Sales Manager – MICE & Events

Job Description

The Dubai EDITION marks a significant expansion for the brand into the Middle East’s most popular travel destination. Situated in Downtown Dubai, the hotel is located in one of the city’s most popular locations, opposite the world-famous Dubai Mall.

Designed with LW Design Group, the hotel features 275 guestrooms and suites. The property is home to multiple food and beverage outlets, pool, spa and fitness center, in addition to dynamic events spaces boasting meeting rooms and a flexible ballroom.

Sales Manager – MICE & Events

POSITION PURPOSE

• Working within the Sales team, this position has responsibility for actively selling The Dubai EDITION as a destination for Corporate Events, Conferences and Exhibitions, responding to all catering both Corporate and Social enquiries in order to maximize revenue & utilization of meeting space, working to achieve or exceed budgeted revenues. Sales Manager – MICE & Events will manage enquiries and convert business, including negotiating/contracting, prior to hand over to Events team. He/she must demonstrate to be able to deliver results in a fast-paced environment and being consistent with the level of customer service according to The Company Standards & Programmes.
• Working with the Sales team, this position has responsibility for the execution and delivery of all events, maximizing revenue & utilization of meeting space, and working to achieve or exceed budgeted revenues.
• The Sales Manager – MICE & Events must demonstrate to be able to deliver results in a fast-paced environment and being consistent with the level of customer service according to Company Standards & Programmes.

MAIN RESPONSABILITIES

• Responsible for actively selling primarily to Corporate/Social clients. As a secondary market, will handle Corporate Meetings & Events. As a Sales Manager – MICE & Events you are responsible to implement all sales activities and maximize business opportunities in your specific area of responsibility. The role involves implementing and executing all sales action plans and will include key responsibilities such as:
• Responsible to uncover new clients from these markets.
• Handle all incoming MICE RFP generated by inbound or outbound sales offices, pertaining to own defined segment or portfolio.
• Maximize up selling opportunities by proposing additional events and activities suitable and complimenting to the MICE booking.
• Implement and execute all sales objectives and action plans to reach and exceed set targets
• To ensure knowledge and understanding of Opera Sales & Catering and PMS and keeping up with any updates in the system.
• Make commercial decisions to maximize MICE income on a daily basis.
• Helping the hotel to identify new avenues of business and bring in more corporate events to the hotel.
• Presenting and selling available and suitable corporate event options to the highest possible standard.
• Receive and convert incoming enquiries to achieve targets and maximize revenue.
• Seek opportunities to increase sales and conversions within the Team.
• Manage an events schedule to maximize yield.
• Focus on a consistently executed up-selling approach.
• Ensure proposals meet the criteria following booking rules, pattern and pricing.
• Utilize the standard template for proposals, ensure sales process follows the EAME Divisional Event Enquiry handling guidelines.
• Identify operational limitations and deliver according to what was promised; manage/supervise effectively the operation of events.
• Responsible for documenting Contracts/Agreements for all Events booked, following processes and procedures.
• Responsible to ensure accurate information to be distributed to Operations Team.
• Responsible to ensure BEO’s are issued and distributed in a timely fashion.
• Work closely with DOS/DOGS/DORM and DOF&B to be able to adapt and convert business.
• Be aware of cyclical events and be pro-active in planning.
• Ensure that leads are followed up in a timely and professional manner (48 hours after sending the enquiry).
• Provide updates to the Director of Events to present at the revenue strategy meeting.
• Assist in forecasting figures for F&B.
• Take responsibility & be empowered to make decisions in quoting for business.
• Effectively manage time ensuring the completion of all pre-set tasks on a daily basis.
• To participate in departmental and Starwood courses as required.
• Ensure site inspections are conducted in a methodical fashion adhering to the core standards of the department.
• Must demonstrate an awareness of the importance of body language in communication and interaction with others.
• Take part in special projects as directed by the Director of Sales and/or Director of Events.
• Liaise with Sales Department at point of initial negotiations with client to assist Sales Department in providing profitable and efficient proposals.
• Together with sales team responsible for site inspections with the focus being on execution of event and gaining repeat business for the hotel.
• Ensure feedback received is communicated to all departments.
• Monitor all correspondence to ensure it meets with Hotel policy and procedures.
• Comply with all Corporate and Hotel Standards and Procedures.
• Participate in daily business review meeting, sales meetings and management meetings.
• Undertake other duties as requested by Hotel Management.
• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.

PROFILE REQUIRED

Education

· Bachelor degree required. Additional education in sales and marketing fields preferred.

Experience

· Demonstrated 2 years previous experience as a Manager working in hotel Conference & Events Sales role with proven track record. Further experience in a manager position preferred.