Adhere to SOPs and ensure confidentiality of information.
• Carry out other duties and projects as assigned by the Cluster DOS.

Qualifications

• Minimum 3 years experience in sales, preferably in a 5-star international hotel.
• Degree/Diploma in Hotel Management or Business Administration.
• Strong knowledge of Opera & Microsoft Office.
• Understanding of local culture and regional work experience.
• Fluency in English, written and spoken.

PERSONAL ATTRIBUTES

• Excellent understanding of the luxury market and hotel departments.
• Professional sales and presentation skills.
• Basic accounting, math, and analytical skills.
• Extensive sales and revenue management knowledge.
• Fair performance evaluation skills.
• Strong interpersonal, communication, and organizational skills.
• Leadership qualities with a positive attitude.
• Strategic thinking and proactive initiative.
• Problem-solving and stress management skills.
• Ability to meet deadlines and adapt to change.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Hospitality