Director of Commercial - Sales
Job Specification:
The Leader of Commercial Sales will play a critical role in driving continuous improvement across all JA Resorts & Hotels (JARH) properties and beyond.
This high-impact position is designed for a strategic leader who can spearhead the sales function not only as a pure revenue function but as a true commercial profit driven function.
The role involves working as a member of the JARH Steering Committee and working closely with the Revenue Management, Reservations, Distribution and Brand Marketing functions as well as Cluster General Managers (CGMs), General Managers (GMs), Heads of Departments (HODs), and team leaders across the organization to implement a comprehensive strategy of profitable revenue growth.
The Leader will also be responsible for developing and coaching the sales associates, fostering a culture of continuous improvement, and ensuring that all revenue strategies align with the company's strategic goals.
Duties and Responsibilities:
- Works diligently through the group sales team to expand the JA Resorts & Hotels (JARH) sales activities across all segments.
- Manages all relationships with our key international business and potential business providers and to ensure maximum business potential is achieved in all segments.
- Demonstrates and promotes an accurate understanding of JARH finances and budgets in doing so complete the annual budget in a timely manner.
- Mentors and oversees business strategies and decisions proposed by the sales leaders and teams, at both group and property level. Ensuring that the company KPI’s are fully supported.
- Monitors JARH’s profitable revenue performance using fluent data and KPI’s.
- Develops and monitors in line with the total revenue budget the sales revenue and profit goals for all senior sales associates.
- Presents monthly, quarterly and annual reports on the sales activity and production.
- Ensures that campaigns and contracts stay within the realms of the budget and 5-year proforma.
- Delivers a cost-effective sales activation plan for travel and trade shows that is ROI positive.
- Through relevant market research, provides the Steering Committee and property Executive Committee’s a clear understanding of both the local and global market trends.
- Ensures that all sales strategies both at property and corporate level are activated within a timescale that delivers the maximum financial result.
- Plays a vital role in fully supporting the company’s strategic function of optimization through Operational Innovation and Six Sigma.
- Total Revenue - fully supports the JARH’s total revenue management concept which includes and not restricted to, Rooms, F&B, Banqueting and Events, Sports Club, Spa, Leisure.
- Positively collaborates with the JARH corporate brand marketing and property level marketing teams to implement profitable campaigns for all resort and hotel disciplines.
- A practice operator who demonstrates 360 degrees focus on the entire revenue function.
- Promotes a culture that generates the true potential revenue opportunities for a sustainable financial growth.
- Aligns and engages the sales workforce to continuously adapt to the evolving hospitality and tourism environment in Dubai.
- Works in collaboration to encourage the sales, revenue and marketing functions to acquire new opportunities both at property and corporate level.
- Creates within the sales function at all levels a culture of collaboration with all stakeholder departments.
- Champions sales coaching both within the sales team and across the stakeholder departments.
Experience and Skills:
- A sales leader with a proven track record of successfully managing multiple resort and hotels
- An experienced negotiator and relationship developer with a creditable network in all segments of the hospitality business mix.
- Extensive experience in using hotel sales and revenue financial planning and reporting systems.
- Bachelor’s Degree or equivalent in a relevant field is required; advanced degree preferred.
- Significant experience in in a similar role for at least three years is preferred.
Skills and Competencies:
- Exceptional communication skills, with the ability to build rapport with corporate executives, GMs, and associates at all levels.
- Strong analytical and problem-solving skills, with the ability to think strategically and drive a profitable revenue growth.
- Proven ability to lead cross-functional teams, manage complex sales strategies, and deliver results in a dynamic environment.
- Experience in a multicultural environment, with the ability to break down cultural barriers and foster inclusivity.
- Fluent in written and spoken business English; additional languages are a plus.
- Department
- Sales
- Role
- Director of Commercial - Sales
- Locations
- JA Resorts & Hotels
JA Resorts & Hotels
Learn About our JA Culture
About JA Resorts & Hotels
Where the real essence of a warm welcome is captured in breathtaking locations in the Middle-East and the Indian Ocean. Whether it's a family holiday, a romantic getaway or a business trip, we extend unforgettable experiences every time. From the first hello to the last goodbye, you can relax and rediscover the real you knowing every need is being taken care of.
Director of Commercial - Sales
Loading application form