Director of Luxury Sales

An architectural surprise inspired by an Egyptian aesthetic, 5-star Raffles Dubai offers the luxury of city-centre space, impeccable service and sophisticated Asian style. A 15-minute drive from Dubai International Airport, it is ideally located in the business and shopping district, adjacent to Wafi Mall and close to the magnificent Khan Murjan souk and the convention centres.

POSITION PURPOSE

The Director of Luxury Sales is responsible for developing, implementing, and executing a successful sales strategy focused on the luxury market segment, including luxury consortia, high-end international delegations, UHNW individuals, VIP leisure travelers, and premium travel designers.

The role ensures achievement and overachievement of luxury segment room nights, revenue, suite production, and brand positioning, while strengthening the hotel’s reputation within global luxury networks. The position also contributes to team development, collaboration, and employee engagement through clear leadership and performance-driven coaching.

ESSENTIAL FUNCTIONS

Develop and implement a comprehensive Luxury Sales Strategy aligned with the hotel’s overall Sales & Marketing objectives.

Lead all luxury-focused sales activities to achieve and exceed monthly, quarterly, and annual luxury revenue targets, with a strong emphasis on premium suites and exclusive experiences.

Manage and grow relationships with luxury consortia, including but not limited to Virtuoso, Traveller Made, Signature Travel Network, Ensemble, Serandipians, and other elite affiliations.

Cultivate strong partnerships with luxury travel advisors, bespoke travel designers, private offices, royal households, and high-end international delegations.

Act as the primary point of contact for top-producing luxury accounts, ensuring personalized engagement, tailored proposals, and exceptional service delivery.

Oversee and ensure accurate and timely updates of all luxury accounts, activities, and production in relevant sales systems (CRM, PMS, sales tracking platforms).

Actively promote awareness of luxury guest expectations across all hotel departments to ensure seamless, highly personalized guest experiences.

Conduct regular client visitations, VIP entertainment, FAM trips, and hosted stays to enhance loyalty and drive long-term partnerships.

Identify new and emerging luxury markets globally and develop targeted action plans to capture incremental business.

Represent the hotel at international luxury trade shows, roadshows, consortia events, and overseas sales missions, as required.

Work closely with Revenue Management to ensure optimal pricing, forecasting accuracy, and yield optimization for luxury inventory and suites.

Provide strategic input to the DOS in the development of the Annual Sales & Marketing Plan, luxury segment budget, and long-term business strategy.

Regularly analyze booking trends, pace reports, and market intelligence to proactively adjust luxury sales strategies.

Ensure all luxury promotional campaigns, partnerships, and brand initiatives align with the hotel’s positioning and brand standards.

Participate in daily and weekly Revenue Meetings, Sales Strategy Meetings, and Pre-Convention Meetings, providing insights specific to luxury demand.

Establish measurable quality and performance objectives for the luxury segment and actively participate in monthly, quarterly, and annual reviews.

Provide ongoing coaching, mentoring, and performance management to assigned colleagues (if applicable), fostering professional growth and accountability.

Determine training needs related to luxury service standards, consortia engagement, and high-end client servicing, and ensure appropriate development plans are implemented.

Ensure full compliance with all hotel policies, brand standards, and applicable legal and regulatory requirements.

Support Sales, Catering, and Convention Services teams in securing and servicing luxury-related business as requested.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

The individual must possess the following competencies and be able to demonstrate the ability to perform all essential job functions:

• Exceptional verbal and written communication skills in the primary language(s) of the workplace; additional languages are a strong advantage.
• Extensive knowledge of luxury hospitality sales, luxury consortia, and high-end global travel markets.
• Proven ability to manage UHNW clients, VIPs, and international delegations with discretion and professionalism.
• Strong negotiation, relationship-building, and consultative selling skills.
• Advanced understanding of revenue management principles, forecasting, and budget analysis.
• High proficiency in CRM systems, sales reporting tools, and Microsoft Office applications.
• Ability to analyze complex data, identify trends, and develop strategic action plans.
• Strong leadership skills with the ability to coach, mentor, and objectively evaluate performance.
• Thorough knowledge of hotel operations and competitive luxury market dynamics.
• Ability to work independently with minimal supervision while collaborating effectively with cross-functional teams.
• Knowledge of applicable labor laws, EEO regulations, and workplace compliance standards.

EXPERIENCE

Minimum 7 – 10 years of progressive experience in hotel sales, with significant exposure to luxury or high-end market segments.

Demonstrated experience working with luxury consortia, premium travel advisors, and international luxury clientele is required.

Raffles Dubai, Sheikh Rashid Road