Regional Director of Sales

Job description / Role

Regional Director of Sales, Middle East & Africa

The Regional Director of Sales provides strategic leadership support to MEA hotel. This position is responsible for driving total hotel revenue performance across the estate, surpassing budget objectives and continuous market share growth.

The Regional Director of Sales will ensure hotels' engagement in all brand initiatives, campaigns and optimum usage of sales tools. Responsible for guiding hotels' commercial leaders optimize new and existing business development opportunities as well as follow up on key strategic actions to materialize budgeted revenues. This position will work closely with global sales offices to develop and implement optimum sales activities for the region, encourage sister hotel cross selling opportunities and be actively involved in the recruitment of senior hotels sales leaders.

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.

Key Responsibilities:

- Responsible to deliver MEA region budgeted topline revenues and RGI targets;
- Provide direction to MEA hotels' DoSM to optimize existing business opportunities, identification of new accounts penetration and execution of effective sales strategies to ensure revenue objectives are achieved;
- Define contracted segments sales strategy and promote objectives as outlined in S&M plan;
- Monitor MEA hotels performance with a special emphasis on high priority hotels;
- Play an active role in the review of on-going hotels' sales decisions, initiatives and follow up on actions;
- Monitor MEA hotels sales activities and performance (accounts' productivity, additional business opportunities, booking patterns, leads, conversions, etc.), propose corrective actions as needed and follow up on the execution of defined sales strategic actions;
- Ensure each account revenue target is achieved;
- Assist MEA hotels sales teams generate increased individual/groups sales leads and conversions;
- Maintain and monitor permanent sales activities with all major accounts with strong revenue potential;
- Support hotels DoSM build strong relationships with key accounts;
- Conduct regular business reviews with GSO, industry partners and key accounts to need hotels;
- Support hotels with annual S&M plan and elaborate strategic sales activities to reach objectives;
- Ensure hotels sales teams are fully engaged and understand each account & segment sales strategies;
- Monitor hotel engagement with global account RFPs and rate loading;
- Support MEA hotels commercial leaders build strong business cases for new ideas and opportunities;
- Communicate Corporate/Region strategic sales targets to MEA hotels sales teams;
- Work closely with each hotel to ensure a full deployment of corporate/region sales initiatives and best practices as well as deliver on channel and segments performance;
- Ensure brand sales tools are implemented and embedded into the culture of the region;
- Keeps abreast of best practices in the region and tailor activities to specific areas/countries;
- Monitor, understand and communicate evolving marketplace trends and impact on activity;
- Handle budgets for miscellaneous sales activities and promotions;
- Encourage and monitor MEA hotels attendance at various trade shows, client week & GM soirees;
- Maintain and optimize all automated group business sales and reservations systems;
- Work closely with regional executive team to review hotels' business projections and discuss commercial tactical initiatives to support revenue goals;
- Participate to regional forecast evaluation meeting and review of action plan & sales initiatives;
- Liaise with hotels on driving social media activities as per latest trends and technologies within defined brand standards;
- Approve MEA hotel sales leaders' personal performance objectives;
- Monitors the incentive plan for all sales agents and co-signs on all quarterly or annual targets;
- Actively involved in the recruitment of all members of hotels' sales team;
- Identify, retain and develop talent within the team;
- Carry out on-boarding for all new senior sales colleagues;
- Additional responsibilities and tasks may be added according to the needs of the business and of the hotel.

Requirements

Desired Skills & Qualifications:

- Minimum of 4 years' experience as a Director of Sales in a luxury hotel;
- 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!

About the Company

The Kempinski name is proudly borne by a growing collection of distinguished properties around the world. As Europe's oldest luxury hotel group, we are committed to providing our guests with memorable journeys inspired by exquisite European flair. We believe life should be lived with style.

Each year, an increasing number of guests come to appreciate these qualities, as Kempinski adds new, exciting destinations in Europe, the Middle East, Africa, Asia and The Americas. While this growth reflects the strength and success of the Kempinski brand, the collection will remain a limited one, where exclusivity can be nurtured and individuality can flourish.

We believe that our prestigious, European heritage puts Kempinski in a unique position to satisfy the expectations of the stylish and discerning traveller. It's not just to simply provide a hotel bed and a meal, at Kempinski it's all about bringing a story to life.

Since 1897, our employees have been a part of creating history around the world. From historic buildings to the most avant-garde of modern architecture, our properties are the setting for some of life's greatest moments. We've witnessed historic meetings between world leaders, celebrities taking sanctuary in the world of privacy we create for them, and created incredible memories for guests on a 'once-in-a-lifetime' journey.

We are wholeheartedly committed to providing perfection for our guests at every moment and in every way. Perhaps it's something as life-changing as a wedding celebration, where our attention to detail and perfect service mean that your special day goes without a hitch. Or perhaps it's as simple as the note left on your pillow at night, which thoughtfully lets you know the weather tomorrow so you know how to dress in the morning. At Kempinski, we are each personally responsible for creating rich and meaningful experiences for our guests.