Director of Sales - MICE

Bali Jobs Recruitment by Claire Tomkins; Kuta; On-site; IDR 900,000,000 - 1,500,000,000; Full time

Job summary

Bali Luxury Resort, a world-renowned 5-star property in Bali, seeks a strategic Director of Sales - MICE to drive the MICE portfolio, cultivate high-value corporate accounts, and maximize top-line revenue through expert market insight and yield optimization.

Lead commercial strategy, manage key client relationships, and collaborate with hotel operations to deliver flawless events and memorable guest experiences.

Qualifications

• Diploma or Bachelor's degree in Business Administration, Hospitality Management, Marketing, or related discipline.
• Proven luxury hospitality sales experience with MICE and events revenue.
• Understanding of market trends, Bali and international markets.
• Expertise in account penetration, revenue planning, and yield optimization.

Responsibilities

• Formulate and execute commercial strategies to hit revenue targets.
• Retain and expand client accounts, maximize share-of-wallet, manage margins.
• Penetrate corporate, MICE, and incentive travel segments; pursue new high-potential accounts.
• Nurture relationships via structured calls, entertaining, FAM trips, and trade shows.
• Oversee end-to-end sales for events: proposals, contracts, client communications.
• Ensure data entry and reporting within Opera Sales & Catering; enforce brand standards.
• Collaborate with resort operations to ensure seamless event execution.

Skills

Luxury sales

MICE

Key accounts

Negotiation

CRM

Education

Diploma/Bachelor's in Business Administration/Hospitality/Marketing

Tools

Opera Sales & Catering

Job description

Our client is a world-renowned 5-star luxury lifestyle resort in Bali, celebrated for its vibrant ambience, trendsetting culinary concepts, and curated high-energy guest experience. They are seeking a strategic, commercially driven Director of Sales - MICE to spearhead the property's MICE segment, cultivate high-value corporate accounts, and drive sustainable top-line revenue.

Requirements

• Diploma or Bachelor's Degree in Business Administration, Hospitality Management, Marketing, or a related discipline (or equivalent senior-level experience in luxury sales, commercial strategy, or front-of-house operations).
• Proven track record in luxury hospitality sales, with demonstrated success in driving MICE, group business, corporate events, and catering revenue.
• In-depth understanding of market trends, competitive positioning, demand fluctuations, and economic drivers within Bali and key international markets.
• Expertise in key account penetration, strategic revenue planning, yield optimization, and sales cost management.
• Proficiency with industry-standard CRM and sales tools, specifically Opera Sales & Catering, for accurate pipeline forecasting and account management.
• Strong network of corporate buyers, event planners, MICE agencies, and global trade partners.
• Excellent negotiation, communication, and client-facing skills, with a track record of closing high-value contracts and hosting impactful site visits.
• Collaborative leadership style with the ability to work seamlessly alongside hotel operations to ensure flawless event execution.
• Exceptional client-centric mindset, acting as a trusted partner and advocate for event planners from initial inquiry through post-event wrap-up.

Key Responsibilities

Revenue Strategy & Portfolio Growth

• Formulate and execute comprehensive commercial strategies to achieve and exceed property group revenue targets.
• Retain and expand existing client accounts by maximizing share-of-wallet, implementing tailored promotional initiatives, and managing commercial margins.
• Actively penetrate corporate, MICE, and incentive travel segments while capitalizing on extended stay and banquet opportunities.
• Solicit high-potential new accounts independently and in alignment with corporate sales networks and Regional Sales teams.
• Nurture key client relationships through structured sales calls, personalized entertainment, familiarization (FAM) trips, and representation at key industry trade shows.
• Monitor market intelligence and competitor performance to adapt sales tactics and capitalize on emerging demand trends.
• Manage operational sales budgets and controllable expenses to safeguard department profitability.
• Participate actively in property networking functions and host prospective clients to strengthen brand presence.

Commercial Operations & Account Management

• Execute targeted sales campaigns and structured business processes to achieve defined performance metrics.
• Oversee the end-to-end sales flow for booked events, including proposal drafting, contract negotiations, and formal client communication.
• Ensure precise data entry, account updates, and sales reporting within Opera Sales & Catering.
• Enforce hotel brand standards and service commitments across all commercial interactions.
• Utilize corporate sales channels, central reservation offices, and third-party intermediaries to optimize booking conversion.

Relationship Management & Operational Alignment

• Build strong partnerships with external event organizers, corporate travel managers, and third-party planners.
• Serve as the main point of contact and quality guarantor for key client accounts, ensuring swift resolution of any operational or contractual queries.
• Collaborate closely with resort operational departments (Culinary, F&B, Events, Rooms) to guarantee seamless execution of event arrangements on property.
• Leverage regional sales resources and executive property leadership to maximize market reach and secure high-value group business.

Client Relations & Service Delivery

• Develop a deep understanding of each client's business objectives to deliver customized event solutions and tailored commercial proposals.
• Champion the client's voice internally, ensuring all operational teams are fully aligned with event specifications and guest expectations.
• Deliver memorable, high-touch client service to foster long-term loyalty and generate repeat bookings.
• Plan, organize, and conduct detailed property site inspections for prospective client accounts.