Director of Sales

Director of Sales (Full Time)

Meliá Desert Palm Member of Meliá Collection

Dubai , United Arab Emirates


Vacancies : 1

Date Posted: 14-Mar-2023

About Company


Meliá Desert Palm Member of Meliá Collection, is part of the global Spanish hotel company,
Meliá hotels International. Located only 20km outside Dubai’s city centre, this Arabian
retreat is the ultimate escape to relax in sophisticated elegance. A combination of rooms,
suites and cosy private pool villas, chic spaces for culinary refinement and spa
indulgences surrounded by vast green landscape and endless sunshine

Job Descriptions

At Melia Desert Palm Dubai we always behave in the following way…
We have pride in the work we do, how we present ourselves, and how we communicate with our guests and our colleagues.
We use our initiative and always find the best way to solve a problem for a guest or a colleague.
We work as a team with colleagues across all departments to deliver the highest quality of service on all occasions.
We always think of new ways to surprise and delight our guests.
We treat guests and colleagues with dignity and respect.  Everyone is important.
We hold ourselves to the highest standards of honesty and integrity.
We are proud to represent our hotel and our country to guests from all over the world.  
Responsible for the achievement of the revenue targets of Meliá Desert Palm, whilst implementing the strategy, planning and execution of all Sales initiatives.
Management supervision and analysis of results from all revenue segments of the Hotel, including room reservations and events sales.
At MELIA DESERT PALM, we are proud to represent our hotel and our country to guests from all over the world.  We treat our guests and our colleagues with respect and work hard together to deliver the highest quality of service to all.
Within Melia Desert Palm Dubai, the top-performing people who do this job always demonstrate the following attitude: 
Working with Others:
They always try to anticipate and exceed the needs of customers and colleagues
They use their own initiative and good judgement to solve problems in a calm and efficient way
They enjoy working with others to achieve common goals.  They volunteer as required to ensure the success of the team
They always act with personal professionalism and integrity.
Taking Responsibility:
They always conduct business honestly and fairly.  They keep sensitive information confidential.
They can prioritize their workload effectively and be organized and structured at work
They manage their time and pay attention to detail.  They know their jobs and can work without close supervision.
They display a positive attitude, even under pressure.  They personally check their work to ensure its accuracy.
Delivering Results:
They are committed to meeting and exceeding all performance standards.
They constantly look to develop their own professional skills and abilities.
They perform job tasks in line with established policies and procedures.
They always try to provide a top-quality experience to all our guests.
Minimum 3 years’ experience in similar role within Hotel Sales Department
5 Star Hotel experience essential, resort experience desirable
Fluency in English and Arabic required, other language desirable
Collaborative & team sipirit is a must. We, at Melia Desert Palm are one family.
Current experience working in the GCC, preferably the UAE
Strong knowledge of B2B international markets
Luxury Leisure experience in the GCC and UAE
Knowledge of MICE market and experience with Events Sales (Corporate and Social) desirable
Experience with Sales and Reservations departments desirable
Excellent verbal and written communication skills in English language.
Bachelor’s degree in relevant subject required
High energy levels, drive, creativity, motivation, and the ambition to substantially improve business performance
Please note that this is not an exhaustive list of everything that needs to be done. MELIA DESERT PALM employees always find new ways to look after the business, their guests, and their colleagues.   Within this, the key responsibilities for this position are:
To prepare the annual budget including the events goals and revenue objectives in coordination with Revenue manager, and Finance Manager
Prepare the occupancy forecast alongside Revenue Manager to establish the correct pricing policy, adapted to the different potential customers (groups, key accounts, tour operators…), and with the approval of the General Manager.
To design the BDG and annual S&MKT plan, based on previous research and analysis of the market trends with a focus on the growth through MHI own channels.
Establish the individual goals for Meliá Desert Palm sales team for them to achieve the general revenue KPI goals (if applicable)
Responsible for developing and implementing the communication strategy in social networks as well as the strategy of investment in digital marketing (SEO, SEM....)
Attend sales & revenue / forecast meetings, record actions as requested by the General Manager or AREA BDD and to contribute to the on-going strategic decisions
Develop and supervise on hotels Sales Strategy and annual, quarterly, and monthly sales action plan
Coordination of the Hotel and Global Sales network. Arrange conference calls with both teams to define combined sales actions and to optimize revenue contribution
Ensure that the property sales executives correctly assign their account portfolio in MHI Sales tool (FOCUS/OPERA), organize, and successfully execute client actions
Report the outcome of the visits in FOCUS. Review those visit reports and to make suggestions for any necessary improvements to achieve the goals.
Coordinate the presence at entertainment events, trade fairs, expositions, conventions events, and promotional tours according to the S&MKT Plan
Maximize cross-selling opportunities and ensure synergies are built in the area of responsibility
Coordinate workflow between regional and hotel sales to ensure a high acceptance in RFP and Group lead process, distribute communication, e.g. BT reports, RFPs
Creation of the B2B communications plan, dissemination of promotions and advantages for professionals, analysis of the effectiveness and impact on the income
Adapt defined B2C segment campaigns to B2B segment and control investments in promotional terms to stay in budget line
Achieving the goal of attracting and activating TRAVEL AGENTS/COMPANIES as well as middle-income per agent/agency
Review negotiations, contracts with the different companies and credits for clients are made according to the MHI policies and established procedures
Report all daily incidents detected in the daily operation of the platform MeliaPRO and BT by MHI
Retro-feeding data to improve the B2B database, manage the improvements and operating procedures of the registrations and updates
Coordinate with the Revenue manager to launch special hotel offers in and other channels of distribution and to force Global Campaigns on a local level
Secure the load of offers and promotions in and other online mice channels as well as offline ways of distribution
Coordinate the relationship model and define the digital mice action plan for your hotel
Monitor the volume and quality of the RFPs issued through the channel resulting from digital marketing actions for your hotel
Understanding the competitive market and implementing approaches to guarantee the hotel portal remains competitive
Ensure that the business is efficiently developed through proactive sales in own channels, through tracking
Manage all the different digital tools from the online channels with the sales teams
Provide marketing and sales information, statistics and reports for the different potential customers (by segments, sources and source market)
Utilise and leverage all MHI and industry sales tools across each market segment to identify trends & opportunities to ensure team are focused on key opportunities
Attends internal fam trips or individual trips to know Meliá Hotels International key properties for the sales team
Positively dealing with and learning from customer complaints and comments.
Making sure all customer requests and queries are responded to promptly and effectively
React with urgency to any forecasted sales and profit shortfalls to budget. Recommend and assist in the implementation of activity to stimulate short-term sales revenue and support with aggressive cost controls to protect budgeted profit targets.
Communicate regularly with the Department Heads any trends occurring in the City/Region in relation to Sales.
Ensure that the team adheres to the company’s reporting systems.
Research and develop strategies and plans which identify sales opportunities, direct sales, and new project development.
Analyze and evaluate the effectiveness of sales, methods, costs, and results.
Develop and manage sales budgets and oversee the development and management of internal operating budgets.
Plan and coordinate public affairs, and communications efforts, to include public relations and community outreach.
Directly manage major and critical developing client accounts and coordinate the management of all other accounts.
Represent the company at various networking and/or business meetings to promote the Melia Hotels International Brand
Build and promote positive relations with partners, vendors, and distributors.
Manage team members fairly and effectively within Sales, Event Sales, and Reservations

Skills Required

Sales Strategies
Pricing Strategies
Negotiating Skills
Account Management

Compensation & Benefits

  • To be discussed during the interview.

Job Detail

  • Job Id
  • Location
    Dubai,United Arab Emirates
  • Poste Date
  • Salary
  • Total Vacancies
  • Career Level
    3-5 Years Experience
  • Degree
    Experienced Professional

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