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Director of Middle East Global Sales

Regional Office Middle East Africa-Dubai
Job Description:

DubaiDirector of Middle East Global Sales Kempinski Regional Office Middle East & Africa Located in the very popular area of Jumeirah Lake Towers in Dubai, and overseeing the activity of Kempinski Hotels in the MEA Region. Director of Middle East Global Sales The Director of Middle East Global Sales plays a critical role in developing and managing an account portfolio of ME based corporate, MICE, leisure and airline accounts and high net worth individuals with a critical focus on business from the GCC countries (Saudi Arabia, Kuwait, the United Arab Emirates, Qatar, Bahrain, and Oman). The aim is to grow and maximize revenue and profit opportunities by increasing share from the assigned account portfolio for Kempinski hotels globally with a specific objective for a number of Focus Hotels. This role is also responsible for managing our GCC GSA partnership with accountability for performance. Key Responsibilities: Develops and manages an account portfolio of ME based accounts Identifies and promotes hotels relevant to the client’s potential by: Ensuring in depth product knowledge of Kempinski hotels Ensuring a proper Potential Analysis is conducted for each client in own portfolio Applies Strategic Account Management principles through the following actions: Focus on the 20%/30% of clients who produce 70%/80% of the total revenue from own account portfolio Maximize the lifetime value of clients by looking at their potential to deliver business now and for the future Is able to identify the key contacts with each account resulting in increased account penetration Recognize that the role of sales is to manage relationships in order to maximize our revenues Find and convert new prospects into buying clients Increase market share and/or increase spent from all accounts when this makes business sense and in accordance to the needs of our stakeholders Develops and manages annual account plans to enhance revenue opportunities and strengthen account relationships Deliver significant competitive advantage to our hotels Respond to client RFP’s, group and reservation requests in a timely matter and ensure hotel response is delivered within the 24h response policy Reviewing account production on monthly basis to ensure on track to achieve targets Manages hotels interactions by Setting account plans for specific hotels as identified or as directed by line manager Oversee the negotiation and execution of RFPs for global key accounts Finalize the rate loading of global accounts in association with Geneva corporate team Communicating group enquiries to respective hotels in an efficient, professional and accurate way according to the MICE SOP’s Participating and organizing roadshows, client participation events and joint appointments with hotels Financial acumen: Understands the metrics and key financial drivers of accounts and how they relate to sales opportunities Monitors market trends, understands and communicates potential impact to our stakeholders Capable of building business cases for new ideas and opportunities Communicates easily with internal and external stakeholders including: Educating and coaching hotels on how to communicate with GCC clients Following and implementing Kempinski sales standards Conveying ideas and information in a clear, concise, organized and logical manner (verbally and in writing) Adapting communication style dependent on the audience Budgets and reporting Prepare budget for GSO department including revenues and expenses Prepares monthly report detailing sales activities and revenue achievements Meetings / Trade fairs / Client appreciation events Actively participates in Kempinski regional / global meetings Organizes client appreciation events either as Kempinski or in conjunction with GHA Attends relevant trade fairs and supports organization of regional events Organizes hosted buyers activities Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel. Desired Skills & Qualifications: Minimum of 4 years’ experience in a similar role and a luxury hotel chain Significant working experience in the MEA/GCC region’ Ability to work and communicate in a multinational environment, including oral and written language skills in English. Arabic language is a plus Basic knowledge of hotel operations & Computer systems, including Microsoft Office (Word, Excel and PowerPoint) Passion for hospitality and the European elegance of service About Kempinski Hoteliers since 1897, we have travelled the world in search of the most fascinating destinations without ever forgetting the finest traditions of our European heritage. We are dedicated to please, educated to entertain, and we never compromise on the European elegance of service. We pride ourselves on delivering a beautiful performance for each and every one of our guests. And for our employees, we provide a stage on which they can flourish and realise their full potential. Embrace an experience as individual as you are! Organization: Regional Office Middle East Africa Primary Location: United Arab Emirates-Dubai Job Type: Regular Schedule: Full-time Shift: Day Job Job Posting: May 8, 2019 Unposting Date: Jun 22, 2019 Job Number:: 1900011A