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Job Description
Novotel and ibis World Trade Centre and ibis One Central Dubai are seeking a commercially driven Senior Sales Manager - MICE to develop and grow the Meetings, Incentives, Conferences and Exhibitions (MICE) segment across the three properties.
Operating across two complementary business environments - Dubai World Trade Centre (DWTC) and One Central - the role will focus on developing strategic relationships and securing profitable business from corporate clients, exhibition organisers, Professional Conference Organisers (PCOs), event management companies, destination management companies (DMCs), conference delegates and other key industry stakeholders.
Working closely with Revenue Management, Reservations, Marketing and hotel operations, the Senior Sales Manager will develop a strong and sustainable MICE pipeline, maximise conversion and profitability, and deliver long-term commercial growth across the cluster.
Sales Strategy and Business Development
- Develop and execute proactive sales strategies to achieve assigned MICE revenue targets across all three hotel properties, supporting a balanced and sustainable mix of business throughout the year.
- Identify, prospect and secure new business opportunities across the MICE segment, with a particular focus on exhibitions, trade events, congresses, conferences and other demand-generating events connected to DWTC and the wider Dubai market.
- Proactively develop business opportunities during non-exhibition periods to strengthen base demand, balance occupancy throughout the week and maximise revenue contribution across all three properties.
- Develop business plans and account strategies for key clients, event organisers, PCOs, event agencies, DMCs and corporate accounts, ensuring a balanced focus on event-driven and non-event-driven business.
- Build and maintain a healthy sales pipeline through structured prospecting, networking, client meetings, sales calls, site inspections and consistent follow-up, maintaining momentum during both peak and quieter demand periods.
- Identify opportunities to grow existing accounts, increase share of wallet and secure repeat business across the three properties.
DWTC, Exhibition and Trade Event Business
- Build strong working relationships with exhibition organisers, PCOs, event agencies, trade associations, exhibitors and other stakeholders involved in major exhibitions and industry events.
- Identify and pursue room-night, meeting space, catering and other commercial opportunities arising from upcoming DWTC exhibitions, international trade shows and conferences.
- Develop and maintain event-specific account plans, exhibitor and organiser databases, prospect lists and targeted sales initiatives to maximise business opportunities before, during and after key events.
- Work proactively with exhibition calendars and market intelligence to identify demand periods, prioritise prospecting activity and initiate sales campaigns in advance of major events.
- Develop an understanding of the different accommodation and event requirements of exhibitors, hosted buyers, delegates, organisers, speakers and corporate participants.
- Coordinate with the wider commercial team to maximise opportunities across the cluster and ensure the appropriate hotel and offering are positioned for each client requirement.
Account Management and Client Relationships
- Establish and maintain strong, long-term relationships with key MICE accounts and industry partners, acting as a trusted commercial contact throughout the sales cycle.
- Manage assigned accounts through regular engagement, account reviews, business development initiatives and structured follow-up, identifying opportunities for both event-related and recurring business.
- Understand client objectives and requirements to develop tailored proposals that deliver value to the client while protecting hotel profitability.
- Conduct client presentations, sales calls, property inspections and negotiations to convert opportunities into confirmed business.
- Maintain close communication with clients before, during and after events to support satisfaction, repeat business and long-term account development.
- Identify opportunities to generate business outside major event periods by developing ongoing relationships with corporate clients and other accounts with recurring accommodation and meeting requirements.
Revenue Generation and Commercial Performance
- Achieve assigned revenue, room-night and other agreed commercial targets while maintaining a strong focus on business profitability, quality of revenue and a balanced business mix.
- Prepare competitive proposals, quotations and contracts, ensuring that rates, concessions, payment terms and other commercial conditions align with the approved pricing strategy and business objectives.
- Work closely with Revenue Management to assess demand, pricing, displacement considerations, booking patterns and opportunities to optimise revenue across the three properties during both peak and non-peak periods.
- Monitor the performance of the MICE segment, including pipeline development, conversion, production, account contribution and business mix, identifying gaps in demand and opportunities to strengthen performance during quieter periods.
- Identify opportunities to increase total account value through accommodation, meeting rooms, food and beverage and other relevant hotel services.
- Maintain accurate sales forecasts, account production records, CRM information and pipeline reports, providing management with reliable visibility of business development, anticipated demand and expected performance.
- Prioritize business opportunities based on their potential to contribute incremental revenue, improve occupancy during softer periods and deliver sustainable commercial value across the cluster.
Cross-Functional Collaboration and Event Delivery
- Coordinate with Revenue Management, Reservations, Front Office, Food & Beverage, Events and other relevant hotel teams to ensure proposals are commercially viable and confirmed business is delivered effectively.
- Ensure that client requirements, contracted commitments and event details are communicated clearly and accurately to the relevant operational teams.
- Maintain active client engagement throughout the event lifecycle, supporting the resolution of issues and identifying opportunities for repeat business.
- Attend selected events, exhibitions and client functions to strengthen relationships, monitor market activity and identify further business opportunities.
- Collaborate with Marketing and the wider commercial team on targeted campaigns, promotional materials, event-related initiatives and sales activities.
- Represent the hotel cluster professionally at industry events, networking functions and relevant trade exhibitions.
Market Intelligence and Reporting
- Monitor market trends, competitor activities, industry developments and the DWTC exhibition calendar to identify emerging opportunities and commercial risks.
- Maintain an up-to-date understanding of the local MICE landscape, including event schedules, organiser requirements, corporate travel patterns and relevant demand drivers.
- Prepare regular sales activity updates, pipeline reports, forecasts and account performance reviews in line with established reporting requirements.
- Share relevant market intelligence and business insights with the Cluster Director of Sales and the wider commercial team to support informed decision-making.
Qualifications
- A minimum of 5-7 years of experience in hotel sales, with a strong track record in the MICE segment.
- Demonstrated success in achieving sales targets, developing new business and securing profitable group, meeting, conference and exhibition-related opportunities.
- Experience working with PCOs, exhibition organisers, event management companies, DMCs, corporate clients and meeting planners.
- Knowledge of the Dubai hospitality market and its exhibition, conference and trade-event environment. Experience connected to DWTC or other major exhibition and convention venues would be an advantage.
- Strong commercial acumen, including an understanding of hotel pricing, group contracting, revenue management, business profitability and negotiation.
- Excellent communication, presentation, networking and relationship-management skills.
- Strong organisational and time-management abilities, with the capacity to manage multiple accounts, deadlines and business opportunities simultaneously.
- Proficiency in Microsoft Office and CRM or hotel sales systems, with the ability to maintain accurate records, forecasts and reports.
- A proactive, self-motivated and collaborative approach, with strong attention to detail and a commitment to client satisfaction.
- A bachelor's degree in Hospitality Management, Business Administration or a related discipline is preferred.
- Previous experience with Accor or another international hotel group in the UAE or GCC would be an advantage.
Additional Information
Your team and working environment:
Diverse, young and vibrant team
Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.
