Sales Manager - MICE and Corporate Groups

Accor Group; Dubai; Hybrid; AED 120,000 - 180,000; Full time

Job summary

Sofitel Dubai Jumeirah Beach, part of the Accor hospitality network, seeks a Sales Manager for MICE and Corporate Groups in Dubai. Drive corporate and group business, win opportunities from MICE agencies, and nurture relationships with corporate clients, event organisers, and DMCs.

Ideal candidate has luxury hotel sales experience, UAE market understanding, and can convert domestic and international group enquiries into confirmed business. Hybrid work arrangement offered.

Qualifications

• Minimum 3-5 years of relevant sales experience in five-star hotels or luxury resorts.
• Proven track record in corporate sales and MICE group development.
• Experience securing group bookings from corporate clients and MICE agencies.

Responsibilities

• Develop and implement sales strategies to generate corporate group bookings and revenue.
• Identify and secure business from corporate accounts, MICE agencies, event organisers, and DMCs.
• Prospect for new clients across domestic and international markets.
• Build a strong pipeline of corporate meetings, incentive groups, conferences, exhibitions, and related group business.
• Strengthen relationships with existing clients while expanding corporate and MICE base.
• Coordinate with internal teams to ensure lead conversion and accurate group delivery.

Skills

Corporate sales

MICE sales

Negotiation

Client relations

English communication

Tools

Cvent

OPERA

Job description

Sales Manager - MICE and Corporate Groups Job Snapshot

Role: Sales Manager - MICE and Corporate Groups - Location: Dubai, United Arab Emirates - Industry: Hospitality - Function: Sales-Business Development - Experience: Minimum 3-5 years of relevant sales experience in a five-star hotel or luxury resort - Job Type: Full Time - Work Arrangement: Hybrid

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: Hybrid

Overview

Sofitel Dubai Jumeirah Beach, a luxury five-star hotel within the Accor hospitality network, is seeking an experienced and results-driven Sales Manager - MICE and Corporate Groups to join its Sales and Marketing team in Dubai, United Arab Emirates. The successful candidate will be responsible for developing corporate and group business, securing opportunities from Meetings, Incentives, Conferences and Exhibitions (MICE) agencies, and building strong relationships with corporate clients, event organisers, and destination management companies. This role focuses on generating group room nights, increasing hotel revenue, expanding corporate account production, and supporting occupancy objectives through effective sales strategies and business development activities. The ideal candidate will have proven experience in luxury hotel sales, a strong understanding of the UAE hospitality market, established knowledge of Dubai 's exhibitions and events calendar, and the ability to convert domestic and international group enquiries into confirmed business.

Key Responsibilities

• Develop and implement sales strategies to generate corporate group bookings, room nights, and revenue.
• Identify and secure business opportunities from corporate accounts, MICE agencies, event organisers, and destination management companies.
• Proactively prospect for new clients across domestic and international markets.
• Develop a strong pipeline of corporate meetings, incentive groups, conferences, exhibitions, and related group business.
• Strengthen existing client relationships while expanding the hotel 's corporate and MICE customer base.
• Identify market segments and accounts with potential to contribute to hotel occupancy and revenue objectives.
• Support the hotel 's commercial positioning within Dubai 's competitive luxury hospitality market.
• Achieve assigned sales and revenue targets while maintaining a focus on profitability.

Sales Cycle and Account Management

• Manage the complete sales process from prospecting and initial enquiries through to contract negotiation and business confirmation.
• Conduct client presentations, hotel site inspections, and familiarisation visits.
• Prepare professional sales proposals tailored to corporate and group requirements.
• Negotiate room rates, contractual terms, and commercial arrangements in accordance with the hotel 's sales strategy.
• Follow up on enquiries and proposals to improve business conversion.
• Maintain productive relationships with existing corporate clients and key accounts.
• Conduct regular sales calls, client meetings, and business development activities.
• Maintain accurate client profiles, account information, and sales activity records.
• Monitor account production and identify opportunities for repeat business.

MICE Agency and Industry Partner Relationships

• Build and maintain strong relationships with MICE agencies, professional conference organisers (PCOs), and destination management companies (DMCs).
• Develop business opportunities through travel management companies, corporate event planners, and relevant industry partners.
• Maintain an active presence within the corporate meetings and events market.
• Respond promptly and professionally to group enquiries received through MICE sourcing platforms.
• Use online sourcing portals, including Cvent, to identify and manage potential group business.
• Understand client requirements for meetings, incentives, conferences, exhibitions, and leisure groups.
• Coordinate suitable hotel proposals based on group size, travel patterns, and event requirements.
• Strengthen business relationships through consistent communication and professional account management.

Dubai Exhibition and Events Market Development

• Maintain current knowledge of Dubai 's major exhibitions, trade fairs, conventions, conferences, and annual events.
• Identify corporate and MICE business opportunities associated with important industry events.
• Monitor domestic and international group movements relevant to the UAE hospitality market.
• Develop targeted sales activities around upcoming exhibitions and conferences.
• Engage with event organisers and industry partners to identify potential accommodation requirements.
• Use knowledge of the local events calendar to support group business planning.
• Monitor changes in market demand and emerging opportunities within corporate and MICE segments.

Revenue Optimisation and Commercial Performance

• Work closely with Revenue Management to develop competitive group proposals and pricing recommendations.
• Support the achievement of room revenue, group production, and occupancy objectives.
• Negotiate commercial terms that align with the hotel 's revenue strategy and luxury market positioning.
• Monitor sales performance against assigned targets.
• Analyse account production, market conditions, and competitor activities.
• Identify opportunities to improve business conversion and account profitability.
• Contribute to sales forecasting and departmental commercial planning.
• Maintain awareness of seasonal demand patterns and their influence on corporate and group business.

Internal Coordination and Group Delivery

• Collaborate with Revenue Management, Reservations, Events and Catering, and other hotel departments.
• Communicate confirmed group requirements accurately to relevant operational teams.
• Coordinate with internal stakeholders to support effective lead conversion and group arrangements.
• Ensure commercial commitments and agreed client requirements are communicated clearly.
• Support accurate group forecasting through timely updates on sales opportunities and confirmed business.
• Maintain professional coordination between sales and operational departments.
• Contribute to a seamless experience for corporate clients, event organisers, and group guests.

Sales Reporting and Pipeline Management

• Maintain accurate sales pipelines and regularly update the status of business opportunities.
• Prepare sales activity reports and monthly account production forecasts.
• Monitor enquiries, proposals, negotiations, and confirmed group business.
• Track account performance and identify changes in production.
• Maintain organised records of client meetings, presentations, and sales activities.
• Review market trends and competitor developments to support business planning.
• Provide relevant commercial information to support sales management decisions.
• Ensure timely follow-up on outstanding enquiries and potential business opportunities.

Qualifications and Professional Experience

• Minimum 3-5 years of relevant sales experience within a five-star hotel or luxury resort.
• Proven track record in corporate sales and MICE group business development.
• Demonstrated experience securing group bookings from corporate clients and MICE agencies.
• Strong understanding of the UAE hospitality market and Dubai 's corporate and events landscape.
• Practical knowledge of domestic and international group movements.
• Experience managing corporate meetings, incentive groups, conferences, exhibitions, and related business requirements.
• Hands-on familiarity with MICE sourcing platforms and online portals, particularly Cvent.
• Good knowledge of Dubai 's major exhibitions, trade fairs, conventions, and annual events calendar.
• Existing relationships with corporate accounts, MICE agencies, destination management companies, and industry partners are an advantage.
• Valid UAE driving licence is essential.
• Proficiency in Microsoft Office applications and OPERA.
• Excellent written and spoken English communication skills.
• Arabic language proficiency is an added advantage.

Skills and Professional Competencies

• Strong corporate sales and business development capabilities.
• Excellent negotiation and contract management skills.
• Ability to develop and maintain long-term client relationships.
• Strong commercial awareness and understanding of hotel revenue objectives.
• Confidence in delivering client presentations and conducting hotel site inspections.
• Effective prospecting, lead management, and business conversion skills.
• Strong understanding of luxury hospitality service expectations.
• Ability to analyse market opportunities and competitor activities.
• Excellent communication, interpersonal, and networking skills.
• Strong organisational skills and attention to sales reporting accuracy.
• Results-oriented approach with a commitment to achieving revenue targets.
• Ability to collaborate effectively with commercial and operational hotel departments.
• Professional presentation and a proactive approach to account management.

About Sofitel Dubai Jumeirah Beach

Sofitel Dubai Jumeirah Beach is a luxury five-star hotel situated in Jumeirah Beach Residence, one of Dubai 's prominent beachfront hospitality and leisure destinations. The hotel provides direct access to The Walk, a popular recreation and retail promenade, and The Beach, a vibrant destination featuring beachfront leisure, shopping, and dining experiences. With 444 rooms and suites, Sofitel Dubai Jumeirah Beach offers panoramic views extending across the Arabian Gulf towards Bluewaters Island, Ain Dubai, and Palm Jumeirah. The hotel combines luxury accommodation, culinary experiences, and a distinctive beachfront location, making it an attractive destination for leisure travellers, corporate guests, and international visitors.

Working at Sofitel and Accor

Sofitel is part of the Accor hospitality network, bringing together luxury hospitality experiences and opportunities for professional growth. Employees contribute to a service-focused environment where attention to detail, guest satisfaction, and collaboration are essential to hotel operations. The Sales and Marketing team plays an important role in strengthening the hotel 's market presence, developing commercial relationships, and supporting sustainable business performance.

About Accor

Accor is an international hospitality group operating a diverse portfolio of hotel brands and hospitality destinations. Its network includes more than 45 brands, approximately 5,500 hotels, 10,000 restaurants, and lifestyle destinations. Through its commitment to responsible hospitality, professional development, and memorable guest experiences, Accor provides opportunities for hospitality professionals to develop their careers across its international network.