Regional Director of Sales , Middle East & Africa - Fairmont & Raffles

Company Description

Fairmont Hotels & Resorts
Join a dynamic team and be part of the Fairmont family – with 90+ spectacular properties, and 34 more in the pipeline, in 30 countries around the globe, stretching from the beaches of Hawaii to the unspoiled national parks of Canada, to the heart of London, to the deserts of the United Arab Emirates.
Raffles Hotels & Resorts

The Birthplace of stories and legends since 1887, Raffles is a legendary brand, steeped in history and loved by generations past, present and future.  Raffles, at distinguished landmark addresses around the world, is the vibrant heart of its destination, curating experiences that are culturally enriching, intellectually stimulating and always respectful of local communities, heritage and the environment.
 

Job Description

Reporting to the Vice President of Sales – Fairmont & Raffles AEMEA you will work with the Hotel DOSM’s to design and execute strategic sales initiatives to drive revenue growth, enhance market presence, and increase Fairmont & Raffles market share in MEA. Your exceptional leadership skills, deep industry knowledge, and proven track record in sales management will be instrumental in achieving our sales objectives. This role requires a dynamic and results-oriented professional who can effectively collaborate with cross-functional teams and inspire a high-performing sales force.

Key Responsibilities:

Sales Strategy and Planning:

• Develop and implement comprehensive sales strategies aligned with the Fairmont's & Raffles’ overall goals and objectives.
• Analyse market trends, competitive landscape, and customer needs to identify new business opportunities.
• Set ambitious sales targets, establish performance metrics, and monitor progress towards achieving revenue goals.

Team Leadership and Development:

• Provide strong leadership and guidance to the hotel DOSM’s in MEA, fostering a culture of excellence, accountability and continuous improvement.

• Provide strategy guidance and assistance to the Hotels with:
  • The recruitment, development & motivation of high-performing hotel sales professionals,
  • Ensuring optimal hotel sales team staffing levels
  • Hotel sales team skill development
• Implement strategies to enhance individual DOSM and Hotel Sales Team performance.

Business Development:

• Cultivate and maintain strong relationships with key clients, industry influencers, and partners to generate new business leads and strategic partnerships.
• Lead negotiations for major Fairmont opportunities, working closely with legal and finance teams to ensure favourable terms and conditions.
• Stay informed about industry trends, market conditions, and customer preferences to proactively identify business development opportunities.

Sales Operations Management:

• Work with the VP Sales Fairmont & Raffles AEMEA and the Sales Operations team to:
  • Oversee the development and implementation of effective sales processes, tools, and systems to streamline sales operations and maximize sales productivity.
  • Monitor hotel contracted segment (sales) performance, analyse data, and generate executive summaries for senior management to update on sales effectiveness and identify areas for improvement.
  • Collaborate with marketing and revenue management teams to align sales efforts with promotional activities, pricing strategies, and revenue optimization initiatives.
• Collaborate with Operations Leadership in the setting and management of owner expectations in relation to hotels’ commercial performance. Providing commercial activity and performance updates. Assisting in occasional cases of conflict resolution.

Cross-functional Collaboration:

• Collaborate with other departments, including marketing, operations leadership, finance, and revenue management, to ensure alignment of sales strategies with broader organizational goals.
• Provide input and participate in the development of campaigns, pricing strategies, and product/service enhancements to drive revenue growth.

Qualifications

Qualifications and Experience:

• Preferred: Bachelor's degree in business administration, hospitality management, or a related field
• 4 years + experience as a DOSM in a single property or for a cluster of hotels. Preferably under a luxury brand
• Proven track record of success in sales leadership roles within the hotel industry, with a focus on revenue growth and market expansion.
• Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed targets.
• Strong leadership skills with the ability to motivate and inspire a sales team.
• Excellent interpersonal and communication skills, with the ability to build and maintain relationships with key clients and stakeholders.
• Sound business acumen and strategic thinking, with the ability to analyse market trends, identify opportunities, and make informed decisions.
• Proficiency in sales management software, CRM systems and distribution technology.
• Flexibility to travel as required.

Additional Information

Location: Dubai, UAE (Office based)

Our Commitment to Diversity & Inclusion: We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.