Director of Sales & Marketing


Full job details

InterContinental Hotels & Resorts - Middle East & Africa
Job Type
Sales & Marketing
Job Level

At InterContinental
Hotels Group, we own, operate and franchise more than 5000 hotels, offering
more than half a million guest rooms in nearly 100 countries.  By bringing
your expertise and passion to any one of our brands, you will help us achieve our
vision : to be the most preferred, admired and successful hotel company the
world over.

Director of Sales & Marketing role is based in Dubai with frequent visits and presence in Fujairah in consultation with the General Manager.

Specific Pre - Opening Responsibilities

  • Study the local market as well
    as feeder markets thoroughly
  • Conduct a comprehensive
    SWOT analysis for the resort
  • Create a comprehensive highly
    strategic pre – opening and post opening Sales & Marketing business plan for
    the entire hotel and ensure approvals and implementations as per plans
  • Collaborate with Directors
    of Food & Beverage, Leisure to make ensure all areas are properly covered
    in making the resort an attractive destination for the right clients
  • Study STR positioning of
    the resort and prepare for its inclusion
  • Approach potential business
    prospects, companies for MICE business, tour operators proactively and harness
    fruitful relationships
  • Make a Marketing Plan
    beneficial to raise awareness about the resort in an opportune manner
  • Approach OTA channels and
    finalize contracts
  • Set up Social media and e
    commerce presence for the resort
  • Finalize collateral for
    sales & marketing purposes as well as support the hotel regarding the
    collaterals pertaining to hotel brand standards
  • Arrange for FAM trips and
    visits to facility at an appropriate time in consultation with General Manager
  • Devise and finalize the
    advertising, press and media intervention, publicity, community relations
    awareness campaigns and opening entertainment plans with the General Manager
  • Devise/ approve/ implement
    operational manuals, brand service standards and job descriptions for each
    section of the division
  • Recruit key members of own
    team as per IHG People tools in collaboration with Director of Human Resources
  • Oversee recruitment,
    induction and training of entire team alongside own key team members and Human
  • Plan and oversee all
    logistics in own department for a smooth and successful opening
  • Ensure that the facilities
    are well set up, logistics are available and the right quality of human
    resources are recruited, trained and made enthusiastically ready for the
    opening as per deadlines from Owning company, IHG and General Manager.



  • Prepare and manage a business
    plan/ budget with measurable targets for all parameters set down by the hotel
  • Coordinate all methods of
    maintaining and increasing business volume. This includes advertising, sales
    promotion, personal selling, publicity, community relations, special sales
    projects, etc.
  • Create and implement
    special programs to achieve greater profitability through:
  • Increasing average rate
  • Increasing overall
  • Increasing business volume
    during off-peak periods
  • Increasing local Food &
    Beverage and Banquet Sales
  • Enhance the image of the
    hotel in the local community
  • Participate as an active
    member of the community through associations, memberships and other trade
  • Review regularly activity
    reports of Sales and Marketing personnel to ensure targets and Sales objectives
    are being met
  • Review regularly internal
    promotion pieces for visual effect and ensure they conform with brand
  • Organize and promote, in cooperation
    with the Food & Beverage Department special projects to stimulate Food
    & beverage sales within the community, including, but limited to,
    tournaments, balls, parties, gastronomic festivities, etc.
  • Interact with individuals
    outside the hotel, including, but not limited to clients, Convention Bureaus,
    local Hotel Associations, Government Tourist offices, Airlines, Travel Agents,
    Tour Operators, competitors and other members of the local community
  • Investigate potential
    markets by:
  • Reviewing government
    statistics on visitors to the city/resort destination/country, analyzing
    competition's sales/promotion efforts, studying various reference, internal
    customer data and industry publications for sales leads, reviewing government
    statistics on visitors to the city/resort destination/country, Analyzing
    competition's sales/promotion efforts.
  • Effectively monitor and analyze
    variations from the budget in terms of cost of sales etc.
  • Develop systems that
    measure the judicious use of resources within the department
  • Develop procedures that
    track, report on, and control the running costs of the department
  • Keep abreast of trends in
    your area and implement best practice initiatives
  • Prepare financial reports


  • Develop a competitive
    business/ operations and marketing plan for the hotel and team and communicate
    this to your team
  • Work within the company’s
    Human Resource Management System to ensure the departmental performance of
    staff is productive
  • Plan for staffing needs
  • Recruit in line with
    company guidelines
  • Prepare detailed
    orientation programmes for new colleagues
  • Maintain a comprehensive,
    current and guest focused set of departmental standards and procedures and
    oversee their implementation
  • Ensure training needs
    analysis of your departmental staff is carried out and training programmes are
    designed and implemented to meet needs
  • Deliver training
  • Actively work at developing
    your direct reports and identify high potentials
  • Plan bonus, commission and
    incentive schemes for sales staff in accordance with the marketing budget and
    hotel standards
  • Maintain remuneration
    scales in accordance with financial and marketing objectives
  • Develop procedures that
    track, report on, and control the running costs of the department
  • Maintain training records
    for all direct reports and ensure they do the same for their direct reports
  • Conduct probation and
    formal performance appraisal in line with company guidelines
  • Coach, counsel and
    discipline staff, providing constructive feedback to enhance performance
  • Approve leave requests
    after considering peaks and troughs in the business 
  • Regularly communicate with colleagues
    to maintain positive relationships
  • Provide guests with
    information (example: loyalty programmes, area attractions, restaurants,
    facility information) to enhance guest experience.
  • Schedule conventions and/or
    business group activities at the hotel and coordinate with other hotel-level
    departments to facilitate services agreed upon by the sales office and
    prospective clients.
  • Communicate to appropriate
    departments all pertinent information requirements and special needs for
    arriving VIP’s, large groups, and other key guests.
  • Lead marketing efforts to
    up sell guests on hotel services, offerings, and amenities.Cultivate long
    lasting pleasant and fruitful relations with all clients and guests


  • Identify operational
    problems that reduce the effectiveness of marketing activities and overall
    hotel sales performance and work with appropriate department on solutions.
  • Develop awareness and
    reputation of the hotel and the brand in the local community, may serve as the
    hotel representative for media related inquiries.
  • Work closely with key
    business leaders, officials, and representatives of local community groups
    within the city to ensure constant high profile exposure for the hotel.
  • Effectively communicate and
    market aspects of the hotel that are sustainable or “green” and use information
    to gain new business opportunities.
  • Work with advertising
    agencies, consulting firms, and vendors to maximise advertising investments and
    ensure ads represent brand identity.
  • Perform other duties as
    assigned. May also serve as manager on duty.
  • Familiarizes yourself with
    Company Health and Safety Policies and ensure your areas promote and comply
    with them
  • Familiarizes yourself with
    property safety, first aid and fire and emergency procedures and actively
    enforce these in your area of responsibility

Do you have what it
takes to be a leader in the world's most global hotel company?


If so, make it happen
and apply now for a career with InterContinental Hotels Group, where a world of
personal and professional opportunities exist.

  • Bachelor’s
    degree / higher education qualification / equivalent in marketing or related
  • Minimum five years’
    experience as a Sales & Marketing Leader in a five star hotel/ resort.
  • Strong
    knowledge of leisure market , local businesses and business trends required.
  • Pre- opening experience is
  • Driving/ Travelling
    knowledge within UAE
  • Ease and ability to travel
    worldwide on planned as well as short notice 

The ideal candidate must demonstrate:

  • Strong leadership
  • Strategic direction
  • Highly effective
    communication skills
  • Ability to stimulate high
    performance standards and creating culture of execution
  • Strong focus and sense of
  • Market knowledge,
    understanding of macro and micro key drivers and competitor stance to drive key
    win strategies and market share above competitors.
  • High level of energy and
    drive to achieve operational and business goals Mature demeanour with a young
  • Positivity and flexibility
    to work in small or large teams towards the success of own division as well as
    the overall hotel
  • Ability to initiate and
    follow through new projects and drives
  • A proven track record of
    creativity and innovation; out of box thinking
  • Hunger for great guest
    service and high financial excellence
  • Budgeting, Forecasting and
    Marketing excellence
  • Ability to turn around
    products, services and promotions quickly as per the need of the hour
  • Leadership capability to
    drive high levels of motivation, development and performance standards in a
    diverse team
  • A personal drive for
    self-development and learning new ways of doing things

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