Director of Sales

Swissôtel Al Murooj Dubai The Role • Provide strategic leadership to the Sales function and position Swissôtel Al Murooj Dubai as a preferred business, leisure, MICE and extended-stay destination. • Develop, implement and evaluate sales objectives, strategies and activities across Rooms, Suites, Apartments, Food & Beverage, Meetings & Events and all other relevant revenue streams. • Drive sustainable commercial performance by maximizing revenue and maintaining a healthy business mix segmentation, while supporting profitability, market-share growth and long-term account value. • Ensure disciplined sales acquisition, account management, reporting and follow-up systems are effectively organized and deployed. • Build a high-performing, motivated and cohesive Sales team and promote commercial awareness throughout the hotel. • Ensure full compliance with Accor, Swissôtel and hotel policies, procedures, brand standards and ethical requirements. Key Deliverables and Responsibilities Commercial Strategy & Planning • Develop and execute the annual Sales Business Plan, departmental budget and strategic sales roadmap in alignment with the hotel's overall business plan. • Translate the hotel's commercial objectives into clear segment, account, market and team action plans with measurable revenue and production targets. • Collaborate closely with the General Manager and Director of Revenue on commercial strategy, pricing recommendations, market segmentation, account strategy, forecasting and need-period actions; Revenue Management retains ownership of pricing, inventory controls and yielding. • Analyse market conditions, competitor performance, demand trends, source markets and feeder channels to identify opportunities, risks and emerging segments. • Support achievement of agreed occupancy, ADR, RevPAR, RGI, total revenue, contribution and profitability objectives through effective demand generation and account development. • Continuously optimize the business mix across corporate, leisure, wholesale, groups, MICE, government, social events, online channels, extended stay and apartment business. Identify new markets, industries, accounts and distribution opportunities that support sustainable revenue growth and reduce overdependence on any single segment or channel. • Prepare strategies at least two months in advance for need periods, citywide events, high-demand dates and displacement-sensitive opportunities. • Evaluate commercial returns from trade shows, roadshows, exhibitions, familiarization trips, sales missions and business travel. Business Development & Account Management • Build and maintain strategic relationships with key corporate accounts, government entities, tour operators, DMCs, travel agencies, OTAs, relocation companies, project businesses, event planners and other partners. • Lead the acquisition, development, retention and growth of high-value accounts through structured account plans, regular sales calls, joint visits, site inspections and client engagement. • Identify, qualify and convert opportunities across hotel rooms, suites, apartments, extended stays, Food & Beverage, groups, meetings, incentives, conferences, exhibitions and social events. • Lead negotiations and contracting within approved commercial parameters, ensuring value, profitability, credit compliance and accurate documentation. • Set and monitor account-level and segment-level room-night, revenue, materialization and conversion objectives and address performance gaps promptly. • Represent the hotel at appropriate corporate, travel, trade, community and industry events and conduct purposeful client entertainment linked to defined business opportunities. • Develop long-stay, relocation, crew, project and residential-style accommodation opportunities appropriate to the apartment inventory. Meetings, Groups & Events • Drive demand and conversion for MICE, corporate groups, government groups, leisure groups, weddings, social events and banquet business. • Work with Revenue Management, Events, Food & Beverage and Finance on group pricing recommendations, displacement considerations, contract terms, deposits, credit, profitability and materialization. • Maintain an accurate, well-qualified groups and events pipeline and ensure timely follow-up, conversion and handover to operating teams. • Use market intelligence and need-period analysis to develop targeted group and event campaigns and account-specific actions. Sales Leadership & Performance • Lead, coach, engage and develop the Sales team through clear direction, regular performance reviews, market activity, succession planning and individual development plans. • Establish clear individual and team KPIs, including sales revenue, room nights, account production, ADR contribution, conversion, materialization, pipeline value, new-account acquisition, retention, sales activity and MICE/group production. • Conduct regular one-to-one reviews, account reviews,

**Qualifications, Experience & Competencies** Bachelor's degree in Sales, Marketing, Business Administration, Hospitality Management, or a related discipline. Minimum 5-7 years of progressive hotel sales experience, with at least 2-3 years in a senior leadership role within the same or comparable position. Demonstrated proficiency in Microsoft Office applications, Customer Relationship Management (CRM) systems, and hotel property management systems. Strong competencies in strategic leadership, commercial negotiation, executive communication, professional networking, and results-driven performance management. Valid UAE driving license (preferred). Proven track record of achieving and exceeding sales targets, revenue objectives, and key performance indicators in a hotel sales environment. Exceptional analytical, problem-solving, and decision-making capabilities with the ability to translate market insights into actionable commercial strategies.

Provide strategic leadership to the Sales function and position Swissôtel Al Murooj Dubai as a preferred business, leisure, MICE and extended-stay destination. Develop, implement and evaluate sales objectives, strategies and activities across Rooms, Suites, Apartments, Food & Beverage, Meetings & Events and all other relevant revenue streams. Drive sustainable commercial performance by maximizing revenue and maintaining a healthy business mix segmentation, while supporting profitability, market-share growth and long-term account value. Ensure disciplined sales acquisition, account management, reporting and follow-up systems are effectively organized and deployed. Build a high-performing, motivated and cohesive Sales team and promote commercial awareness throughout the hotel. Ensure full compliance with Accor, Swissôtel and hotel policies, procedures, brand standards and ethical requirements. Develop and execute the annual Sales Business Plan, departmental budget and strategic sales roadmap in alignment with the hotel's overall business plan. Translate the hotel's commercial objectives into clear segment, account, market and team action plans with measurable revenue and production targets. Collaborate closely with the General Manager and Director of Revenue on commercial strategy, pricing recommendations, market segmentation, account strategy, forecasting and need-period actions; Revenue Management retains ownership of pricing, inventory controls and yielding. Analyse market conditions, competitor performance, demand trends, source markets and feeder channels to identify opportunities, risks and emerging segments. Support achievement of agreed occupancy, ADR, RevPAR, RGI, total revenue, contribution and profitability objectives through effective demand generation and account development. Continuously optimize the business mix across corporate, leisure, wholesale, groups, MICE, government, social events, online channels, extended stay and apartment business. Identify new markets, industries, accounts and distribution opportunities that support sustainable revenue growth and reduce overdependence on any single segment or channel. Prepare strategies at least two months in advance for need periods, citywide events, high-demand dates and displacement-sensitive opportunities. Evaluate commercial returns from trade shows, roadshows, exhibitions, familiarization trips, sales missions and business travel. Build and maintain strategic relationships with key corporate accounts, government entities, tour operators, DMCs, travel agencies, OTAs, relocation companies, project businesses, event planners and other partners. Lead the acquisition, development, retention and growth of high-value accounts through structured account plans, regular sales calls, joint visits, site inspections and client engagement. Identify, qualify and convert opportunities across hotel rooms, suites, apartments, extended stays, Food & Beverage, groups, meetings, incentives, conferences, exhibitions and social events. Lead negotiations and contracting within approved commercial parameters, ensuring value, profitability and accurate documentation. Set and monitor account-level and segment-level room-night, revenue, materialization and conversion objectives and address performance gaps promptly. Represent the hotel at appropriate corporate, travel, trade, community and industry events and conduct purposeful client entertainment linked to defined business opportunities. Develop long-stay, relocation, crew, project and residential-style accommodation opportunities appropriate to the apartment inventory. Drive demand and conversion for MICE, corporate groups, government groups, leisure groups, weddings, social events and banquet business. Work with Revenue Management, Events, Food & Beverage and Finance on group pricing recommendations, displacement considerations, contract terms, deposits, credit, profitability and materialization. Maintain an accurate, well-qualified groups and events pipeline and ensure timely follow-up, conversion and handover to operating teams. Use market intelligence and need-period analysis to develop targeted group and event campaigns and account-specific actions. Lead, coach, engage and develop the Sales team through clear direction, regular performance reviews, market activity, succession planning and individual development plans. Establish clear individual and team KPIs, including sales revenue, room nights, account production, ADR contribution, conversion, materialization, pipeline value, new-account acquisition, retention, sales activity and MICE/group production.