North American MICE Sales Manager

Meliá Hotels International; Greater London; On-site; GBP 60,000 - 100,000; Full time

Benefits offered by this job

My MeliáRewards

My MeliáBenefits

Job summary

Meliá Hotels International is seeking a North American MICE Sales Manager to drive MICE business from the United States and Canada for Meliá White House, ME London and Meliá London Kensington.

You will develop opportunities, manage key agencies and corporate accounts, and collaborate with Revenue Management and hotel operations to maximise revenue and client satisfaction. Regular travel to the United States is required.

Qualifications

• Proven experience in hotel sales, preferably MICE, Groups or Corporate sales.
• Strong knowledge of the North American meetings and events market.
• Excellent business development, negotiation and account management skills.
• Willingness to travel regularly to the United States.
• Experience using CRM systems and Microsoft Office applications.

Responsibilities

• Develop new business opportunities within the North American MICE market through proactive sales activity and prospecting.
• Manage and grow a portfolio of key MICE agencies and corporate accounts across the United States and Canada.
• Build relationships through regular client appointments, virtual meetings, FAM trips, roadshows, trade events and educational presentations.
• Achieve annual revenue targets across guest rooms, event space, catering and ancillary revenue streams in line with the Business Plan.
• Negotiate commercial terms and pricing in partnership with Revenue Management to maximise ADR and overall profitability.
• Analyse enquiry conversion, account production and market trends to identify opportunities for business growth and improved sales performance.
• Create and implement Account Development Plans aligned with the UK sales strategy and hotel commercial objectives.
• Re-engage previous MICE clients through targeted sales initiatives and account reactivation campaigns.
• Promote seasonal offers and global MICE campaigns to increase enquiry levels and conversion.
• Maintain accurate account information and sales activity within the FOCUS CRM system.
• Produce regular reports including business forecasts, account production, key wins, pipeline activity and market intelligence.
• Work closely with the Head of Groups & Events to support weekly forecasting and business reviews.
• Collaborate with Revenue Management, Hotel Operations, Groups & Events teams and General Managers to ensure seamless delivery of client expectations.

Skills

MICE sales

Hotel sales

Account management

Negotiation

Travel readiness

CRM experience

Tools

CRM systems

Microsoft Office

Job description

Job mission

As North American MICE Sales Manager, you will be responsible for driving Meetings, Incentives, Conferences and Events (MICE) business from the United States and Canada for Meliá White House, ME London and Meliá London Kensington. Through proactive business development, strategic account management and strong commercial partnerships, you will maximise group revenue, increase market share and strengthen Meliá's position within the North American MICE market.

Your responsibilities

• Develop new business opportunities within the North American MICE market through proactive sales activity and strategic prospecting.
• Manage and grow a portfolio of key MICE agencies and corporate accounts across the United States and Canada.
• Build strong relationships through regular client appointments, virtual meetings, FAM trips, roadshows, trade events and educational presentations.
• Achieve annual revenue targets across guest rooms, event space, catering and ancillary revenue streams in line with the Business Plan.
• Negotiate commercial terms and pricing in partnership with Revenue Management to maximise ADR and overall profitability.
• Analyse enquiry conversion, account production and market trends to identify opportunities for business growth and improved sales performance.
• Create and implement Account Development Plans aligned with the UK sales strategy and hotel commercial objectives.
• Re‑engage previous MICE clients through targeted sales initiatives and account reactivation campaigns.
• Promote seasonal offers and global MICE campaigns to increase enquiry levels and conversion.
• Maintain accurate account information and sales activity within the FOCUS CRM system.
• Produce regular reports including business forecasts, account production, key wins, pipeline activity and market intelligence.
• Work closely with the Head of Groups & Events to support weekly forecasting and business reviews.
• Collaborate with Revenue Management, Hotel Operations, Groups & Events teams and General Managers to ensure seamless delivery of client expectations.
• Ensure all North American MICE platforms and digital sales channels remain accurate and up to date.
• Conduct and host site inspections for prospective clients, attending alongside senior leadership for key opportunities where appropriate.
• Represent Meliá Hotels International at industry events, exhibitions, networking functions and global MICE initiatives.
• Travel regularly to the United States (approximately 4–6 trips per year) to develop business relationships and generate new opportunities.

What are we looking for

• Proven experience within hotel sales, preferably specialising in MICE, Groups or Corporate Sales.
• Strong knowledge of the North American meetings and events market.
• Excellent business development, negotiation and account management skills.
• Commercially driven with the ability to identify and convert new business opportunities.
• Strong analytical skills with experience reviewing sales performance and market trends.
• Excellent communication, presentation and relationship‑building abilities.
• Highly organised with the ability to manage multiple priorities and stakeholders.
• Experience using CRM systems and Microsoft Office applications.
• Willingness and ability to travel regularly to the United States.
• Self‑motivated team player with a proactive and results‑oriented approach.

Benefits

• My MeliáRewards: Participate in our exclusive loyalty program, enjoying unique benefits and advantages.
• My MeliáBenefits: Take advantage of flexible compensation and exclusive discounts on a wide variety of products and services, promoting an active and healthy lifestyle.

At Meliá Hotels International, we are committed to equal opportunities between women and men in the workplace, with the commitment of management and the principles contained in Human Resources policies. We also prioritize disseminating throughout the entire staff a corporate culture committed to effective equality, and raising awareness about the need to act jointly and globally.

We promote our commitment to equality and diversity, avoiding any kind of discrimination, especially related to reasons of disability, race, religion, gender, or age. We believe that diversity and inclusion among our employees are essential for our success as a global company.

Additionally, we support the sustainable growth of our industry through a socially responsible team. In this sense, our motto is "Towards a sustainable future, from a responsible present". Thanks to all our collaborators, we make it possible.