Director of Sales - Hotel Commercial Strategy
Posted date [2026-09-23]
(ID: 52306)
 |
For more than half a century, Accor has been continuously reinventing the hospitality business by making daring moves and challenging the status quo. Innovation, adaptability, and resilience are part of our DNA. Hand in hand with our partners, owners and all stakeholders, we anticipate and respond to global shifts and clients’ evolving needs, fostering growth and building value while honoring our responsibility and working in harmony with our commitment to a sustainable future.... |
Job Description and Requirements
Director of Sales - Hotel Commercial StrategyJob Snapshot
Role: Director of Sales
Location: Dubai, United Arab Emirates
Industry: Hospitality
Function: Sales Management
Experience: Minimum 5-7 years of progressive hotel sales experience, including 2-3 years in a senior leadership role
Job Type: Full Time
Position Overview
The Director of Sales at Swissotel Al Murooj in Dubai, United Arab Emirates will provide strategic leadership to the hotel\'s Sales function, strengthening its position across business, leisure, MICE and extended-stay markets. The role combines commercial planning, account development, sales leadership and cross-functional coordination to grow revenue, improve market penetration and maintain a balanced portfolio across rooms, suites, apartments, Food and Beverage, meetings and events.
Job Details
Country: United Arab Emirates
City: Dubai
Industry: Hospitality
Function: Sales Management
Salary: Not disclosed
Gender: No Preference
Candidate Nationality: Not specified
Job Type: Full Time
Work Arrangement: On-site
The Role
The Director of Sales will lead the development
and execution of the hotel\'s sales strategy while building a high-performing and commercially focused team. Working closely with the General Manager, Director of Revenue and other hotel leaders, the position will translate commercial objectives into practical market, segment and account plans.
The role requires strong knowledge of Dubai and UAE hospitality demand, disciplined account management and the ability to identify opportunities across corporate, leisure, wholesale, government, groups, MICE and extended-stay business.
Commercial Strategy and Planning
* Develop and execute the annual Sales Business Plan, departmental budget and strategic sales roadmap in alignment with the hotel\'s business plan.
* Convert commercial objectives into measurable account, segment, market and team action plans.
* Collaborate with the General Manager and Director of Revenue on commercial strategy, market segmentation, forecasting, account strategy and need-period actions while Revenue Management retains responsibility for pricing, inventory controls and yielding.
* Analyse market conditions, competitor performance, demand trends, feeder markets and source channels to identify commercial opportunities and risks.
* Support occupancy, ADR, RevPAR, RGI, total revenue, contribution and profitability objectives through demand generation and account development.
* Optimize the business mix across corporate, leisure, wholesale, groups, MICE, government, social events, online channels, extended stay and apartment business.
* Identify new markets, industries, accounts and distribution opportunities that can support sustainable revenue growth.
* Develop advance strategies for need periods, citywide events, high-demand dates and displacement-sensitive opportunities.
* Assess the commercial return from trade shows, roadshows, exhibitions, familiarization trips, sales missions and business travel.
Business Development and Account Management
* Build strategic relationships with corporate accounts, government entities, tour operators, DMCs, travel agencies, OTAs, relocation companies, project businesses, event planners and other relevant partners.
* Lead the acquisition, development and retention of high-value accounts through structured account plans, sales calls, joint visits, site inspections and client engagement.
* Identify and convert opportunities involving rooms, suites, apartments, extended stays, Food and Beverage, groups, meetings, incentives, conferences, exhibitions and social events.
* Lead commercial negotiations and contracting within approved parameters, considering value, profitability, credit requirements and documentation.
* Monitor account and segment performance against room-night, revenue, materialization and conversion objectives.
* Represent the hotel at relevant corporate, travel, trade, community and industry events.
* Develop appropriate long-stay, relocation, crew, project and residential-style accommodation opportunities for the hotel\'s apartment inventory.
Meetings, Groups and Events
Drive demand and conversion across MICE, corporate groups, government groups, leisure groups, weddings, social events and banquet business.
Work closely with Revenue Management, Events, Food and Beverage and Finance on group pricing recommendations, displacement considerations, contract terms, deposits, credit, profitability and materialization. Maintain an accurate groups and events pipeline with timely qualification, follow-up, conversion and operational handover.
Sales Leadership and Performance
* Lead, coach and develop the Sales team through clear direction, performance reviews, market activity, succession planning and individual development plans.
* Establish individual and team KPIs covering sales revenue, room nights, account production, ADR contribution, conversion, materialization, pipeline value, account acquisition, retention and group or MICE production.
* Conduct regular one-to-one meetings, account reviews, sales meetings and joint calls with documented actions and ownership.
* Partner with People and Culture on recruitment, workforce planning, onboarding, probation reviews, performance management and talent development.
* Coordinate market coverage, schedules, business trips, sales calls, site inspections and familiarization visits.
* Maintain an inclusive, accountable and results-focused sales environment.
Cross-Functional Leadership
Maintain close collaboration among Sales, Revenue Management, Marketing, Events, Reservations, Front Office, Food and Beverage, Finance and other departments.
Partner with Marketing and Marketing Communications on campaigns, content, public relations and hotel visibility initiatives with measurable commercial objectives. Coordinate with Accor regional and global sales offices, brand teams, loyalty teams and sister hotels to make effective use of account opportunities and commercial resources.
Prepare and present sales performance, market intelligence, account strategies, pipeline developments and action plans to the General Manager and, when required, ownership representatives.
Administration, Governance and Compliance
* Ensure sales leads, enquiries, offers, requests and confirmations are handled professionally and within agreed response times, normally within 24 hours.
* Maintain accurate contracts, quotations, proposals, account profiles, contact information, production records, pipeline activity and follow-up documentation.
* Ensure timely preparation of forecasts, production reports, pipeline reports, account reviews and management presentations.
* Monitor departmental expenditure against approved budgets and assess the return on commercial activities.
* Ensure agreements comply with hotel credit policies, commercial approvals, confidentiality, data privacy and record-retention requirements.
* Maintain current departmental SOPs and ensure the team understands relevant Accor and Swissotel standards, systems, policies, health and safety requirements and grooming standards.
* Review client and guest feedback relevant to Sales and implement appropriate follow-up actions.
Qualifications and Experience
* Bachelor\'s degree in Sales, Marketing, Business Administration, Hospitality Management or a related discipline.
* Minimum 5-7 years of progressive hotel sales experience, including at least 2-3 years in a senior leadership role within the same or a comparable position.
* Strong knowledge of the Dubai and UAE hospitality market.
* Experience across relevant corporate, leisure, wholesale, MICE, group, government and extended-stay segments.
* Proven record of achieving sales targets, revenue objectives and key performance indicators within a hotel sales environment.
* Proficiency in Microsoft Office applications, Customer Relationship Management systems and hotel property management systems.
* Strong strategic leadership, commercial negotiation, executive communication, professional networking and performance-management capabilities.
* Strong analytical, problem-solving and decision-making skills with the ability to translate market insights into commercial actions.
* Fluency in English.
* Additional languages are advantageous.
* Previous Accor experience and knowledge of Accor commercial systems are preferred.
* Valid UAE driving license is preferred.
Core Behaviours
Trust: Operate with fairness and integrity through transparent communication and commitment to agreed responsibilities.
Relationships: Build productive connections with colleagues, guests and commercial partners while encouraging cooperation and respect for different perspectives.
Drive: Set clear direction, act decisively and work through challenges to achieve commercial objectives.
Entrepreneurship: Understand the business and market environment, identify opportunities for growth and improvement, and support constructive change.
About the Hotel
Swissotel Al Murooj is located in downtown Dubai, directly opposite The Dubai Mall and the Burj Khalifa. The hotel is approximately a 10-minute walk from Dubai Metro and within convenient driving distance of DIFC, the World Trade Centre and Dubai International Airport.
The role requires strong knowledge of Dubai and UAE hospitality demand, disciplined account management and the ability to identify opportunities across corporate, leisure, wholesale, government, groups, MICE and extended-stay business.
Commercial Strategy and Planning
* Develop and execute the annual Sales Business Plan, departmental budget and strategic sales roadmap in alignment with the hotel\'s business plan.
* Convert commercial objectives into measurable account, segment, market and team action plans.
* Collaborate with the General Manager and Director of Revenue on commercial strategy, market segmentation, forecasting, account strategy and need-period actions while Revenue Management retains responsibility for pricing, inventory controls and yielding.
* Analyse market conditions, competitor performance, demand trends, feeder markets and source channels to identify commercial opportunities and risks.
* Support occupancy, ADR, RevPAR, RGI, total revenue, contribution and profitability objectives through demand generation and account development.
* Optimize the business mix across corporate, leisure, wholesale, groups, MICE, government, social events, online channels, extended stay and apartment business.
* Identify new markets, industries, accounts and distribution opportunities that can support sustainable revenue growth.
* Develop advance strategies for need periods, citywide events, high-demand dates and displacement-sensitive opportunities.
* Assess the commercial return from trade shows, roadshows, exhibitions, familiarization trips, sales missions and business travel.
Business Development and Account Management
* Build strategic relationships with corporate accounts, government entities, tour operators, DMCs, travel agencies, OTAs, relocation companies, project businesses, event planners and other relevant partners.
* Lead the acquisition, development and retention of high-value accounts through structured account plans, sales calls, joint visits, site inspections and client engagement.
* Identify and convert opportunities involving rooms, suites, apartments, extended stays, Food and Beverage, groups, meetings, incentives, conferences, exhibitions and social events.
* Lead commercial negotiations and contracting within approved parameters, considering value, profitability, credit requirements and documentation.
* Monitor account and segment performance against room-night, revenue, materialization and conversion objectives.
* Represent the hotel at relevant corporate, travel, trade, community and industry events.
* Develop appropriate long-stay, relocation, crew, project and residential-style accommodation opportunities for the hotel\'s apartment inventory.
Meetings, Groups and Events
Drive demand and conversion across MICE, corporate groups, government groups, leisure groups, weddings, social events and banquet business.
Work closely with Revenue Management, Events, Food and Beverage and Finance on group pricing recommendations, displacement considerations, contract terms, deposits, credit, profitability and materialization. Maintain an accurate groups and events pipeline with timely qualification, follow-up, conversion and operational handover.
Sales Leadership and Performance
* Lead, coach and develop the Sales team through clear direction, performance reviews, market activity, succession planning and individual development plans.
* Establish individual and team KPIs covering sales revenue, room nights, account production, ADR contribution, conversion, materialization, pipeline value, account acquisition, retention and group or MICE production.
* Conduct regular one-to-one meetings, account reviews, sales meetings and joint calls with documented actions and ownership.
* Partner with People and Culture on recruitment, workforce planning, onboarding, probation reviews, performance management and talent development.
* Coordinate market coverage, schedules, business trips, sales calls, site inspections and familiarization visits.
* Maintain an inclusive, accountable and results-focused sales environment.
Cross-Functional Leadership
Maintain close collaboration among Sales, Revenue Management, Marketing, Events, Reservations, Front Office, Food and Beverage, Finance and other departments.
Partner with Marketing and Marketing Communications on campaigns, content, public relations and hotel visibility initiatives with measurable commercial objectives. Coordinate with Accor regional and global sales offices, brand teams, loyalty teams and sister hotels to make effective use of account opportunities and commercial resources.
Prepare and present sales performance, market intelligence, account strategies, pipeline developments and action plans to the General Manager and, when required, ownership representatives.
Administration, Governance and Compliance
* Ensure sales leads, enquiries, offers, requests and confirmations are handled professionally and within agreed response times, normally within 24 hours.
* Maintain accurate contracts, quotations, proposals, account profiles, contact information, production records, pipeline activity and follow-up documentation.
* Ensure timely preparation of forecasts, production reports, pipeline reports, account reviews and management presentations.
* Monitor departmental expenditure against approved budgets and assess the return on commercial activities.
* Ensure agreements comply with hotel credit policies, commercial approvals, confidentiality, data privacy and record-retention requirements.
* Maintain current departmental SOPs and ensure the team understands relevant Accor and Swissotel standards, systems, policies, health and safety requirements and grooming standards.
* Review client and guest feedback relevant to Sales and implement appropriate follow-up actions.
Qualifications and Experience
* Bachelor\'s degree in Sales, Marketing, Business Administration, Hospitality Management or a related discipline.
* Minimum 5-7 years of progressive hotel sales experience, including at least 2-3 years in a senior leadership role within the same or a comparable position.
* Strong knowledge of the Dubai and UAE hospitality market.
* Experience across relevant corporate, leisure, wholesale, MICE, group, government and extended-stay segments.
* Proven record of achieving sales targets, revenue objectives and key performance indicators within a hotel sales environment.
* Proficiency in Microsoft Office applications, Customer Relationship Management systems and hotel property management systems.
* Strong strategic leadership, commercial negotiation, executive communication, professional networking and performance-management capabilities.
* Strong analytical, problem-solving and decision-making skills with the ability to translate market insights into commercial actions.
* Fluency in English.
* Additional languages are advantageous.
* Previous Accor experience and knowledge of Accor commercial systems are preferred.
* Valid UAE driving license is preferred.
Core Behaviours
Trust: Operate with fairness and integrity through transparent communication and commitment to agreed responsibilities.
Relationships: Build productive connections with colleagues, guests and commercial partners while encouraging cooperation and respect for different perspectives.
Drive: Set clear direction, act decisively and work through challenges to achieve commercial objectives.
Entrepreneurship: Understand the business and market environment, identify opportunities for growth and improvement, and support constructive change.
About the Hotel
Swissotel Al Murooj is located in downtown Dubai, directly opposite The Dubai Mall and the Burj Khalifa. The hotel is approximately a 10-minute walk from Dubai Metro and within convenient driving distance of DIFC, the World Trade Centre and Dubai International Airport.
