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Assistant Director of Sales MICE (Associate Director of Sales MICE)


Luxury & Lifestyle

Company Description

Fairmont La Hacienda, an upcoming destination Resort in Costa del Sol, is set to redefine luxury hospitality. Located in an iconic area, our resort boasts terrace rooms and villas offering stunning sea views, complemented by expansive outdoor areas and world-class golf courses. With four distinct F&B outlets, including a fine dining establishment and a beach club, as well as tailored kids’ programmes and spa facilities, Fairmont La Hacienda promises an unparalleled guest experience.

Job Description

Scope and Objectives. 
As the Assistant Director of Groups Sales, you will play a pivotal role within our in-house sales team and will oversee the generation and conversion of incoming group leads to achieve our targets in the group segment. Serving as a brand ambassador, you will collaborate closely with our GSOs network, Convention Bureau, and local administration. Reporting to the Director of Sales, your main responsibilities and objectives include, but are not limited to, the following: 

Job Description 

  • Develop strong, mutually beneficial relationships with MICE companies to meet group room revenue targets aligned with our S&M budget. 

  • Keep a positive representation of our hotel's image to both existing and prospective clientele. 

  • Maintain a good understanding of our hotel's offerings, rates, and promotions, actively promoting our services and amenities. 

  • Identify peak demand periods and implement strategic offers targeted at specific markets. 

  • Oversee sales generated from MICE accounts, encompassing both room bookings and banqueting events. 

  • Keep an active follow up on leads. 

  • Conduct site visits, FAM trips, as needed to meet business objectives and proactive targets. 

  • Attend trade shows, exhibitions, and Sales Salls to expand our network and enhance brand visibility. 

  • Assist in developing sales action plans, organising sales meetings, and designing special group packages. 

  • Maintain accurate administrative records, including sales call schedules and reports, ensuring timely submission. 

  • Keep our CRM system updated to facilitate sales activity reporting. 

  • Collaborate with the Revenue Manager in forecasting room and catering revenues. 

  • Thoroughly qualify each group business opportunity, ensuring prompt response to inquiries (24 hours) and maintaining an accurate group pipeline. 

  • Follow up lost or rejected business opportunities, providing valuable insights for improvement. 

  • Manage group proposals and contracts, ensuring seamless handover post-signing. 

  • Coordinate with relevant departments to ensure all groups and events are efficiently executed, including timely distribution of resumes and BEOs. 

  • Contribute to departmental and hotel standard operating procedures (SOPs). 

  • Proactively seek out new sales opportunities and cultivate relationships with potential clients and partners. 

  • Support the Credit Department in addressing outstanding account balances in a timely manner. 

  • Foster positive relationships with regional Accor GSOs and other industry partners, such as convention bureaus and local administrations. 

  • Mentor and share knowledge with the group sales team, mastering their professional development. 

  • Exceed internal and external guest expectations by consistently delivering exceptional service. 

  • Take a proactive approach with the CRM tools and manage assigned portfolios effectively. 

  • Facilitate cross-departmental communication and address guest feedback promptly, particularly during weekly BEOs meetings. 


  • A minimum of 4 years of experience in the MICE segment within the luxury market in Spain.
  • Fluent proficiency in both Spanish and English is essential.
  • Knowledge of accounting and strong analytical capabilities.
  • Proficient in prospecting and contract negotiation.
  • Exceptional interpersonal skills and a customer-centric approach.
  • Comprehensive understanding of hotel departments and organizational planning, with adept problem-solving skills and a commitment to meeting deadlines consistently.
  • Highly organised, results-oriented, and reliable, with a passion for excellence in guest service.
  • Collaborative team player with a supportive attitude.
  • Bachelor's Degree in a related field.
  • Familiarity with Opera is advantageous.
  • Demonstrate strong organizational skills, with a proactive initiative.
  • Track record meeting or exceeding sales goals and developing long term relationships and contacts.

Additional Information

What is in it for you:

  • Competitive Salary and Benefits
  • Discounted hotel rooms and food and beverage rates to employees at our sister properties around the globe.
  • We provide learning programs through our Academies to promote growth and development so that you can perform at your full potential.
  • Opportunity to develop your talent and grow within your property and across the world!

Diversidade & Inclusão para a Accor significa acolher cada um e respeitar suas diferenças, priorizando apenas qualidades e habilidades na ampliação de oportunidades de emprego e desenvolvimento. Nossa ambição é proporcionar emprego com propósito, e uma cultura acolhedora, excelentes condições de trabalho e promover o desenvolvimento de todas as pessoas, incluindo as pessoas com deficiência. Não hesite em nos informar de quaisquer necessidades específicas que possa ter para que possamos levá-las em consideração.


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