We are seeking an experienced and results-driven Director of Sales & Marketing to lead the commercial strategy of a large-scale hotel operation in Makkah, with a primary focus on the Hajj and Umrah markets, religious tourism, individual travelers, and group business.
The Director of Sales & Marketing will be responsible for developing and executing comprehensive sales and marketing strategies to maximize occupancy, revenue, market share, and profitability throughout the Hajj and Umrah seasons.
The successful candidate will have strong knowledge of the Makkah hospitality and religious tourism market, with an established understanding of Umrah operators, Hajj missions, travel agencies, tour operators, wholesalers, and key international source markets.
Key Responsibilities
- Develop and implement short-term and long-term sales and marketing strategies with a strong focus on Hajj, Umrah, religious tourism, individual travelers, and group business.
- Establish measurable sales targets, KPIs, and action plans for the Sales & Marketing team.
- Drive business from key Hajj and Umrah source markets and continuously identify opportunities to expand the hotel's geographical market reach.
- Develop and maintain strong relationships with Umrah operators, Hajj missions, travel agencies, tour operators, wholesalers, group organizers, and other key partners.
- Identify and secure new group and individual Umrah business while strengthening relationships with existing high-producing accounts.
- Develop specific commercial strategies for Hajj, Ramadan, peak Umrah periods, and other key religious seasons.
- Conduct regular market research and competitor analysis to understand demand patterns, pricing, market positioning, and emerging opportunities.
- Monitor competitor hotels, market trends, group movements, and Hajj and Umrah demand to recommend timely commercial actions.
- Work closely with Revenue Management to optimize pricing, inventory, length of stay, group allocation, market segmentation, and business mix.
- Evaluate group requests and business opportunities based on revenue potential, profitability, displacement, and overall hotel strategy.
- Develop and manage the annual Sales & Marketing budget and commercial action plan.
- Analyze the return on investment of sales trips, international roadshows, trade events, marketing campaigns, and business development activities.
- Conduct regular sales missions and business development activities in strategic domestic and international source markets.
- Represent the hotel at relevant Hajj and Umrah exhibitions, travel trade events, workshops, roadshows, and networking opportunities.
- Maintain close relationships with key decision-makers and partners within the religious tourism sector.
- Monitor account production, room nights, average rates, revenue contribution, conversion, and overall account performance.
- Identify underperforming accounts and markets and implement corrective commercial action plans.
- Develop strategies to increase direct and individual Umrah bookings alongside contracted group business.
- Work closely with Revenue, Reservations, Front Office, Finance, and Operations to ensure commercial commitments and group requirements are effectively delivered.
- Ensure contracts, rates, allocations, payment terms, and commercial agreements are properly managed and aligned with hotel objectives.
- Prepare regular commercial reports, forecasts, market intelligence, and performance analysis for hotel leadership.
- Lead, coach, motivate, and develop the Sales & Marketing team to maintain a strong performance and accountability culture.
- Ensure all Sales & Marketing activities comply with Accor brand standards, commercial guidelines, policies, and procedures.
Key Competencies
- Hajj & Umrah Market Expertise
- Religious Tourism Sales
- Group & Individual Business Development
- Strategic Commercial Planning
- Key Account Management
- Revenue & Profitability Focus
- Market Intelligence & Competitor Analysis
- Contract Negotiation
- Leadership & Team Development
- International Market Development
- Data-Driven Decision-Making
- Stakeholder & Partner Relationship Management