Sales Executive - Corporate Hotel Sales

Accor Group; Dubai; In loco; AED 120.000 - 180.000; Tempo pieno

Descrizione del lavoro

Accor is seeking a commercially focused Sales Executive in Dubai to develop new corporate business and strengthen client relationships for a hotel in the United Arab Emirates. You will manage the sales pipeline, negotiate rates, and represent the hotel through meetings, site inspections and networking activities.

The ideal candidate has at least 2 years of proactive hotel sales experience, strong negotiation and relationship management skills, and a solid understanding of corporate contracting

Competenze

• Minimum 2 years of experience in proactive hotel sales or an equivalent business development role.
• Experience in Dubai or UAE corporate hotel sales is preferred.
• Understanding of corporate account acquisition and development.
• Ability to conduct client meetings and develop business relationships.

Mansioni

• Identify and approach prospective corporate customers and generate qualified leads.
• Develop opportunities within aviation, consulting, training, government-related and sports markets.
• Negotiate corporate rates within guidelines and coordinate proposals.
• Maintain relationships with corporate buyers and travel managers and support account development.

Conoscenze

Negotiation skills

Relationship management

Prospecting

Client meetings

Strumenti

CRM systems

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Job Snapshot

• Role: Sales Executive
• Location: Dubai, United Arab Emirates
• Industry: Hospitality
• Function: Sales-Business Development
• Experience: Minimum 2 years in proactive hotel sales or a comparable business development role
• Job Type: Full Time
• Work Arrangement: On-site

Position Overview

Accor is seeking a commercially focused Sales Executive to develop new corporate business and strengthen existing client relationships for a hotel in Dubai, United Arab Emirates. The role focuses on identifying prospective customers, securing new accounts, increasing contracted room nights and developing business across corporate, aviation, consulting, training, government-related, sports and other relevant market segments. You will manage the sales pipeline, negotiate corporate rates within approved guidelines, coordinate commercial proposals and represent the hotel through client meetings, site inspections and business networking activities. Working closely with Revenue Management, Reservations, Front Office, Finance and Events, you will help deliver commercially appropriate offers while maintaining professional relationships with clients. The ideal candidate will have at least 2 years of proactive hotel sales experience, strong negotiation and relationship management skills, and a sound understanding of corporate hotel contracting and room revenue.

Job Details

• Country: United Arab Emirates
• City: Dubai
• Industry: Hospitality
• Function: Sales-Business Development
• Salary: Not disclosed
• Gender: No Preference
• Candidate Nationality: Not specified
• Job Type: Full Time
• Work Arrangement: On-site

Key Responsibilities

New Business Development

• Identify and approach prospective corporate customers.
• Generate qualified sales leads across relevant business segments.
• Develop opportunities within aviation, consulting, training, government-related and sports markets.
• Research potential accounts and identify business decision-makers.
• Arrange introductory meetings with prospective clients.
• Present suitable hotel accommodation and service offerings.
• Convert qualified opportunities into new business accounts.
• Maintain consistent prospecting activity to support sales objectives.

Corporate Account Management

• Manage assigned corporate accounts and maintain regular client contact.
• Develop account plans based on business potential and client requirements.
• Conduct scheduled sales calls and account review meetings.
• Identify opportunities to increase contracted room nights.
• Support repeat bookings and long-term commercial relationships.
• Monitor account production and identify opportunities for additional business.
• Work toward assigned account development and revenue objectives.
• Maintain accurate records of client communication and agreed actions.

Sales Pipeline and CRM Management

• Maintain an organized pipeline of qualified leads and commercial opportunities.
• Record prospect information and account activity in the CRM system.
• Identify relevant decision‑makers and customer requirements.
• Update expected business value and opportunity status.
• Record next steps and follow-up dates.
• Monitor pending proposals and negotiations.
• Maintain accurate sales activity and opportunity records.
• Follow up consistently on prospective and existing business.

Corporate Contracting and Rate Negotiations

• Prepare corporate accommodation rate proposals.
• Negotiate commercial terms within approved hotel guidelines.
• Coordinate corporate Request for Proposal submissions.
• Support annual contract renewals and negotiated‑rate reviews.
• Communicate approved pricing and contractual information to clients.
• Work with Revenue Management to ensure commercially appropriate offers.
• Maintain accurate records of proposals, agreements and renewal activities.
• Follow established hotel contracting procedures.

Hotel Facilities and Service Promotion

• Promote guest rooms and accommodation offerings.
• Present extended‑stay options to suitable corporate customers.
• Introduce meeting spaces and event facilities.
• Promote hotel dining and recreational services.
• Identify opportunities to offer additional hotel services.
• Coordinate potential meetings and events business with the relevant team.
• Match available hotel offerings to client requirements.
• Support increased account production through appropriate cross‑selling.

Client Meetings and Hotel Representation

• Conduct appointments with prospective and existing customers.
• Arrange and lead hotel site inspections.
• Coordinate familiarisation visits for relevant business contacts.
• Represent the hotel at suitable networking engagements.
• Participate in relevant trade and commercial activities.
• Present hotel facilities and services professionally.
• Maintain productive relationships with corporate buyers and travel managers.
• Follow up on commercial opportunities identified during client interactions.

Internal Sales Coordination

• Work with Revenue Management on corporate pricing and commercial opportunities.
• Coordinate with Reservations regarding client booking requirements.
• Communicate relevant account information to Front Office colleagues.
• Liaise with Finance on approved commercial and contractual matters.
• Collaborate with Events teams on meeting and event opportunities.
• Ensure client requirements are communicated accurately to relevant departments.
• Support a coordinated experience for corporate customers.
• Maintain professional working relationships across hotel departments.

Sales Performance and Market Monitoring

• Monitor assigned account production against sales targets.
• Review progress in developing new corporate business.
• Analyze successful and unsuccessful sales opportunities.
• Track competitor activity and relevant market developments.
• Identify reasons for changes in account production.
• Recommend appropriate follow‑up or corrective actions.
• Maintain accurate sales performance information.
• Contribute to discussions on account development and commercial opportunities.

Required Qualifications and Experience

Professional Experience

• Minimum 2 years of experience in proactive hotel sales or an equivalent business development role.
• Experience in Dubai or UAE corporate hotel sales is preferred.
• Understanding of corporate account acquisition and development.
• Familiarity with hotel sales activities and commercial account management.
• Experience conducting client meetings and developing business relationships.

Business Development Skills

• Strong prospecting and lead qualification abilities.
• Confidence approaching new corporate customers.
• Ability to identify business opportunities and develop new accounts.
• Strong negotiation and presentation skills.
• Effective relationship management capabilities.
• Ability to conduct client meetings independently.
• Commercial awareness and a results‑oriented approach.

Hotel Sales and Contracting Knowledge

• Sound understanding of corporate hotel contracting.
• Familiarity with corporate Requests for Proposal.
• Knowledge of negotiated room rates and contract renewals.
• Understanding of hotel room revenue fundamentals.
• Ability to monitor corporate account production.
• Familiarity with hotel sales pipeline management.

Computer and Reporting Skills

• Confident use of Microsoft Office applications.
• Experience using CRM or sales reporting systems.
• Ability to maintain accurate account and opportunity records.
• Familiarity with sales activity tracking and performance reporting.
• Good organizational skills for managing client information and follow‑up activities.

Communication and Language Skills

• Excellent written and spoken English.
• Strong interpersonal communication skills.
• Confidence presenting hotel services to corporate customers.
• Professional approach to negotiations and client correspondence.
• Additional language skills are an advantage.
• Arabic language proficiency is particularly advantageous.

Preferred Qualifications

• Established relationships with corporate buyers, travel managers or business decision‑makers.
• Demonstrated experience acquiring new business accounts.
• Existing professional network within relevant corporate market segments.
• Valid UAE driving licence is an advantage.

Professional Attributes

• Proactive approach to identifying new business.
• Strong customer relationship management skills.
• Ability to organize appointments and sales activities independently.
• Consistent follow‑through on commercial opportunities.
• Collaborative approach to working with hotel departments.
• Sound commercial judgment.
• Commitment to meeting assigned sales objectives.

Working with Accor

Accor provides a hospitality environment where commercial teams contribute to the development of customer relationships and hotel business. As a Sales Executive, you will help connect corporate customers with accommodation, meeting facilities, dining and other hotel services that meet their requirements. The position offers opportunities to strengthen your experience in hotel business development, corporate contracting and account management while working with colleagues across several operational and commercial departments.

About Accor

Accor is an international hospitality group with a network of more than 45 brands, 5,500 hotels and 10,000 restaurants and lifestyle destinations. The group brings together a broad range of hospitality experiences and emphasizes professional development, teamwork and responsible hospitality. Accor colleagues are known as Heartists, reflecting the group 's commitment to thoughtful service, genuine care and positive experiences for guests and colleagues. The company encourages employees to develop their professional capabilities and contribute to the continued development of its hospitality operations.