Sales Manager - Government and MICE

Accor Group; Dubai; On-site; AED 90,000 - 130,000; Full time

Job summary

Swissotel Al Murooj in Dubai, part of Accor Group, is seeking a Sales Manager - Government and MICE to develop and manage government, corporate, and MICE business. You will report to the Director of Sales and work on strategic account development, new business acquisition, and revenue growth across rooms, meetings, conferences, banquets, and F&B.

The role requires an active Dubai market approach, regular sales calls, site inspections, client entertainment, market intel, and collaboration with

Qualifications

• Bachelor's degree in a relevant field is required.
• Minimum 2 years in a sales management role within hospitality or MICE.
• Proven ability in contract negotiation and key account development.

Responsibilities

• Develop Government and MICE accounts and meet revenue targets.
• Build relationships with Government entities, corporate clients, agencies, DMCs, and partners.
• Lead account development plans and conduct site inspections and client entertainment.
• Collaborate with hotel operations to ensure seamless service delivery.
• Prepare quotations and government/corporate contracts; monitor performance.
• Maintain weekly activity and report on account performance.

Skills

Account management

Contract negotiation

Business development

English communication

Education

Bachelor's degree in Business Administration

Bachelor's degree in Hotel Management

Bachelor's degree in Sales or Marketing

Tools

Sales and Catering software systems

Microsoft Word

Microsoft Excel

PowerPoint

Outlook

Job description

Sales Manager – Government and MICE

Role: Sales Manager – Government and MICE

Location: Dubai, United Arab Emirates

Industry: Hospitality

Function: Sales Management

Experience: Minimum 2 years of professional experience in a sales management role

Job Type: Full Time

Position Overview

Accor is seeking a Sales Manager - Government and MICE in Dubai, United Arab Emirates to develop and manage Government, corporate, and MICE business for Swissotel Al Murooj. Working under the guidance of the Director of Sales and Assistant Director of Sales, the role focuses on strategic account development, new business acquisition, client relationship management, contract negotiation, and achievement of revenue targets across rooms, meetings, conferences, banquets, and Food and Beverage. The position requires an active approach to the Dubai market, combining regular sales calls, account development, networking, site inspections, client entertainment, market intelligence, and close coordination with hotel operational teams.

Job Details

Country: United Arab Emirates

City: Dubai

Industry: Hospitality

Function: Sales Management

Salary: Not disclosed

Gender: No Preference

Candidate Nationality: Not specified

Job Type: Full Time

Work Arrangement: On-site

The Role

The Sales Manager will take responsibility for developing Government and MICE accounts while maintaining strong relationships with corporate clients, event organizers, agencies, PCOs, DMCs, travel agencies, and other business partners. Success in the role requires consistent account coverage, structured prospecting, responsive client service, and disciplined follow-up. The Sales Manager will work toward monthly and annual targets while identifying opportunities to increase room nights, meetings, conferences, banquet business, and overall hotel revenue.

Key Responsibilities

Sales and Account Development

• Develop, manage, and maintain key Government, corporate, and MICE accounts in line with the hotel 's commercial strategy.
• Build a strong network of contacts within Government entities, corporate organizations, PCOs, DMCs, event companies, travel agencies, and relevant business partners.
• Generate new business through face-to-face sales calls, telephone contact, client entertainment, networking, and industry events.
• Maintain comprehensive coverage of the assigned portfolio through account management, prospecting, client servicing, and business development.
• Develop prospect accounts and establish Sales Action Plans for key opportunities.
• Prepare account development plans for priority Government and MICE accounts.
• Identify opportunities for new business, repeat business, and long-term account partnerships.
• Maintain strong relationships with existing clients while continuously developing new accounts.

Revenue and Business Performance

• Work toward agreed monthly and annual sales targets and maximize hotel revenue opportunities.
• Achieve targets for active accounts, room nights, meetings, conferences, banquet covers, and revenue.
• Monitor account revenue, production, and overall business performance.
• Support revenue optimization through appropriate up-selling and cross-selling.
• Understand contribution margins and work with relevant department heads to improve operating results.
• Develop an effective personal business plan for Government and MICE segments in coordination with the Director of Sales.

Client Engagement and Sales Activities

• Maintain an active sales call pattern averaging 25 calls per week, including client meetings, visits, virtual meetings, and business development calls.
• Entertain a minimum of two accounts per week, subject to business requirements and approval.
• Arrange and conduct hotel tours, site inspections, presentations, lunches, and dinners for prospective and existing clients.
• Attend Government functions, corporate events, MICE exhibitions, trade shows, networking events, and promotional activities.
• Participate in approved sales trips, sales blitzes, exhibitions, and other business development initiatives.
• Attend the start of meetings, functions, and events relating to assigned accounts to support smooth delivery and client satisfaction.
• Follow up with clients after events through appropriate calls, emails, or correspondence.

Contracts and Negotiations

• Prepare quotations, Government agreements, corporate contracts, MICE proposals, offer letters, and related business correspondence.
• Negotiate within established commercial parameters and involve the Director of Sales when required.
• Maintain complete records of sales agreements, contracts, proposals, quotations, and account activities.
• Follow established selling strategies during negotiations.
• Ensure business enquiries and requests are addressed within a maximum of 24 hours.

Market Intelligence

• Monitor Government business trends, MICE demand, competitor activity, changing client requirements, and emerging market opportunities.
• Conduct regular competitor and market research.
• Gather business intelligence through clients, partners, competitors, and industry activity.
• Provide relevant market feedback to the Director of Sales.
• Maintain detailed account histories and current information for assigned Government and MICE accounts.

Hotel Coordination

• Work closely with Front Office, Reservations, Food and Beverage, Events Management, Banquet and Conference teams to ensure effective delivery of client requirements.
• Maintain close communication with the Events Management team throughout negotiation and event execution.
• Share relevant sales information with hotel departments.
• Coordinate with International Sales Offices on applicable RFP accounts and markets.
• Maintain comprehensive knowledge of the hotel 's rooms, meeting facilities, amenities, services, policies, and key selling points.

Sales Administration and Reporting

• Attend daily departmental sales briefings and weekly sales review meetings.
• Submit weekly sales activity and business development plans for review.
• Prepare accurate weekly and monthly sales activity, business production, and account performance reports.
• Keep account and contact databases current.
• Maintain accurate information within the property management and Sales and Catering systems.
• Maintain records of Government contracts, corporate agreements, proposals, quotations, correspondence, and account activities.
• Ensure sales documentation is complete, accurate, and readily available.
• Maintain professional confidentiality and comply with hotel policies and procedures.

Qualifications

• Bachelor 's Degree in Business Administration, Hotel Management, Sales, Marketing, or a related field.
• Minimum 2 years of professional experience in a sales management role within hospitality, MICE, or government relations.
• Valid driving license.
• Proven record of achieving and exceeding sales targets in a corporate or hospitality environment.
• Strong understanding of account management, contract negotiation, and business development.
• Proficiency in Sales and Catering software systems.
• Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
• Excellent written and verbal communication skills in English.
• Additional language skills are advantageous.
• Professional certification in sales, hospitality management, or a related discipline is preferred.

Core Competencies

• Strategic account management and relationship building with Government and corporate entities.
• Sales forecasting, budgeting, and revenue optimization.
• Contract negotiation and account development.
• Market analysis and competitive intelligence.
• Cross-functional collaboration and team leadership.
• Professional business etiquette and client entertainment.
• Strong commitment to confidentiality and professional ethics.
• Ability to adapt working hours according to business and operational requirements.

About Swissotel Al Murooj

Swissotel Al Murooj is located in Downtown Dubai, opposite The Dubai Mall and Burj Khalifa. The hotel is within walking distance of Dubai Metro and provides access to DIFC, Dubai World Trade Centre, and Dubai International Airport.