Director, Sales - GCC & MENA

( 12604 )

At Atlantis, we exist to bring the extraordinary to every holiday and experience through connection, empowerment, precision, care and warmth. Inspired by the majesty and mystery of the ocean, Atlantis resorts are unique destinations full of life, wonder and surprise, where we seek to exceed our guests’ expectations at every possible turn.

Atlantis Dubai is an iconic entertainment destination comprised of two world-class resorts; Atlantis, The Palm and Atlantis, The Royal; offering an unbeatable opportunity for you to grow and develop in your career. With a sense of exhilaration and discovery, we create unforgettable memories by providing guests the opportunity to discover an extraordinary world filled with thrilling adventures. Whether we are designing a couple’s retreat or serving the extraordinary in one of our award-winning celebrity chef restaurants, we approach everything with imagination to spark a sense of courage, inspiration and innovation. This is not simply our job, it’s our passion.

Job Summary

• Responsible for Atlantis The Palm Dubai and Atlantis The Royal
• This position is responsible for the comprehensive commercial leadership, planning, guest service, strategic sales, and financial performance of GCC/MENA Region.
• To strategically manage the GCC/MENA Team and oversee all existing accounts and oversee the development of new business for the resorts from all key markets locally and internationally.
• Responsible for all sales activities and events including direct sales, sales solicitation, sales administration, and management of the sales team.
• Ensure the key differentiators of Atlantis The Palm versus Atlantis The Royal are communicated to the clients and have their understanding of each product’s value.
• Penetrate all segments within responsible Markets, including UAE Travel Partners/Designers, Government, Royalty, Diplomatic, and the luxury segment
• Responsible of creating the strategy to leveraging on both products and balance business between Atlantis The Palm and Atlantis The Royal and positioning both hotels as one destination.
• Responsible for setting and maintaining consortia segment (Virtuoso network, American Express GDS bookings) for Atlantis Dubai, as appropriate.
  
  

Key Duties And Responsibilities

• Based in Dubai, this role will oversee the revenue generation from GCC, Middle East and North Africa
• Responsible for developing, driving and owning a clear, articulate and holistic strategic approach to the GCC, Middle East and North Africa – representing Atlantis Dubai across all segments and continuously presenting a commercially sound whilst making sensible recommendations that will enhance the experience and drive revenue on behalf of Atlantis Dubai. Own the Market!
• Responsible for growing and maintaining share of inbound leisure markets and ensuring the Sales Team meet goals of the Revenue Plan
• Contracting and developing relationships with local DMC’s and international tour operators.
• Taking an entrepreneurial approach to dynamically leverage trade partnerships
• Undertaking and planning co-operative marketing with key account partners
• Representing Atlantis The Palm and Atlantis The Royal at international trade shows
• Working with DET to secure strategies for each responsible Market, Fam trips and visits and increasing the profile of Atlantis The Palm and Atlantis The Royal in overseas markets
• Overseeing the identification and profiling new market opportunities
• Controlling international representation and presentation of the Atlantis brand through third party collateral
• Maintaining rate integrity across all channels – Driving Direct Segment wherever possible
• In cooperation with revenue management, rate and seasonality planning on a weekly, monthly & annual basis
• Produces the Commercial Sales Plan, annual budgets and forecasts in conjunction with the Vice President, Sales.
• Produces, implements, and monitors action plans to ensure revenue budget objectives are achieved.
• Analyses current and potential markets/trends, coordinates all activities to maintain and increase revenue through added business volume and increased rate
• Procures new and repeat business for the hotel by monitoring contact with tour operators, wholesalers, travel agencies, and professional associations within local, regional and international markets.
• Maintains contact with wholesalers and tour operators, through personal sales calls, telephone contacts and written communications.
• Creates and implements Integrated Sales, Marketing & PR Strategies in order to:
• Increase average rate
• Increase occupancy
• Increase business volume & room revenue
• Increase local food and beverage sales
• Manages & oversees Key Account Relationships with Senior Management of Tour Operators & DMC’s.
• Provides direction on and conducts market research
• Monitors competitor activities – reports weekly
• Maintains close liaison with Regional Sales teams and those of appointed GSA’s to ensure the hotel receives proper consideration, direction and support
• Ensures the hotels are represented as an active member of the local community through association membership
• Plans and executes Sales Trips to major market areas
• Conducts weekly reviews of sales personnel activity to ensure targets and sales objectives are being met
• Produces monthly, quarterly, annual Sales reports and forecasts
• Meets with guests from key accounts staying in the hotel to ensure customer satisfaction
  

Skills, Experience & Educational Requirements

• Arabic Speaker is preferred with a minimum of 5 years’ experience in a similar role
• With at least 5 years Hospitality Experience with Global Markets
• Commercial and Strategic Leadership Background
• Positive attitude and excellent communication skills
• Commitment to delivering a high level of Client Service, Leadership & Senior Account Management
• Strong managerial leadership skills, whereas it is evident that you can effectively manage and motivate a team to perform beyond expectations
• Strong analytical skills - to understand key business indicators and competitive trends and develop approaches to these challenges
• Excellent selling capabilities and the ability and desire to coach selling techniques to Team Members
• Excellent organizational and planning skills
• Excellent grooming standards
• Flexibility to respond to a range of different work situations
• Ability to work well under time pressure and/or demanding travel schedules
• Demonstrated previous experience in a Sales role with the proven ability to close a sale
  
  

It would be advantageous in this position for you to demonstrate the following capabilities and distinctions:

• Knowledge of the local & International market
• Knowledge of hospitality industry
• A passion for Sales and Target-based performance
• Relevant degree, in sales, business development or other relevant business field, from an academic institution
  
  

Join a team that is adventurous, creative, warm-hearted and extroverted. We believe in making our guests happy beyond anything they have ever imagined. We wow them at every turn and create memories that will last a lifetime. You will be at the heart of this vision, to constantly innovate to deliver Amazing Experiences and Everlasting Memories.