Cluster Senior Sales Manager - MICE

Role overview

Sales strategy and account development

• Set and execute sales strategies to meet MICE revenue targets across three properties and maintain a balanced business mix throughout the year.
• Prospect for exhibitions, trade events, congresses, conferences, and other demand-generating business, including opportunities during non-exhibition periods.
• Create business plans and account strategies; develop new accounts and grow existing accounts, repeat business, and share of wallet.
• Build the pipeline through prospecting, networking, meetings, sales calls, site inspections, and consistent follow-up.

Exhibitions and client relationships

• Build relationships with exhibition organisers, PCOs, agencies, trade associations, exhibitors, and other event stakeholders.
• Identify room-night, meeting-space, catering, and related opportunities from DWTC exhibitions, trade shows, and conferences.
• Maintain event-specific account plans, databases, prospect lists, and targeted initiatives; use event calendars and market intelligence to plan campaigns.
• Understand accommodation and event needs of exhibitors, hosted buyers, delegates, organisers, speakers, and corporate participants.
• Prepare tailored proposals, conduct presentations and negotiations, and maintain client contact before, during, and after events.

Commercial performance and coordination

• Meet revenue, room-night, and other commercial targets while protecting profitability and business quality.
• Prepare proposals, quotations, and contracts that align with approved pricing strategy and business objectives.
• Work with Revenue Management on demand, pricing, displacement, booking patterns, and revenue opportunities across properties.
• Monitor pipeline, conversion, production, account contribution, and business mix; maintain forecasts, CRM records, and reports.
• Coordinate with hotel teams to ensure proposals are viable and client requirements and contracted commitments are delivered accurately.
• Attend selected events and represent the cluster at industry events, networking functions, and trade exhibitions.
• Monitor competitors, market trends, Dubai MICE developments, and the DWTC calendar; report insights and account performance.

Qualifications

• At least 5–7 years of hotel sales experience, including a strong MICE track record.
• Demonstrated success meeting sales targets and securing profitable group, meeting, conference, and exhibition business.
• Experience with PCOs, exhibition organisers, event companies, DMCs, corporate clients, and meeting planners.
• Knowledge of the Dubai hospitality, exhibition, conference, and trade-event market; DWTC or major venue experience is an advantage.
• Strong commercial understanding of hotel pricing, group contracting, revenue management, profitability, and negotiation.
• Excellent communication, presentation, networking, relationship-management, organisation, and time-management skills.
• Proficiency in Microsoft Office and CRM or hotel sales systems; able to maintain accurate records, forecasts, and reports.
• A relevant bachelor's degree is preferred; Accor or other international hotel-group experience in the UAE or GCC is an advantage.