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Director of Sales - Middle East

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Mandarin Oriental Hotel Group

28d ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Hospitality & Retail
  • Geneva

AI generated summary

  • You need 10+ years in Middle East luxury sales, market expertise, B2B relationship management, HNWI connections, and a proven record in revenue growth and client retention. Arabic is a plus.
  • You will maximize sales for corporate and leisure accounts, manage key clients, develop new business, execute sales trips, and maintain accurate databases while monitoring competition activities.

Requirements

  • Extensive Experience
  • 10+ years of experience managing the Middle East market for luxury properties, with a proven track record of driving sales success and meeting ambitious revenue targets.
  • Sales Expertise & Market Knowledge
  • Deep understanding of the Middle Eastern luxury market, including regional trends, consumer behaviors, and high-value client expectations.
  • Proficient in developing and executing strategic sales plans tailored to the unique demands of the region.
  • Language Skills
  • Fluent in English; proficiency in Arabic is a significant advantage to engage effectively with diverse stakeholders.
  • B2B Relationship Management
  • Extensive expertise in overseeing and cultivating relationships with B2B travel agencies, including luxury travel agents.
  • Skilled in leveraging these partnerships to optimize occupancy and revenue.
  • High-Value Client Network
  • Strong network of connections with HNWIs, UHNWIs, family offices, and key stakeholders across the region.
  • Ability to engage and build trust with elite clientele, fostering long-term relationships and business opportunities.
  • Revenue Growth and Client Retention
  • Proven ability to drive repeat business and consistent growth by delivering exceptional service and tailored luxury experiences.
  • Expertise in identifying opportunities to upsell and cross-sell, maximizing profitability.

Responsibilities

  • To maximise sales activities so as to ensure occupancy, rate and yield objectives are achieved in accordance with sales plan
  • To be responsible for servicing all assigned corporate, travel trade and group accounts from the Middle East, researching and developing new accounts, focusing on high rated business in line with the over-all sales and pricing strategies
  • To maximise sales opportunities from the Royal and HNWI Families from The Middle East and manage all requests from the bookers
  • To maximise sales for all other hotel revenue generating departments
  • Together with the DOSM agree and implement corporate rate strategies and account management plans for Middle East Royal Families, Middle East Bookers, Corporate, Government, Agency and Group Accounts
  • To achieve budgeted room-nights and revenues for corporate, leisure and group market segments
  • To effectively manage a portfolio of key accounts through planned sales activity, maximising account potential in terms of rate and/or room-nights in accordance with overall sales strategies
  • To focus on the development of new business both locally and internationally specifically those that commands a higher average corporate rate
  • To work with Mandarin Oriental regional sales offices and third-party organisations or consultants in assigned territories, to maximise sales opportunities
  • To plan and execute overseas sales trips within assigned territories and market segments
  • To maximise selling opportunities within assigned market segments and territories for Conference & Banqueting revenues, particular roadshow and special events departments
  • To participate in tradeshows and workshops as required
  • To host site inspections and familiarisation trips as needed
  • To maximise promotional opportunities with key partners
  • To develop and maintain a clean database of contacts in assigned markets, plan and execute a regular mail-shot programme
  • To promote other Mandarin Oriental properties whenever possible and effectively distribute sales leads
  • To produce other reports pertinent to assigned markets as required
  • To use corporate initiatives and programs (Fans of MO, Wellness on the Road, Mindful Meetings, and others) to optimize guest satisfaction and sales
  • To monitor sales activities of the hotel’s competition and to report findings at sales meetings
  • To provide assistance and support to sales department operations as the need arises
  • To ensure that information in Delphi is accurately maintained for contact management, trace dates and mailshots
  • To ensure effective reporting of corporate and travel agent production statistics internally and to other MOHG offices
  • To perform any other reasonable request as required by the DOSM

FAQs

What is the location for the Director of Sales - Middle East position?

The position is based in Dubai.

What is the primary responsibility of the Director of Sales - Middle East?

The primary responsibility is to ensure the smooth running of Sales for all Swiss Hotels in the Middle East, maximizing sales activities to achieve occupancy, rate, and yield objectives.

What kind of experience is required for this position?

A minimum of 10 years of experience managing the Middle East market for luxury properties, with a proven track record of driving sales success and meeting ambitious revenue targets, is required.

Is language proficiency important for this role?

Yes, fluency in English is essential, and proficiency in Arabic is a significant advantage.

What types of clients will the Director of Sales be working with?

The Director will primarily engage with high-net-worth individuals (HNWIs), ultra-high-net-worth individuals (UHNWIs), and key stakeholders from the Middle East.

What benefits does the Mandarin Oriental Hotel Group offer for this position?

The benefits include guest hotel experience for employees, discounted room nights, discounts at F&B outlets, colleague recognition programs, learning and development opportunities, and opportunities for promotion and transfer across the group.

Is this a full-time position?

Yes, this is a full-time permanent position.

What skills are essential for this Director of Sales role?

Essential skills include sales expertise, deep market knowledge of the Middle East luxury market, B2B relationship management, revenue growth, and client retention.

Will the Director of Sales be required to travel?

Yes, the Director of Sales will be required to plan and execute overseas sales trips within assigned territories and market segments.

What is the focus of the sales strategy for this role?

The focus is on servicing assigned corporate, travel trade, and group accounts, researching and developing new accounts, particularly those that command a higher average corporate rate, and maximizing sales from Royal and HNWI families from the Middle East.

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Mandarin Oriental Hotel Group

Travel & Leisure
Industry
10,001+
Employees
1963
Founded Year

Mission & Purpose

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most luxurious hotels, resorts and residences. Having grown from its Asian roots into a global brand, the Group now operates 36 hotels and 7 residences in 23 countries and territories, with each property reflecting the Group’s oriental heritage and unique sense of place. Mandarin Oriental has a strong pipeline of hotels and residences under development, and is a member of the Jardine Matheson Group. Mandarin Oriental’s aim is to be recognized widely as the best global luxury hotel group, providing 21st century luxury with oriental charm in each of its hotels. This will be achieved by investing in the Group’s exceptional facilities and its people, while maximizing profitability and long-term shareholder value. The Group regularly receives recognition and awards for outstanding service and quality management. The strategy of the Group is to open the hotels currently under development, while continuing to seek further selective opportunities for expansion around the world. The parent company, Mandarin Oriental International Limited, is incorporated in Bermuda and has a premium listing on the London Stock Exchange, with secondary listings in Bermuda and Singapore. Mandarin Oriental Hotel Group International Limited, which operates from Hong Kong, manages the activities of the Group’s hotels. Mandarin Oriental is a member of the Jardine Matheson Group.