Cluster Director of Sales

Company Description

Hotel Overview:

Swissôtel Makkah is Swissotel’s first hotel to open in Saudi Arabia. The hotel offers 1500 elegant rooms and suites with modern design, complementing the values of today’s Arab culture. As part of the prestigious Abraj Al Bait complex, the deluxe Swissotel Makkah is a contemporary five-star hotel located in close proximity to the holy Masjid Al Haraam, overlooking the Ka’aba and the Grand Mosque. Swissôtel Makkah is part of a new urban development, including two restaurants, one executive lounge, two meeting rooms and a business center. It has private entrances that make it easier for pilgrims to reach Al Masjid Al Haram.

Swissôtel Al Maqam is Swissôtel’s Second hotel to open in Saudi Arabia. The hotel offers 1624 elegant rooms and suites with modern design, complementing the values of today’s Arab culture. As part of the Abraj Al Bait complex, the deluxe Swissôtel Al Maqam is a contemporary five-star hotel located in proximity of the Masjid Al Haraam, overlooking the Holy Ka’aba and the Grand Mosque. Swissôtel Al Maqam is part of a new urban development, including two restaurants, one executive lounge, two meeting rooms and a business center. It has private entrances that make it easier for our valuable gusts to reach Al Masjid Al Haram.

Job Description

As Cluster Director of Sales – Swissôtel Makkah & Swissôtel Al Maqam Makkah you will report to the Cluster General Manager and lead sales strategy and execution for both hotels. You will drive account growth, business conversion and revenue delivery while developing a high-performing sales team. Specifically, you will be responsible for performing the following tasks to the highest standards:

Main Responsibilities:

• Develop and execute the annual sales plan for both hotels, aligned with approved budgets, forecasts, market segments and the overall commercial strategy.
• Work closely with the Group Commercial Strategy Director to identify business needs and coordinate focused actions with Accor Sales, ISR and key source markets.
• Lead proactive sales across assigned segments and accounts; grow existing production, acquire new accounts and convert qualified opportunities for both hotels.
• Prepare and negotiate sales contracts and agreements in accordance with approved pricing, credit, contracting and business conditions.
• Monitor leads, offers, options and group business with Sales Operations and Reservations, ensuring timely follow-up, conversion, materialisation and replacement of released business.
• Direct sales forecasting with Revenue Management and maintain accurate annual and monthly forecasts, booking pace, account production, pipeline and lead management reports.
• Participate in the annual Sales and Market Plan, quarterly updates and hotel budgets; implement tactical actions in response to demand and competitive changes.
• Maintain distinct sales plans for Swissôtel Makkah and Swissôtel Al Maqam, reflecting each hotel’s positioning, market mix, inventory and Umrah, Ramadan and Hajj priorities.
• Lead, coach and develop the Sales team, setting clear account ownership, market coverage, activity plans, targets and performance standards.
• Produce accurate management reports and present monthly sales contribution, account performance, market activity and priorities to senior management and owners as required.
• Maintain strong product knowledge for both hotels and represent them through sales calls, site inspections, trade shows, roadshows and key account meetings.
• Work closely with Revenue, Reservations, Marketing, Distribution, Banqueting and hotel operations to optimise conversion, guest experience and overall commercial performance.

Qualifications

• Knowledge of the hospitality industry and strong understanding of the Makkah and key source markets.
• A passion for sales and target-based performance.
• Relevant degree in sales, hospitality, business development or another relevant business field from an academic institution.
• Positive attitude and strong communication skills.
• Commitment to delivering a high level of customer service.
• Strong leadership skills with the ability to effectively manage, motivate and develop a high-performing sales team.
• Strong analytical skills to understand key business indicators and competitive trends and develop appropriate actions.
• Excellent selling capabilities and the ability and desire to coach selling techniques to Team Members.
• Excellent organisational and planning skills.
• Excellent grooming and professional presentation standards.
• Flexibility to respond to a range of different work situations.
• Ability to work well under time pressure and demanding travel schedules.
• Demonstrated previous experience in a Director of Sales role, preferably in a multi-property environment, with proven ability to close a sale.

Additional Information

Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.

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