Sales Manager - Government/MICE

Sales Manager - Government/MICE

Region MEA SPAC

Swissôtel Al Murooj Dubai, Dubai, United Arab Emirates

REF121146N

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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:

• To develop, in conjunction with the Director of Sales, an effective, structured and achievable personal business plan for the Government and MICE segments.
• To identify, develop and maintain key Government, corporate and MICE accounts in line with the hotel’s business strategy.
• 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.
• To have a good understanding of contribution margins for each product and work with respective Heads of Departments to maximize operating results.
• To achieve targets in terms of new active accounts, room nights, meetings, conferences, banquet covers and revenue as set by the Director of Sales.
• To submit weekly sales activity and business development plans to the Director of Sales / Assistant Director of Sales for review and approval.
• 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.
• To arrange and conduct site inspections, client presentations, hotel tours, lunches and dinners for prospective and existing clients.
• 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.
• To ensure that selling strategies are adhered to during negotiations and to maximize up-selling and cross-selling opportunities whenever possible.
• To prepare and implement account development plans for key Government and MICE accounts.
• To identify opportunities for new business, repeat business and long-term account partnerships.

Operations:

• Maintains a sales call pattern averaging 25 calls per week, including face-to-face meetings, client visits, virtual meetings and business development calls.
• Minimum two accounts entertained per week, subject to business requirements and approval.
• Establishes and maintains detailed account histories and business intelligence for all assigned Government and MICE accounts.
• Attends the daily Departmental Sales briefing and debriefing.
• Attends weekly sales review meetings with all feedback, planned calls, appointments, entertainment and business opportunities for the following week.
• Submits weekly sales activity and business production reports to the Director of Sales / Assistant Director of Sales for the Government and MICE segments.
• Develops prospect accounts and implements a Sales Action Plan for each key account.
• Attends the start of functions, meetings and events related to accounts handled to ensure smooth delivery and client satisfaction.
• Seeks market intelligence and information from clients, business partners and competitors.
• Interacts and liaises closely with Front Office, Reservations, Food & Beverage, Events Management and Banquet & Conference Departments to ensure effective delivery of client requirements.
• Assists with Sales Blitz activities coordinated by the Director of Sales / Assistant Director of Sales.
• Performs related duties and special projects as assigned.
• Attends the start of functions and events related to assigned accounts and ensures appropriate client follow-up.
• Implements and executes all sales objectives and action plans to reach and exceed targets set.
• Solicits, develops and services Government business and MICE opportunities.
• 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.
• Where applicable, closely coordinates and communicates with the International Sales Office with regards to RFP accounts and markets serviced by Outbound Sales.
• Ensures that all business enquiries and requests are actioned within a maximum of 24 hours.
• Promotes and produces sales leads for Swissôtel Al Murooj, Dubai outside the assigned coverage area.
• Provides feedback to the Director of Sales on changing market conditions, including trends in Government business, MICE demand, competition, client requirements and market opportunities.
• Solicits and services transient, group, Government and MICE business, including meetings, conferences, events and corporate functions.
• Formulates Government offer letters, yearly contracts, MICE proposals and any other required business correspondence.
• Arranges and conducts hotel site inspections for Government and MICE clients.
• Handles incoming calls and ensures messages are taken and details are forwarded to the person concerned.
• Attends departmental and