Director of Middle East Global Sales - JobSinary-Dubai
Dubai -Director 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
Customer Experience Manager - Les Mills-Dubai
Dubai -Purpose and passion: it’s a potent combination that drives us to achieve true greatness. At Les Mills International, unlocking and amplifying that inner drive to achieve goals is something we’re not shy to say we’re great at. We do it for millions of people around the globe each week by delivering life-changing fitness experiences. And we do it every day for our own team - our Tribe - by providing a mandate to thrive, to play to strengths and to be proud of the part we play in creating a fitter planet. Our Customer Experience Managers are on the front lines of our mission to create a fitter planet. They work as part of a team to grow our partnerships within their territory. The most important part of their role is to be a valued partner to new and existing club customers; educating and supporting them in achieving their business goals and helping members fall in love with fitness. The CXM will work between UAE and KSA, so the ability to travel regularly and Arabic language are strong requirements for the role. KEY ACCOUNTABILITIES EXPECTED OUTCOMES Leading customers through a successful launch of Les Mills programmesRelationships are developed with Customer Experience Managers and to guarantee a smooth transition of the customer through the entire sales process to launchSuccessful on time launch of programmes with new customersSuccessful on time launch of new programmes with existing customersAll sales actioned immediately and internal departments coordinated effectively for the launch of the programme in line with the client launch dateThe GFM system is promoted throughout the launch processSales-to-launch targets are met Prospecting and obtaining new customers to the businessTactical sales plan created for territoryPresentations made at appointments at expected conversion ratesUnderstanding and speaking with authority on the core principles of GFM and the Les Mills value propositionSales closed post appointments at expected conversion ratesThe number of qualified sales opportunities in the pipeline meets or exceeds the planSALES REVENUE – VALUE OF THE CLOSED WON OPPORTUNITIES WITHIN THE CALENDAR MONTH ( based on the estimated closed date of the opportunity)CLUBS/PROGRAMS – NUMBER OF NEW SITES AND NEW PROGRAMSPIPELINE – TOTAL VALUE OF ALL OPPORTUNITIES WITHIN SALESFORCEACTIVITY PER MONTH – PARTNERSHIP REVIEWS, SCHEDULED ANALYSIS AND NEW BUSINESS MEETINGS BOOKED WITHIN THE MONTH Ensure systems and tools are in place to deliver optimal results for our clientsCustomer service quality remains high and timing remains to plan as club numbers increaseGreater engagement / involvement of club decision makers (owners/operators) is secured in the post-sale servicing and support by LMVariations to the Club Performance model are made according to the nature of the club; (corporate, regional/national, Trust etc) and delivered to requirementClub consulting opportunities are identified and where approved, implementedLes Mills is represented positively at meetings/key industry/LM and Les Mills eventsKey metrics are measured and reported to People LeaderInput into wider LM strategic plans and budgets is made Provide on-going advice and support on the Les Mills systems to customers including re-launch and all elements of Les Mills™ Group Fitness Management system (GFM)Regular follow up provided and on-going relationships established and maintained with internal and external customersAll problems for clubs are actively resolved and where trends occur, proactive solutions are sought for all clients in advance (‘at risk’ red light targeting and prevention)Proactive resolution of all issuesSuccess stories are shared with other clubsGFM system is promoted throughout and throughout the re-launch processHigh quality GFM’s (and GFM content) is presented in all casesGFM content is adapted and implemented as appropriate to the customer Maximise all up selling opportunities to grow revenue base for LM Opportunities to up sell further Les Mills Programmes and other products/services to existing customer base are identifiedSales prospects are communicated to Business Development Team Retention of customersAll ‘at risk’ clubs are identified immediately and a plan of action to resolve issues developedTargets for net growth in licences are metCancellations are dealt with immediately and on all occasions, another programme or solution to overcome the cancellation is offeredRegular contact with clubs is made through all communication channels (i.e. webinars, club newsletter, email blasts, phone, email, etc.)Reports and analysis on retention regularly reported to People LeaderAccounts are managed effectively to ensure that they are on a pathway for start up and ongoing success Accurate record and database managementAll records are accurate and implemented into Sales Force immediatelySales Force is updated with history and communication with customer for internal knowledgeAll paperwork, inclusive of programme licence is delivered to the customer and followed up in an instance where there has been a change of owner or company nameAll relevant paperwork, inclusive of programme license is delivered to the customer in instances where cancellations are over turned for another programme or customers request the transfer to another programme Promote the company brandLes Mills is represented at meetings and eventsA proactive approach is shown in dealing with clientsProfessional presentations are made to individual and groups of clients Continuous ImprovementIdentify opportunities for continual business improvement Work as One TribeThe term One Tribe meaning the Les Mills team, distributors, clubs, instructors and participants is understood and proactively upheldRelationships with suppliers is excellent and suppliers are aware of our goalsInternal relationships with fellow team members is excellent and embraces a team approachYou’re aligned with Les Mills values and understand the company goals and objectives It’s an exciting time for us right now as we surge towards some steep growth goals and industry-leading innovations. And we want you to be a part of it all. In return for all you bring to us, we’ll return serve by giving you every chance to exercise your passion, and thrive with a company that’s out to change the world. #jointhemovement
Regional Pricing Specialist - VIE Contract (W/M) - -Dubai
Dubai -iMove, the Sanofi VIE Program, is available to citizens of the European Economic Area (EU + Norway, Liechtenstein and Iceland) aged between 18 and 28. PLEASE NOTE that since this program is primarily an international development program, candidates cannot apply to a VIE assignment in their own country of citizenship. PLEASE NOTE that applications that are only submitted in French cannot be considered by our non-French speaking partners at Sanofi worldwide. Therefore, only applications that are submitted in English will be considered. We are looking for a candidate for a VIE mission of: Regional Pricing Specialist - VIE Contract (W/M) Key responsibilities: 1/ Commercial policy: Implement and update the BU (Business Unit) commercial framework on yearly basis Ensure the consistency of the BU commercial conditions with corporate pricing policy and guidelines Coordinate with Regulatory and Marketing teams the approval of prices during the registration process and launch of new products Coordinate with Regulatory and Marketing teams the renewal of the registered prices when prices are not anymore in line with strategy (regulatory renewal or specific ad hoc project to increase price) 2/ Tenders & Commercial offers: Provide the Operations with the appropriate support (SOP - Standard Operating Procedure) during the tender and commercial offers process Review all the commercial offers and perform consistency checks Follow the pricing approval of the commercial offers for private and public markets 3/ Execution & Reporting: Ensure the implementation of the country commercial framework Prepare and validate the monthly provision for commercial conditions Review and approve the customers’ requests and credit notes Ensure the right booking of the commercial conditions in the PL (profit and loss) Perform a monthly GtN (gross to net), prices and margin analysis, update and publish the monthly dashboard 4/ Projects & Support: Interface between BU countries and Corporate for COGS (Cost of goods sold)/Prices information Provide the financial expertise and support to the countries and functions and coordinate with the Operations, Marketing and Corporate teams the pricing projects and initiatives Participate actively in the BU project related to pricing and profitability (private market profitability, etc.) Be the BU contact for the Vaccine Pricing Community, in charge of updating the prices and the pricing related information databases for the region Prepare ad hoc pricing and profitability analysis Candidate's profile: Education: Master’s degree in Business Administration or equivalent (Finance, Controlling, etc.) Experience: 1-2 years of experience in a related position (Controlling, Pricing, Audit, etc.) IT skills: MS Office (advanced level of Excel is mandatory) Soft skills: strong analytical skills; ability to cooperate with cross-functional teams across countries & region; time management skills and ability to work on multiple projects, with different stakeholders and transversely; ability to operate with discretion and confidentiality about sensitive data; motivation to take more responsibility, to learn new areas; good organizational and communication skills Languages: fluent English; other language such as French and Arabic would be a plus At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.