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Dubai Based Sales Manager - MICE & Corporate

Fujairah

Full job details

Recruiter
InterContinental Hotels & Resorts - Middle East & Africa
Posted
19/12/2016
Ref
FUJ000050
Location
Fujairah
Job Type
Sales & Marketing, Sales Manager
Sector
Hotel
Job Level
Management
 

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.


At InterContinental Hotels & Resorts®      we want our guests to feel
special, cosmopolitan and In the Know which means we need you to:


  • Be charming by being
    approachable, having confidence and showing respect.
  • Stay in the moment by
    understanding and anticipating guests’ needs, being attentive and taking
    ownership of getting things done.
  • Make it memorable by being
    knowledgeable, sharing stories and showing your style to create moments that
    make people feel special.

Job
Overview


  • To manage InterContinental Fujairah Corporate and MICE segments by developing market strategies in collaboration with DOSM and Revenue department.
  • To manage the relationship with key events and corporate accounts, identify new potential account to achieve hotel budget in both segments. To promote the desired work culture around the five winning ways – Aim higher, Work better together, Celebrate the difference, Do the right thing & Show we care.   
  • Build profile within local market place through attendance at various events and local market place.
  • Maintain regular contact with the IHG hotels in region and the regional reservation office. Responsible in identifying potential feeder markets.
  • To proactively create and convert revenue opportunities for the InterContinental Fujairah from qualified group leads and MICE opportunities by planning and executing sales activities based on strategies and financial targets (hotel revenue, room night goals) outlined in the Hotel’s annual Business Plan

 


Key Activities:


 


  • Drive Total Revenue (short & long term Room, C&E, F&B, SPA) and sell to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business. (45%)
  • Gain depth knowledge about the business model, concept, market dynamics and trends, exhibitions and geographic areas of the client portfolios that is managed (25%)
  • Develop relationships across all business units beyond the local market towards Regional and International Regions (10%)
  • To utilize IHG sales tools in an appropriate manner to ease work processes and make the same more efficient and transparent - SBRP, Delphi, Lanyon, IHG Merlin, IHG Sales Source, and IHG Rewards Club. (10%)
  • Consistently communicate “within” to share market intelligence, provide feedback and ensure customer awareness with the Hotels and to ensure planning and coordination of sales. (15%)

 


 Duties and Responsibilities


FINANCIAL RETURNS


  • Monitors competitors’ activities and assists in marketing intelligence.
  • Refers sales leads to appropriate personnel within the InterContinental Hotels Group.
  • Sells to new, existing and prospective customers considering goals set forth in the sales strategy, negotiating optimum rate for the benefit of the business.
  • Services existing business through management of account bases.
  • Develops and maintains a regular pattern of sales calls (minimum of 25 sales calls)
  • Provides direction on, and conducts market research and analysis.
  • Travel when required to promote the hotel and develop potential business.
  • Monitors existing business and inputs into sales strategy meetings to maximize business.
  • Grows existing business and establishes and pursues leads which will develop revenue opportunities.
  • Initiates and prepares tenders for business.
  • Assesses sales and marketing data.
  • Assists with the preparation of seasonal promotions
  • Assists in the evaluation of sales and marketing activities.
  • Analyses sales mix and likely impact on hotel goals.
  • Actively solicits and books business following hotel standards.
  • Attends Industry Exhibitions to represent the hotels in front of prospect clients.
  • Grows existing business and establishes and pursues leads which will develop business.
  • Initiates and prepares tenders for business.
  • Monitors existing business and inputs into sales strategy meetings to maximize business.
  • Services existing business through management of account bases.
  • Manages Accounts and ensure the constant generation of
    new corporate prospects for self.

PEOPLE


  • Maintains a comprehensive, current and guest focused set of departmental standards and procedures and oversee their implementation.
  • Ensures self PDP in place, followed upon and achieved by end of the year.
  • Establishes and maintains effective employee relations.
  • Participates in hotel social activities along with
    other team members.

GUEST
EXPERIENCE


  • Conducts client interviews to touch-base feedback and create future opportunities.
  • Entertains clients regularly to break the ice / promote the hotel’s facilities and to grow relationships.
  • Plans and conduct familiarization tours and site inspections.
  • Demonstrates service attributes in accordance with industry expectations and company. standards including: 

Being attentive to guests.


Accurately and promptly
fulfilling guests’ requests.


Anticipate guest’s needs.


Maintain a high level of
knowledge which affects the guest experience.


Demonstrating a ‘service’
attitude.


Taking appropriate action to resolve guest
complaints.

  • Hosts
    fam trips and provides necessary support.

 RESPONSIBLE
BUSINESS


  • Demonstrates understanding and awareness of all policies and procedures relating to Health, Hygiene and Fire Life Safety
  • Familiarizes him / herself with emergency and evacuation procedures
  • Assists in the hotel’s sustainability system *Green Engagement*
  • Complies with the Company’s corporate code of conduct.
  • Gets familiarized with the Company values and model
    desired behaviors.


ACCOUNTABILITY

  • Responsible in developing revenue opportunities.
  • Updating the calendar of events locally and regionally.
  • Working closely with the revenue team in updating the group rates
    calendar







  • Bachelor’s degree / higher education qualification and prior experience in MICE and Leisure business development. Strong knowledge of local businesses and business trends required. Must speak English. Other languages preferred.
  • This job requires ability to perform the following:
  • Good communication and administrative skills
  • Ability to be self-motivated, organized and demonstrate good team work
  • Fluency in English
  • Computer literacy (Microsoft applications)
  • Working experience of Opera, Delphi
  • Pro-active approach, and the ability to meet deadlines


 






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