Sales Manager

The Role

The Sales Manager is responsible for generating room, meeting, and banquet revenue through proactive sales activities targeting the GCC, Government, and Sports segments. The role focuses on developing strategic partnerships with government entities, sports associations, federations, clubs, and GCC-based travel partners while positioning the hotel as the preferred accommodation and events venue within the UAE market.

Key Responsibilities

• Business Development & Revenue Generation

• Develop and execute a comprehensive sales plan for GCC, Government, and Sports segments to achieve budgeted revenue targets.

• Identify and secure new business opportunities from UAE government entities, semi-government organizations, embassies, ministries, and public sector companies.

• Drive room nights, extended stays, group bookings, and meeting/event revenues from GCC markets.

• Target sports teams, academies, federations, associations, tournament organizers, and sporting event organizers for accommodation and event business.

• Negotiate commercial agreements, corporate rates, and event contracts in line with hotel revenue strategies.

• Consistently achieve monthly, quarterly, and annual sales goals.

• Account Management

• Maintain strong relationships with existing government, GCC, and sports accounts to maximize repeat business.

• Conduct regular client visits, presentations, sales calls, and networking activities.

• Develop account plans for key customers and monitor account performance.

• Ensure a high level of customer satisfaction through proactive follow-up and relationship management.

• Market Representation

• Represent the hotel at trade exhibitions, government networking events, sports conferences, roadshows, and industry events.

• Conduct sales trips within the UAE and GCC countries to promote the hotel and secure business opportunities.

• Organize site inspections, familiarization trips, and client entertainment activities.

• Market Intelligence

• Monitor competitor activities, market trends, and emerging opportunities within the assigned segments.

• Analyze production reports and identify strategies to grow market share.

• Provide market feedback and recommendations to support business planning.

• Revenue Generation

• Achieve monthly, quarterly, and annual revenue targets.

• Maximize room, meeting, conference, banquet, and catering revenues from assigned market segments.

• Work closely with Revenue Management to optimize pricing strategies and business mix.

• Identify cross-selling and upselling opportunities across hotel services and facilities.

• Sales Activities & Representation

• Represent the hotel at trade shows, exhibitions, travel fairs, sports events, and government networking functions.

• Organize and conduct client presentations, site inspections, and familiarization trips.

• Participate in sales missions within GCC countries and key source markets.

• Collaboration & Operational Support

• Work closely with Reservations, Revenue, Events, Front Office, and Food & Beverage teams to ensure seamless execution of client requirements.

• Maintain accurate account information and sales activities in the CRM system.

• Prepare weekly sales reports, forecasts, and market intelligence updates.

• Monitor segment performance and recommend corrective actions when necessary.

• Maintains a sales call pattern averaging 25 calls a week.

• Minimum two accounts entertainment per week.

• Establishes and maintains histories on every account with his/her market segments.

• Attend the daily Departmental Sales briefing and debriefing.

• Attend weekly review, with all feedback and planned calls and entertainment of the following week.

• Submit weekly sales activity report to the Asst. Director of Sales, on Corporate Segment.

• Develops Prospects Accounts, and implement a Sales Action Plan for each account.

• Attends at the start of functions related to accounts handled.

• Seeks intelligence information from accounts and competition.

• Assist with Sales Blitz, coordinated by the Asst. Director of Sales.

• Performs related duties and special projects as assigned.

• Attend the start of the functions related to his/her accounts handled.

• Implements and executes all sales objectives and action plans to reach and exceed targets set

• Solicits and service both Corporate and Groups business

• Within established parameters, quotes and negotiate corporate contracts and groups business and where need be involved Director of Sales & Marketing to close contract.

• Where applicable, closely coordinate and communicate with the international sales office with regards to RFP accounts/markets that are serviced by Outbound Sales

• Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.

• Disseminates sales related information