Summary
Accor is seeking a Cluster Sales Manager for its hotels in Dubai. The role develops corporate sales, acquires and manages accounts, negotiates contracts, and works with revenue and hotel teams to meet sales targets and grow room revenue. Responsibilities include client visits, account reviews, sales reporting, and coordinating cross-selling between Novotel and ibis. The posting asks for a proven track record in a similar role, strong communication and negotiation skills, and commercial judgment.
The posting
As published on accor.com. Pulled from the employer's site and shown as they wrote it.
Job Description
Key Responsibilities
Corporate Sales & Business Development
- Develop and execute corporate sales strategies for the assigned hotels.
- Identify, target, and acquire new corporate accounts and business opportunities.
- Maintain and strengthen relationships with existing corporate clients.
- Conduct regular sales calls, client visits, presentations, and business reviews.
- Generate new room nights and revenue through corporate accounts, negotiated rates, and long-term agreements.
- Prepare and negotiate corporate contracts in line with hotel commercial strategies and approved guidelines.
- Monitor competitor activities, market trends, and corporate demand to identify business opportunities.
- Develop and maintain a strong corporate client database.
Account Management
- Manage key corporate accounts and ensure regular engagement with decision-makers and travel coordinators.
- Conduct account reviews and identify opportunities to increase production and revenue.
- Ensure agreed corporate rates, benefits, and conditions are communicated and implemented correctly.
- Resolve client concerns promptly and coordinate with relevant hotel departments when required.
- Maintain strong relationships with local companies, multinational organizations, government entities, and other potential corporate partners.
Revenue & Performance
- Achieve agreed monthly and annual sales targets for the assigned cluster.
- Monitor production from corporate accounts, including room nights, ADR, revenue, and overall contribution.
- Work closely with the Revenue Management team to optimize corporate rates and business opportunities.
- Identify opportunities to increase share of wallet from existing accounts.
- Support the preparation of sales forecasts, budgets, and business plans.
Sales Activities
- Maintain a structured weekly sales call plan and ensure regular market coverage.
- Participate in exhibitions, networking events, trade shows, corporate functions, and sales missions.
- Organize client entertainment, hotel inspections, presentations, and familiarization visits where appropriate.
- Promote the facilities, services, and unique selling points of both hotels.
- Coordinate cross-selling opportunities between Novotel and ibis.
Internal Coordination
- Work closely with the Cluster Director of Sales, Revenue, Reservations, Front Office, and Operations teams.
- Communicate corporate client requirements and ensure smooth delivery of agreed services.
- Share market intelligence, competitor information, and business opportunities with the sales leadership team.
- Support other sales team members and contribute to overall cluster sales objectives.
Reporting & Administration
- Maintain accurate records of corporate accounts, sales activities, contracts, and production.
- Prepare regular sales activity reports and account performance updates.
- Track leads, prospects, conversions, and lost business.
- Ensure all sales activities and client information are updated in the relevant CRM/sales systems.
- Follow hotel and company policies regarding credit, contracting, pricing, and client engagement.
Key Performance Indicators (KPIs)
- Corporate room nights generated
- Corporate room revenue
- ADR and RevPAR contribution
- New corporate accounts acquired
- Production from existing key accounts
- Contract renewal and retention rate
- Sales call and client visit activity
- Conversion of leads and business opportunities
- Corporate account penetration and market share
- Achievement of monthly and annual sales targets
Qualifications
- Achieve sales goals by managing the sales team.
- A proven track record in a similar role within a quality environment and to be able to demonstrate excellent standards and sales productivity.
- Commercially astute, multi-tasker who is motivated by challenge.
- Driven and ambitious to increase productivity and sales volume with appropriate techniques.
- Clear thinker with excellent communication abilities and attention to detail
- Strong negotiation skills.
- Ability to enhance the hotels community image.
- It’s all about the experience and the sale, so say Yes I Can!