The Role
The Sales Manager is responsible for generating room, meeting, and banquet revenue through proactive sales activities targeting the GCC, Government, and Sports segments. The role focuses on developing strategic partnerships with government entities, sports associations, federations, clubs, and GCC-based travel partners while positioning the hotel as the preferred accommodation and events venue within the UAE market.
Key Responsibilities
Business Development & Revenue Generation
- Develop and execute a comprehensive sales plan for GCC, Government, and Sports segments to achieve budgeted revenue targets.
- Identify and secure new business opportunities from UAE government entities, semi-government organizations, embassies, ministries, and public sector companies.
- Drive room nights, extended stays, group bookings, and meeting/event revenues from GCC markets.
- Target sports teams, academies, federations, associations, tournament organizers, and sporting event organizers for accommodation and event business.
- Negotiate commercial agreements, corporate rates, and event contracts in line with hotel revenue strategies.
- Consistently achieve monthly, quarterly, and annual sales goals.
Account Management
- Maintain strong relationships with existing government, GCC, and sports accounts to maximize repeat business.
- Conduct regular client visits, presentations, sales calls, and networking activities.
- Develop account plans for key customers and monitor account performance.
- Ensure a high level of customer satisfaction through proactive follow-up and relationship management.
Market Representation
Represent the hotel at trade exhibitions, government networking events, sports conferences, roadshows, and industry events.
Conduct sales trips within the UAE and GCC countries to promote the hotel and secure business opportunities.
Organize site inspections, familiarization trips, and client entertainment activities.
Market Intelligence
- Monitor competitor activities, market trends, and emerging opportunities within the assigned segments.
- Analyze production reports and identify strategies to grow market share.
- Provide market feedback and recommendations to support business planning.
Revenue Generation
- Achieve monthly, quarterly, and annual revenue targets.
- Maximize room, meeting, conference, banquet, and catering revenues from assigned market segments.
- Work closely with Revenue Management to optimize pricing strategies and business mix.
- Identify cross-selling and upselling opportunities across hotel services and facilities.
Sales Activities & Representation
- Represent the hotel at trade shows, exhibitions, travel fairs, sports events, and government networking functions.
- Organize and conduct client presentations, site inspections, and familiarization trips.
- Participate in sales missions within GCC countries and key source markets.
Collaboration & Operational Support
- Work closely with Reservations, Revenue, Events, Front Office, and Food & Beverage teams to ensure seamless execution of client requirements.
- Maintain accurate account information and sales activities in the CRM system.
- Prepare weekly sales reports, forecasts, and market intelligence updates.
- Monitor segment performance and recommend corrective actions when necessary.
- Maintains a sales call pattern averaging 25 calls a week.
- Minimum two accounts entertainment per week.
- Establishes and maintains histories on every account with his/her market segments.
- Attend the daily Departmental Sales briefing and debriefing.
- Attend weekly review, with all feedback and planned calls and entertainment of the following week.
- Submit weekly sales activity report to the Asst. Director of Sales, on Corporate Segment.
- Develops Prospects Accounts, and implement a Sales Action Plan for each account.
- Attends at the start of functions related to accounts handled.
- Seeks intelligence information from accounts and competition.
- Assist with Sales Blitz, coordinated by the Asst. Director of Sales.
- Performs related duties and special projects as assigned.
- Attend the start of the functions related to his/her accounts handled.
- Implements and executes all sales objectives and action plans to reach and exceed targets set
- Solicits and service both Corporate and Groups business
- Within established parameters, quotes and negotiate corporate contracts and groups business and where need be involved Director of Sales & Marketing to close contract.
- Where applicable, closely coordinate and communicate with the international sales office with regards to RFP accounts/markets that are serviced by Outbound Sales
- Ensures that the response to any business request is actioned within 24 hours maximum.
- Promotes and produces sales leads for the Mövenpick hotels outside of coverage area
- Provides feedback to the Director of Sales & Marketing on changing marketing conditions, including trends in the competition, as a result of direct sales solicitation, telephone and direct mail, in his / her market areas.
- Solicits and serves transient and group business and meetings
- Formulates corporate offer letters and yearly contracts and any other required business correspondence
- Arranges site inspections of hotel.
- Handles incoming calls and ensures messages are taken details are forwarded to the person concerned
- Attends departmental and communication meeting as requested by Department Head
- Attends major events in hotel and city as requested by Department Head
- Closely monitors accounts revenue and business production of own corporate portfolio and that of any assigned Sales Executives.
- Maximizes up selling opportunities whenever possible.
- Establishes and maintains files of major accounts and assists Assistant DOS in maintaining the accounts management system.
- Ensures that selling strategies are adhered to during negotiations and maximizes up selling opportunities whenever possible.
- Disseminates sales related information to other departments as appropriate.
- Maintains close communication with the Events Management Team in the negotiation process of their accounts.
- Follow up with the conference coordinator after the invoice is posted – following an event or meeting with a Thank You and send Thank You Letter
- Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
- Reviews direct competition and conducts regular research.
- Closely monitors accounts revenue and business production for the corporate accounts.
- Keeps updated with client relationships and overall business goals.
- Updates the Director of Sales & Marketing on the negotiation event / progress of each group.
- Maintain an up-to-date account and contact database and details in property management system.
- Ensure comprehensive and up to date knowledge of properties’ unique selling points, features, amenities, services and policies.
- Ensure that MH&R Sales and Marketing Policies and Standard Operational Procedures are adhered to at all times.
- Attends departmental and communication meeting as requested by Department Head.
Administration:
- Disseminates sales related information to other departments as appropriate.
- Updates the Director of Sales on the negotiation event / progress of each group.
- Ensures that the response to any business request is actioned within 24 hours
- Performs all duties and responsibilities in a timely and efficient manner in accordance with established hotel policies to achieve the overall objectives of the position.
- Maintain an up-to-date account and contact database and details in property management system
Generic Aspects on Hygiene / Personal Safety / Environment/Confidentiality:
- Ensure proper care of all equipment and furniture entrusted for Heartists use.
- Be well-familiar with the hotel's policies and procedures, well-acquainted with the physical layout of the hotel and its premises and knowledgeable of the hotel's emergency procedures in regard to fire, medical, bomb threat, black-out and evacuation.
- Knows the safety regulations and ensures their application & ensures the safety of people and property in the hotel.
- Respects and ensures respect of the hotel's commitments to the "Environment Charter" of Planet 21 program (saving energy, recycling, sorting waste etc).
- Understands and strictly adhere to the Rules & Regulations established in the Heartists Handbook and the Hotel’s policy on Fire, Hygiene, Health and Safety.
- Ensure that confidential records and other confidential information are properly safeguarded and are not removed from the office.
- Does not disclose any financial information or any other information of the Accor Hotels.