Director of Sales & Marketing

Join us at Accor, where life pulses with passion!​

As a pioneer in the art of responsible hospitality, the Accor Group gathers more than 45 brands, 5,600 hotels, 10,000 restaurants, and lifestyle destinations in 110 countries. While each brand has its own personality, where you will be able to truly find yourself, they all share a common ambition: to keep innovating and challenging the status-quo.​

By joining us, you will become a Heartist®, because hospitality is, first and foremost, a work of heart.​

You will join a caring environment and a team where you can be all you are. You will be in a supportive place to grow, to fulfil yourself, to discover other professions and to pursue career opportunities, in your hotel or in other hospitality environments, in your country or anywhere in the world!​

You will enjoy exclusive benefits, specific to the sector and beyond, as well as strong recognition for your daily commitment.​

Everything you will do with us, regardless of your profession, will offer a deep sense of meaning, to create lasting, memorable and impactful experiences for your customers, for your colleagues and for the planet.

Hospitality is a work of heart,​
Join us and become a Heartist®.

Key Job Responsibilities

MARKETING PLANNING

• Development of the Hotel Sales & Marketing Sales Plan
• Preparation of the Hotel’s Budget and Goals program
• Identify sources of business in all market segments and provide the sales elements of developing relationships with them
• Develop new business from other markets for the hotel
• Develop new corporate and leisure business
• Identify other sources of potential business for the Hotel and establish solicitation programs to maximize sales
• Direct and administer the sales and marketing goals of the Hotel
• Analyse market changes and implement programs and corrective action with the Sales Department to meet these changes, i.e.. Changes in the market place
• To ensure discussions on tactics and strategies with the General Manager are carried out
• To foster and maintain team spirit and morale of the Sales team in achieving their goals and objectives
• Ensure company and Hotel’s objectives are met through effective and appropriate packaging, product, pricing, and positioning of the Hotel
• Maintain supportive internal selling and cohesion between the Sales and Marketing Department and all Departments of the Hotel
• Establish programs and direct efforts to achieve group and FIT room night goals and to develop on-going relationships with customers
• Establish marketing programs to achieve revenue objectives
• Optimise quality of product and service and guest satisfaction
• Ensure achievement of optimum revenue and profitability by controlled expenditure and consistently high guest relations performance

SALES ADMINISTRATION:

• Setting overall strategy for sales approach with regard to the management of all Inbound Operators and Wholesalers, locally and internationally for the hotel
• Setting overall strategy for sales approach with regards to travel agents, leisure, corporate markets and Mice market
• Allocating tasks for each sales person and setting geographic call pattern and product responsibilities
• Monitor sales production and adjust sales activities, account coverage and sales priorities as necessary to achieve plan goals
• Establish account qualification criteria and use market research and telemarketing resources to identify priority markets and accounts. Assign sales personnel to assure coverage of all major markets and segments
• Develop annual sales department budget and execute the sales program and activities within it
• Oversee the organization and execution of familiarization/site inspection trips by major clients
• Outlining structure of weekly reports
• Management reporting including Monthly Sales Reports and Forecasts
• Develop active communication and close rapport with National Tourist offices, Wholesalers, Tour Operators, and other sources of sales information and support
• Execute direct mail campaigns to reach specific markets and any other programs or promotions that will result in achieving the goals set out in the Hotel Marketing Plan
• Maintain a high level of exposure for the Hotel in major markets through direct sales solicitation, telephone, fax, telex contact and written communications
• To ensure on-going efforts are being made to identify and develop new accounts to meet portfolio growth objectives as identified in the annual performance appraisal
• Utilise previous exposure, experience and contacts to cross-sell other properties in the Group
• Identify training needs, develop formal training plans and implement appropriate training sessions
• Conduct team meetings as appropriate to include review of procedures and events, which warrant special handling and detailed information

ADMINISTRATION:

• Implementation of effective sales systems and procedures that will ensure the efficient execution of the requirements of all business secured for the Hotel
• Establish travel schedules and monitor travel expenses and budgets to optimize sales productivity
• To ensure that the mailing list is always updated
• Ensure that all files on major Hotel accounts are maintained as well as the filing system.

INVENTORY MANAGEMENT:

• Assess margin of contribution of group business to maximize contribution from available room inventory
• Manage and maximize returns on room block commitments and identify opportunities for focused sales programs
• Co-ordinate group room forecasts and prospects with the reservations department so as to help the Hotel achieve maximum capacity room utilization
• Update and maintain current rates in the GDS.

COMMUNICATIONS:

• Develop and maintain effective communication channels with all departments within the hotel
• Maintain close, frequent, and open communication with the General Manager and other Department Heads as well as with the Sales Team
• Maintain supportive, timely communications with Regional Sales Officers
• To ensure awareness of bookings and sales programs among the other operating Departments of the Hotel
• Maintain timely and responsive communications with accounts and prospects
• Develop and maintain a marketing communications program in concert with the objectives of the Hotel’s overall plan, to achieve the desired image, perception, and reputation in the mindset of the consumer

OTHERS:

• Perform all duties and responsibilities in a timely and efficient manner in accordance with established Hotel policies to achieve the overall objectives of the position
• Establish and maintain effective team member relations
• Maintain the highest standards of professionalism, ethics and attitude towards all Hotel guests, clients, staff, and team members
• Maintain professional business confidentiality at all times
• Perform related duties and special projects assigned by the General Manager
• Handle and take on any other sales related function or responsibility and/or project as and when required

SALES AND MARKETING:

• Lead and develop sales personnel potential
• Recruit, select, train and motivate the personnel in the Sales Department to realise their potential and to develop individuals for advancement

• Minimum of 2 years’ experience in the same function
• Strong interpersonal skills and a proven track record in managing and motivating people
• Excellent knowledge of Dubai, UAE & GCC sales market.
• Excellent communication & negotiation skills.