Sales Manager- Long stay

Sheraton Grand Hotel, Dubai; Dubai; On-site; AED 167,000 - 357,000; Full time

Job summary

Sheraton Grand Hotel, Dubai is seeking a Sales Specialist to maximize rooms, F&B, and conferences from a defined account base. In collaboration with the Director of Sales, you will proactively uncover new prospects and drive budgeted revenue while working with minimal supervision.

You will manage a portfolio of key accounts, maintain accurate activity and rate information, attend trade events, and coordinate with Reservations and Events teams to convert opportunities into producing business.

Qualifications

• Bachelor degree required; sales/marketing studies preferred.
• 3+ years’ hotel sales experience as a Sales Specialist.
• Superior analytical skills and strong cross‑department communication.

Responsibilities

• Proactively manage a pre-determined number of key accounts and other active accounts to maximize yield in line with budget.
• Prospect new accounts and convert them into producing ones.
• Maintain up-to-date activity and rate information for each account; coordinate with Events Teams.
• Attend trade events as a Sheraton Grand Hotels representative to promote the hotel.
• Understand the Sales Plan and budget guidelines for empowered rate negotiations.
• Support Sales Specialists and Sales Coordinator in their roles.
• Communicate client requirements to internal departments to ensure superior guest service.
• Compile and execute weekly, monthly and quarterly sales action plans.
• Arrange familiarization and educational trips as needed.

Skills

Sales experience

Analytical skills

Interdepartmental communication

Brand standards

Planning & prioritization

Teamwork

Customer relationships

Education

Bachelor degree

Sales/Marketing education preferred

Tools

Hotel IT systems

Job description

We will strive to create and maintain a community of winning talent which feels valued and lives the connection to the brand in whatever we do. We will provide the freedom and support where individuals can demonstrate their skills and abilities; grow and reach their potential in a performance reward driven environment. We will embrace diversity and inclusion and will act honestly and ethically in everything we do; aspiring to be the employer of choice.

POSITION PURPOSE

In conjunction with the Director of Sales, this position is responsible for maximizing rooms / F&B / Conference and Banqueting business from a defined account base. Proactively uncovering new prospects for the hotel and maximizing conversion of business in line with Hotels' budgetary goals. This position requires a high degree of self-motivation and the ability to work unsupervised using own initiative.

ESSENTIAL FUNCTIONS

• Proactively manage a pre-determined number of key accounts/key prospects and other active accounts to ensure maximum yield in line with budgetary objectives. Maintain valid call objectives and relevant action plans for each key account/key prospect and ensure all follow up is executed in a timely manner.
• Proactively prospecting new accounts for the Hotel and following the sales process through to convert into 'producing' accounts
• Take personal responsibility to ensure that Standards are maintained and that the system is utilized to its full capacity including the mandatory smart contracting process.
• Maintain up-to-date activity and rate information for each account. To understand and be in a position to action any group and events enquiries and ensure accurate hand over and follow up to Events Teams.
• To attend when required trade and networking events as a representative of Sheraton Grand Hotels, ensuring that the quality image of the organization is portrayed, and that every opportunity is taken to promote the Hotel.
• To take personal responsibility for understanding the Sales Plan of the Hotel and the required budgetary guidelines, to enable empowered decisions in all rate negotiations.
• To actively support both the Sales Specialists and the Sales coordinator to assist them to carry out their roles effectively.
• Communicating client requirements in a timely and accurate manner to all internal departments as required, ensuring delivery of superior guest service.
• Re-negotiation of apartment agreements within budgetary guidelines of all corporate accounts within agreed time frames. Ensuring accurate follow up and communication both internally to reservations and accounting departments, and confirmation to client. Ensure property rate sheets are accurate at all times.
• To take responsibility for the compilation and execution of weekly, monthly and quarterly sales action plans as agreed with the Assistant Director of Sales. Communicate any obstacles to completing action plans to Associate DOS.
• To arrange and manage familiarization and educational trips in line with business needs.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

• Minimum of 3 years of experience in Sales as Sales Specialist is required in hotel industry
• Superior analytical skills required.

QUALIFICATION STANDARDS

We do expect that you do have the experiences/ behaviors below. You:

• Have the ability to effectively communicate with other departments;
• Embrace and value operational guidelines and brand standards;
• Possess superior analytical skills;
• Have the ability to plan and prioritize in order to achieve deadlines;
• Have the awareness of maximizing the returns to all stakeholders;
• Are adaptable to the ideas of different cultures, settings and situations;
• Enjoy working in a team setting;
• Build lasting relationships with internal and external customers;
• Have immaculate personal presentation (e.g. grooming and conversational ability);
• Demonstrate effective problem solving skills and analysis of issues and trends, in order to develop and apply appropriate strategies;
• Have knowledge of hotel computer systems and other IT related applications;
• Uphold ethical business practices.

EDUCATION

Bachelor degree required, additional education in sales and marketing fields preferred

PHYSICAL CONDITION REQUIRED FOR YOUR ROLE

• This job often requires sitting behind a computer for extended periods of time;
• This job often requires standing or walking for extended periods of time;
• This job often requires bending, reaching or lifting;
• This job requires operating computers and computerized equipment.