Director of Sales - Dubai

We are currently seeking for passionate and dynamic Sales professionals who pride themselves on their ability to deliver extraordinary levels of customer service and provide creative solutions to our guests.

This ensures alignment between local and international sales efforts to maximize account potential and increase contribution to the hotel.

Key Duties and Responsibilities:

1. Sales Strategy & Leadership

• Develop and implement a strategic sales plan aligned with the hotel’s revenue goals and business objectives.
• Lead and manage all direct sales activities across both managed segments (corporate, MICE, consortia, government) and non-managed segments (OTA, wholesale, inbound, retail travel).
• Define segment-specific goals and tactical action plans to drive conversion, retention, and acquisition.
• Supervise and guide the on-property sales team, setting clear objectives, KPIs, and performance expectations.
• Leverage all Rotana tools, platforms, and commercial systems (CRM, reporting dashboards, RFP platforms, rate loading tools, etc.) to ensure consistency, compliance, and maximum output.

1. Team Management & Development

• Recruit, onboard, train, and mentor sales team members across all market segments.
• Foster an environment of continuous learning and professional development.
• Conduct structured performance reviews and implement coaching and improvement plans where needed.
• Promote a high-performance, target-driven, and customer-centric culture.

1. Business Development, Account Management & Global Sales Collaboration

• Identify and pursue new business opportunities from all feeder markets (local, regional, and international).
• Manage and grow existing accounts while developing long-term client relationships to ensure loyalty and repeat business.
• Collaborate with Rotana’s Global Sales teams on account planning, lead sharing, and conversion tracking
• Actively participate in RFPs, sales blitzes, roadshows, and joint account reviews.
• Provide timely feedback and updates to ensure global-local alignment.

1. Global Sales Office (GSO) Collaboration & Account Ownership

• Actively collaborate with Rotana’s Global Sales Offices (GSOs) to drive account contribution to the hotel
• Maintain regular communication with GSOs to track performance of relevant global and regional accounts.
• Ensure full accountability for conversion and revenue delivery from all accounts linked to the property. Director of Sales is fully responsible for business delivered to the hotel, with GSOs acting in a support and relationship management role.
• Participate in strategic account planning, joint sales calls, virtual meetings, and performance reviews to maximize opportunities.
• Provide structured feedback and performance data to GSOs to ensure transparency and alignment.

1. OTA, Leisure & Channel Oversight

• Oversee relationships and performance of all OTAs and third-party distribution partners in collaboration with revenue and distribution teams.
• Monitor rate parity, visibility, conversion rates, and partner engagement.
• Recommend and execute tactical leisure promotions and rate strategies in line with market demand and seasonality.
• Stay up to date on OTA marketing opportunities, rate trends, and competitor positioning.

1. Sales Reporting & Analysis

• Produce and deliver accurate weekly, monthly, and quarterly sales performance reports, broken down by segment, channel, and source market.
• Analyze booking trends, conversion ratios, lost business reports, and competitor performance.
• Provide rolling forecasts and pipeline visibility to support revenue management and executive decisions.
• Use Rotana’s reporting tools and data platforms to ensure consistency and traceability of all commercial activity.

1. Collaboration & Cross-Functional Alignment

• Work in close partnership with revenue management to align strategies on pricing, inventory, distribution, and segment mix.
• Coordinate with marketing, digital, and loyalty teams to ensure strategic promotion of offers, packages, and campaigns.
• Align with event planning and operations teams to ensure high service standards and successful execution of group and MICE business.
• Act as a key point of contact with stakeholders across the business, ensuring that all commercial functions operate in synergy.

1. Compliance & Brand Standards

• Ensure that all sales activity is aligned with Rotana brand standards, policies, and code of ethics.
• Guarantee proper use of Rotana’s systems, templates, marketing assets, and rate structures.
• Act as a brand ambassador in all client interactions and industry events, upholding the values and positioning of the company.

1. 9. Key Metrics of Success (KPIs)

The Director of Sales will be evaluated on performance across the following measurable areas:

• Total revenue contribution by segment and channel
• Conversion rate of leads and RFPs
• Managed account growth and retention
• OTA and distribution channel performance (parity, visibility)
• Rotana Rewards and Rotana Discovery contribution to revenue
• Sales team performance (productivity, development, goal achievement)
• GSO lead conversion and collaboration effectiveness
• Forecast accuracy and reporting discipline
• Compliance with brand standards and use of Rotana systems