Sales Manager - Government/MICE

Accor · Dubai

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Company Description

• "Why work for Accor?
• We are far more than a worldwide leader. We welcome you as you are and you can find a job and brand that matches your personality. We support you to grow and learn every day, making sure that work brings purpose to your life, so that during your journey with us, you can continue to explore Accor’s limitless possibilities.
• By joining Accor, every chapter of your story is yours to write and together we can imagine tomorrow's hospitality. Discover the life that awaits you at Accor, visit https://careers.accor.com/
• Do what you love, care for the world, dare to challenge the status quo! #BELIMITLESS"

Job Description

The Role

• Under the general guidance and supervision of the Director of Sales / Assistant Director of Sales, leads and manages all sales activities for the Government and MICE segments and maximizes business opportunities within the assigned area of responsibility.
• To drive, manage and maintain robust positive relations with all key Government accounts, corporate clients, MICE partners, event organizers, agencies and business partners of Swissôtel Al Murooj, Dubai.
• To work as a team member and contribute to creating the most professional sales team at Swissôtel Al Murooj, Dubai. To meet and exceed sales targets set in the monthly and yearly forecasts and direct all efforts towards maximizing the hotel’s revenues and profits across all revenue streams, specifically rooms, meetings, conferences, banquets and food & beverage.
• To develop and maintain a strong network of contacts within Government entities, corporate organizations, PCOs, DMCs, event companies, travel agencies and other relevant business partners to encourage and secure hotel business.
• Generates and maintains customers within the Government and MICE segments through various sales activities, including face-to-face sales calls, telephone calls, client entertainment, networking and participation in industry events.
• Maintains a high level of exposure for the hotel through direct sales, telephone, written communications, presentations, sales calls, networking events and promotional activities.
• Ensures comprehensive and complete coverage of the assigned portfolio, including account management, prospecting, client servicing and business development, achieving targets and maximum productivity.
• Provides service that is sincere, warm and enthusiastic, ensuring guests’, residents’ and colleagues’ satisfaction at all times.
• Takes time to familiarise yourself with all guests, residents and colleagues and remains committed to service excellence.
• Promotes efficiency, confidence, courtesy and an extremely high standard of social skills.
• Generally promotes and ensures good inter-departmental relations.
• Displays a pleasant manner and positive attitude at all times and promotes a good company image to guests, clients and colleagues.
• Demonstrates pride in the workplace and personal appearance at all times when representing the hotel, thus identifying a high level of commitment.
• Maintains the highest standards of professionalism, ethics and attitude towards all hotel guests, clients, staff and employees.
• Maintains professional business confidentiality.
• Adheres to Company and Hotel rules and regulations at all times.
• Good knowledge of Sales & Catering, Microsoft Office and Microsoft Outlook. Uses technology available for reports, communication, account management and client correspondence.
• Flexible to adapt to sudden increases in working hours as per business needs and operational requirements.

Key Deliverables and Responsibilities

Planning & Organizing:

1. To develop, in conjunction with the Director of Sales, an effective, structured and achievable personal business plan for the Government and MICE segments.
2. To identify, develop and maintain key Government, corporate and MICE accounts in line with the hotel’s business strategy.
3. To maintain complete and supported records of all sales agreements, contracts, proposals, quotations and account information for the hotel as per Swissôtel Al Murooj, Dubai policies and procedures.
4. To have a good understanding of contribution margins for each product and work with respective Heads of Departments to maximize operating results.
5. To achieve targets in terms of new active accounts, room nights, meetings, conferences, banquet covers and revenue as set by the Director of Sales.
6. To submit weekly sales activity and business development plans to the Director of Sales / Assistant Director of Sales for review and approval.
7. As directed, budget, plan and execute cost-effective and productive sales trips, client visits, sales blitzes, trade shows and exhibitions under the approval and guidance of the Director of Sales and, where applicable, in coordination with International Sales Offices.
8. To arrange and conduct site inspections, client presentations, hotel tours, lunches and dinners for prospective and existing clients.
9. To attend major corporate and Government functions, MICE exhibitions, networking events and promotional events and promote the hotel’s rooms, meeting facilities, catering and other services.
10. To ensure that selling strategies are adhered to during negotiations and to maximize up-selling and cross-selling opportunities whenever possible.
11. To prepare and implement account development plans for key Government and MICE accounts.
12. To identify opportunities for new business, repeat business and long-term account partnerships.

Operations:

1. Maintains a sales call pattern averaging 25 calls per week, including face-to-face meetings, client visits, virtual meetings and business development calls.
2. Minimum two accounts entertained per week, subject to business requirements and approval.
3. Establishes and maintains detailed account histories and business intelligence for all assigned Government and MICE accounts.
4. Attends the daily Departmental Sales briefing and debriefing.
5. Attends weekly sales review meetings with all feedback, planned calls, appointments, entertainment and business opportunities for the following week.
6. Submits weekly sales activity and business production reports to the Director of Sales / Assistant Director of Sales for the Government and MICE segments.
7. Develops prospect accounts and implements a Sales Action Plan for each key account.
8. Attends the start of functions, meetings and events related to accounts handled to ensure smooth delivery and client satisfaction.
9. Seeks market intelligence and information from clients, business partners and competitors.
10. Interacts and liaises closely with Front Office, Reservations, Food & Beverage, Events Management and Banquet & Conference Departments to ensure effective delivery of client requirements.
11. Assists with Sales Blitz activities coordinated by the Director of Sales / Assistant Director of Sales.
12. Performs related duties and special projects as assigned.
13. Attends the start of functions and events related to assigned accounts and ensures appropriate client follow-up.
14. Implements and executes all sales objectives and action plans to reach and exceed targets set.
15. Solicits, develops and services Government business and MICE opportunities.
16. Within established parameters, prepares quotations, negotiates corporate contracts, Government agreements, group business and MICE proposals, involving the Director of Sales where required to close business.
17. Where applicable, closely coordinates and communicates with the International Sales Office with regards to RFP accounts and markets serviced by Outbound Sales.
18. Ensures that all business enquiries and requests are actioned within a maximum of 24 hours.
19. Promotes and produces sales leads for Swissôtel Al Murooj, Dubai outside the assigned coverage area.
20. Provides feedback to the Director of Sales on changing market conditions, including trends in Government business, MICE demand, competition, client requirements and market opportunities.
21. Solicits and services transient, group, Government and MICE business, including meetings, conferences, events and corporate functions.
22. Formulates Government offer letters, yearly contracts, MICE proposals and any other required business correspondence.
23. Arranges and conducts hotel site inspections for Government and MICE clients.
24. Handles incoming calls and ensures messages are taken and details are forwarded to the person concerned.
25. Attends departmental and communication meetings as requested by the Department Head.
26. Attends major events in the hotel and city as requested by the Department Head.
27. Closely monitors account revenue, production and business performance of the assigned Government and MICE portfolio.
28. Maximizes up-selling and cross-selling opportunities whenever possible.
29. Establishes and maintains files of major accounts and assists the Director of Sales / Assistant Director of Sales in maintaining the account management system.
30. Ensures that selling strategies are adhered to during negotiations and maximizes up-selling opportunities whenever possible.
31. Disseminates sales-related information to other departments as appropriate.
32. Maintains close communication with the Events Management Team throughout the negotiation and execution process of assigned accounts.
33. Follows up with the Events Management Team after the post-event meeting and ensures appropriate client follow-up through thank-you calls, emails and/or letters.
34. Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
35. Reviews direct competition and conducts regular market and competitor research.
36. Closely monitors accounts revenue and business production for assigned Government and MICE accounts.
37. Keeps updated with client relationships, business requirements, market developments and overall business goals.
38. Updates the Director of Sales on the negotiation status, event details, account development and progress of each group or MICE opportunity.
39. Maintains an up-to-date account and contact database and ensures all relevant details are updated in the property management system / Sales & Catering system.
40. Ensures comprehensive and up-to-date knowledge of the property’s unique selling points, features, amenities, services, meeting facilities and policies.
41. Ensures that Swissôtel Al Murooj, Dubai Sales Policies and Standard Operating Procedures are adhered to at all times.
42. Attends departmental and communication meetings as requested by the Department Head.

Administration:

1. Disseminates sales-related information to other departments as appropriate.
2. Updates the Director of Sales on negotiation status, event progress, account development and business opportunities.
3. Ensures that the response to any business request is actioned within 24 hours.
4. Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
5. Maintains an up-to-date account and contact database and ensures all relevant information is accurately maintained in the property management system / Sales & Catering system.
6. Prepares and submits accurate weekly and monthly sales activity, account production and business development reports.
7. Maintains complete records of Government contracts, corporate agreements, MICE proposals, quotations, correspondence and account activities.
8. Ensures all sales-related documentation is properly maintained and readily available when required.

Qualifications

**Required Qualifications:**

• Bachelor's Degree in Business Administration, Hotel Management, Sales, Marketing, or related field
• Minimum 2 years of professional experience in a sales management role within the hospitality, MICE, or government relations sector
• Valid driving license
• Demonstrated proficiency in Sales & Catering software systems and Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• Proven track record of achieving and exceeding sales targets in a corporate or hospitality environment
• Strong knowledge of account management principles, contract negotiation, and business development strategies
• Excellent written and verbal communication skills in English; additional languages are advantageous
• Professional certification in sales, hospitality management, or related discipline is preferred

**Core Competencies Required:**

• Strategic account management and relationship building with corporate and government entities
• Sales forecasting, budgeting, and revenue optimization
• Negotiation and contract management expertise
• Market analysis and competitive intelligence gathering
• Cross-functional collaboration and team leadership capabilities
• Professional business etiquette and client entertainment standards
• Commitment to maintaining confidentiality and adhering to professional ethics standards

Additional Information

Directly opposite to The Dubai Mall, the iconic Burj Khalifa, 10 minutes walk to the Dubai Metro Station and within a few minutes’ drive to DIFC, World Trade Centre and just 15 minutes’ drive from Dubai International Airport, Swissotel Al Murooj is located in downtown Dubai, one of the city’s favoured destinations for business or leisure.

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