Regional Director of Sales, UAE

The Group

Mandarin Oriental Hotel Group is the award-winning owner and operator of some of the world’s most luxurious hotels, resorts and residences. Having grown from its Asian roots into a global brand, the Group now operates 35 hotels and seven residences in 24 countries and territories, with each property reflecting the Group’s oriental heritage and unique sense of place. Mandarin Oriental has a strong pipeline of hotels and residences under development.

Scope of Position

• To manage the MOHG relationship with its most valuable clients and to be the lead point of contact for all key client matters.
• To anticipate all clients’ needs, work with the company to ensure their needs are met or exceeded and help the client succeed.
• To ensure high levels of customer satisfaction as well as up-sell and cross-sell potential within existing customers to maximize share of wallet.
• To create, implement and evaluate annual strategic account plans with sales and marketing activities for Regional Top and Incubator accounts to penetrate accounts to their full potential and ensure room night and revenue goals for all hotels in the group are achieved
• To be responsible for servicing assigned accounts from all segments in UAE including researching and developing new accounts, focusing on high rated accounts in line with the overall sales and pricing strategies of the hotels.
• To maximise sales opportunities for highly rated suite and group business including buy outs.
• To maximise sales opportunities for all hotels based on their individual needs and to create sales strategies to support new hotel openings or relaunch of hotels after renovations.
• To contribute to vertical industries revenue goals through input to account plans, proactive management of relevant third-party top accounts and GSC event cooperation
• To lead or participate in regional and global taskforces or working groups to develop and implement specific projects or events to ultimately drive incremental revenue to our hotels
• To be a mentor and guru to on property staff and more junior RSO colleagues, offering guidance and expertise on assigned accounts and markets including Long Tail Accounts
• Regular (monthly) analysis of production to highlight trends, challenges and opportunities to guide sales strategy.
• Generate innovative ideas to enhance brand awareness in the region through creative client engagement activities and leveraging of MOHG hotels in the region.
• To ensure all key accounts are kept fully up to date on the MOHG product by way of telephone sales, direct mail, product presentations, trade shows and associated promotions.

Duties

• Together with the Vice President Sales – MENAT, agree and implement key account strategies and account management plans.
• Implement account plans to maximize revenue of prospect and target accounts to diversify client base
• Achieve or exceed set revenue and room-night goals for all assigned accounts.
• To effectively manage a portfolio of key accounts through planned sales activity, maximising account potential in terms of rate and/or room-nights in accordance with overall sales strategies.
• To focus on the development of new accounts, specifically those that command a higher average rate.
• Drive for business from accounts from all segments including agencies and end user clients.
• To develop x incubator accounts per annum (to be determined) to become Regional Top Accounts within 12 months to develop new leads for any hotel in the Group’s portfolio
• To research and develop revenues from other assigned geographical territories as needed.
• To work with Hotel Colleagues, Head Office and third-party organisations or consultants in assigned territories, to maximise sales opportunities.
• To participate in tradeshows and workshops as required.
• To host site inspections and familiarisation trips as needed.
• To participate in, and assist with, the coordination of GM/DOSM sales visits.
• To maintain a strong relationship with relevant airlines and NTOs
• To comply with MOHG standard policies and programmes.
• To develop and maintain a clean database of contacts in assigned markets
• To ensure that SalesForce is updated with activities daily and that traced activity is executed on a timely basis.
• To produce other reports pertinent to assigned markets as required.
• To submit pre- and post-trip reports as needed (for sales trips and/or roadshow events).
• To frequently review account activities, group status and production against target and update group production report on a monthly basis.
• To attend certain internal meetings including but not limited to Weekly Sales Meeting, Quarterly Regional Meetings, Weekly One-on-Ones
• To secure, analyse and evaluate economic and market information pertinent to assigned territories.
• To monitor sales activities of the Group’s competition and to report findings at sales meetings.
• To provide assistance and support to sales department operations as the need arises.
• To follow expense budget guidelines and keep within the office expense budget at all times.
• To perform any other reasonable request as required by the Vice President Sales – MENAT.