Regional Director of Sales, Middle East & Africa - Fairmont & Raffles

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

Job summary

A luxury hospitality brand is seeking a Regional Director of Sales for the Middle East & Africa to design and execute sales strategies. The ideal candidate will have extensive experience in sales leadership, market analysis, and team development within the hotel sector. This role requires strong collaboration skills and the ability to drive results and growth in a competitive market.

Qualifications

• 4+ years as a DOSM in a single property or cluster of hotels.
• Proven track record of success in sales leadership within the hotel industry.
• Demonstrated ability to develop and execute effective sales strategies.

Responsibilities

• Develop and implement sales strategies aligned with corporate goals.
• Lead and motivate the hotel sales teams across MEA.
• Cultivate relationships with clients and industry partners.

Skills

Sales leadership

Market analysis

Team development

Business development

Cross-functional collaboration

Education

Bachelor's degree in business administration or hospitality management

Tools

Sales management software

CRM systems

Job description

Overview

Regional Director of Sales, Middle East & Africa - Fairmont & Raffles

Reporting to the Vice President of Sales – Fairmont & Raffles AEMEA, you will work with the Hotel DOSMs to design and execute strategic sales initiatives to drive revenue growth, enhance market presence, and increase Fairmont & Raffles market share in MEA. Your leadership, industry knowledge, and proven track record in sales management will be instrumental in achieving sales objectives. This role requires a dynamic and results-oriented professional who can collaborate with cross-functional teams and inspire a high-performing sales force.

Key Responsibilities

• Sales Strategy and Planning: Develop and implement comprehensive sales strategies aligned with the Fairmont's & Raffles’ goals; analyze market trends, competitive landscape, and customer needs to identify new business opportunities; set ambitious sales targets, establish performance metrics, and monitor progress towards revenue goals.
• Team Leadership and Development: Provide strong leadership and guidance to the hotel DOSMs in MEA, fostering a culture of excellence, accountability and continuous improvement; recruit, develop and motivate high-performing hotel sales professionals; ensure optimal hotel sales team staffing levels; focus on sales team skill development; implement strategies to enhance individual DOSM and hotel sales team performance.
• Business Development: Cultivate and maintain relationships with key clients, industry influencers, and partners to generate new business leads and strategic partnerships; lead negotiations for major opportunities with involvement from legal and finance; stay informed about industry trends to proactively identify opportunities.
• Sales Operations Management: Work with the VP Sales and Sales Operations to develop and implement effective sales processes, tools, and systems; monitor contracted segment performance, analyze data, and prepare executive summaries for senior management; collaborate with marketing and revenue management to align sales with promotions, pricing, and revenue optimization; assist in setting owner expectations and provide performance updates as needed.
• Cross-functional Collaboration: Collaborate with marketing, operations leadership, finance, and revenue management to ensure alignment of sales strategies with broader organizational goals; contribute to campaigns, pricing strategies, and product / service enhancements to drive revenue growth.

Qualifications

• Preferred: Bachelor's degree in business administration, hospitality management, or related field
• 4+ years as a DOSM in a single property or cluster of hotels; preferably with a luxury brand
• Proven track record of success in sales leadership within the hotel industry, focusing on revenue growth and market expansion
• Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed targets
• Strong leadership skills with the ability to motivate a sales team
• Excellent interpersonal and communication skills to build and maintain relationships with key clients and stakeholders
• Sound business acumen and strategic thinking with the ability to analyze market trends and identify opportunities
• Proficiency in sales management software, CRM systems, and distribution technology
• Flexibility to travel as required

Additional Information

Location: Dubai, UAE (Office based)

Our Commitment to Diversity & Inclusion: We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

Seniority level: Director

Employment type: Full-time

Job function: Sales and Business Development

Industries: Hospitality