Global Sales Director Middle East
Centara Hotels and Resorts
Dubai , UAE
منذ 1 يوم

Job Requirements

Scope and General Purpose of Job :

Director primary focus is to increase sales revenues and maintain customer relationships within an assigned geographical area and to support Key Account Director.

Responsible for :

Supporting specific territory GSOs within assigned markets, to develop and drive incremental revenue opportunities from existing and acquisition accounts / customers by building territory / country strategic plans.

Effectively utilising the Centara Hotels and Resorts network to promote and foster deeper penetration of business opportunities from defined territories.

Essential Duties and Responsibilities

  • Maintaining customer relationships as assigned
  • Setting and meeting sales targets to increase revenue as assigned
  • Finding opportunities to ensure efficiency of sales operations
  • Financial

  • Drive Revenue responsibility for achieving assigned segment budgeted revenue streams from specified market(s)
  • Financial Acumen Reporting, Analytics, Pricing, Market Intelligence while maximizing profitability, forecasting and revenue management strategies.
  • Advocates for sound financial business decisions while demonstrating honesty and integrity

  • Management of Global Account(s) in cooperation with Key Account Director and Centara Head Office
  • To assist in managing all the hotel sales brand contacts, to enforce and maintain the hotel’s brand positioning and concept, agreed upon in the hotel’s Annual Business Plan
  • To prepare, utilise and update an Annual Sales Plan, broken down as necessary by division and / or department, (Business Plan(s))
  • To contribute to the formulation of sales strategies, tactics and action implementations, complying with the S.M.A.R.T.
  • Selling approach, in order to create a strong and disciplined sales and to achieve personal sales goals

  • To implement the strategic sales process, maximising the available sales data including hotel Competitive Intelligence in order to make sound decisions
  • To constantly monitor and evaluate international market trends, and the competitor hotels’ sales initiatives, in order to make sure the hotel’s marketing and sales remain competitive and cutting edge
  • To manage all assigned key sales accounts, to evaluate performance on a regular basis from reports prepared by Revenue Manager Strategy / Marketing Analyst, and to develop strategies for pricing, inventory, and sales resource allocation
  • To conduct competitive surveys on a regular basis in relation to pricing, product and industry updates
  • Operational

  • Devise effective territory sales and marketing strategies
  • Analyse data to find the most efficient sales methods
  • Regularly connect with customers to address concerns and provide solutions
  • Regularly discover sales opportunities through consumer research, engagement and utilising GSOs market specialists
  • Developing and monitoring source market language material, in language, image and video contents.
  • Present products and services to prospective customers
  • Participate in industry or promotional events (e.g. trade shows) to cultivate customer relationships
  • Conduct online and offline training in sales techniques and company product attributes
  • Follow and adhere to KPI guidelines
  • Monitor competition within assigned region
  • Maintain relationship with Corporate company in both source destination and CHR destination, Government and Embassy, Chamber of Commerce and Expat society in Centara destinations
  • Developing media opportunities, actively building brand awareness via social media, KOL and trade media
  • Participate in road show’ activities and ensure the brand image, standard and sales expectation is aligned
  • Support in the preparation and submit reports to Executive Vice President of Commercial as scoped
  • Education

  • BSc / BA in Business, Marketing or a related field
  • Additional Qualifications

  • Proven experience within assigned territory with a minimum of four (4) years related experience
  • Proven track record of increasing sales and revenue; field sales experience is preferred
  • Ability to develop sales strategies and use performance KPIs
  • Proficient in MS Office; familiarity with PMS, Booking Engine and Channel Manager operation is a plus
  • Excellent communication skills with native command in English
  • Organizational and leadership ability
  • Problem-solving aptitude
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