General Sales Manager

Roles and responsibilities

• • Develop and implement a comprehensive sales strategy to target GCC-based corporate accounts, government contracts, and associations.
  • Identify new business opportunities through market research and competitor analysis, and drive new revenue streams.
  • Establish and manage the hotel’s sales approach for government tenders, bids, and long-term contracts.
  • Build and maintain strong relationships with key corporate decision-makers, government officials, and local/regional business associations.
  • Act as the primary liaison between the hotel and all GCC & Government clients to ensure client satisfaction and to maximize revenue potential.
  • Regularly visit key accounts and government offices to maintain visibility, gain insights into future opportunities, and ensure repeat business.
  • Negotiate and secure contracts with government entities, large corporate groups, and GCC-based associations for both corporate events and leisure business.
  • Represent the hotel at regional trade shows, conferences, and networking events to generate new leads and enhance brand presence.
  • Monitor competitor offerings and adjust sales strategies accordingly to maximize competitive advantage.
  • Regularly track and report on sales performance, market trends, and industry insights.
  • Prepare monthly, quarterly, and annual sales forecasts, budgets, and reports to ensure revenue targets are met.
  • Conduct post-event reviews to ensure satisfaction and identify areas for improvement.
  • Work closely with the hotel’s operations team, including the front office, events, and catering departments, to ensure seamless execution of bookings and events.
  • Coordinate with marketing teams to create tailored promotional offers for government and GCC clientele.
  • Oversee and manage the entire sales process from lead generation and proposal creation to contract negotiation and final closing.
  • Ensure compliance with the hotel’s pricing structure, contracts, and policies while delivering tailored solutions to meet client needs.

Qualifications

Your personality counts more than your CV …

• • A bachelor’s degree in Business Administration, Hospitality Management, Marketing, or a related field.
  • Minimum of 3-5 years of experience in hotel sales, with a proven track record in the GCC market and/or government sector sales.
  • Strong understanding of the GCC business landscape, government procurement processes, and key corporate accounts.
  • Experience working with government contracts and tenders is a significant advantage.
  • Excellent interpersonal and communication skills, with the ability to build rapport with senior-level clients and government officials.
  • Proven ability to manage multiple priorities and navigate complex decision-making processes.
  • Strong negotiation, presentation, and closing skills.
  • Proficient in Microsoft Office Suite (Word, Excel, PowerPoint), CRM software (e.g., Salesforce, Opera), and other sales tools.
  • Fluency in English is required; proficiency in Arabic is a plus.
  • Strong cultural sensitivity and an understanding of the GCC region’s business etiquette and dynamics.
  • Self-motivated, goal-driven, and results-oriented.
  • Ability to work independently, as well as collaboratively with a team.

Desired candidate profile

• Developing and Implementing Sales Strategies

  • Sales Plans: Creating and executing effective sales strategies to generate revenue, improve market share, and meet or exceed sales targets.
  • Target Setting: Setting clear sales goals for the team and ensuring that they align with the overall business objectives.
  • Market Analysis: Conducting market research to identify new business opportunities, assess competitors, and analyze trends in the hospitality sector to stay ahead of the competition.

• Client Relationship Management

  • New Client Acquisition: Identifying and pursuing potential clients, including corporate accounts, event planners, travel agents, and group organizers, to expand the business’s customer base.
  • Maintaining Existing Clients: Cultivating and nurturing long-term relationships with existing clients, ensuring their satisfaction and encouraging repeat business.
  • Tailored Proposals: Creating customized offers, packages, and proposals that meet the specific needs of clients and help close sales.
  • Networking: Attending industry events, conferences, and trade shows to network with potential clients and build business relationships.

• Sales Team Leadership and Management

  • Team Supervision: Managing, mentoring, and motivating a sales team, ensuring they are trained, motivated, and aligned with business goals.
  • Performance Tracking: Monitoring individual and team performance, providing regular feedback, and conducting performance reviews to help sales representatives meet their targets.
  • Coaching and Development: Providing guidance and ongoing development for the team to improve their sales techniques and product knowledge.

• Revenue Generation and Pricing Strategy

  • Pricing and Packages: Working closely with the revenue management team to set competitive pricing for rooms, events, and packages, while maximizing profitability.
  • Sales Forecasting: Preparing accurate sales forecasts, tracking progress against goals, and adjusting strategies based on performance.
  • Upselling: Encouraging upselling of premium services and products, such as upgraded rooms, event spaces, and additional services, to increase revenue.

• Sales Presentations and Negotiations

  • Client Proposals: Developing detailed sales proposals and making presentations to potential clients, highlighting the unique features and services offered by the property.
  • Negotiating Contracts: Handling contract negotiations, ensuring favorable terms for both the client and the company, and closing deals effectively.
  • Site Inspections: Conducting property tours and site inspections with potential clients, showcasing the venue and its amenities to secure business.

• Collaboration with Other Departments

  • Working with Marketing: Collaborating with the marketing department to ensure that sales strategies align with marketing campaigns and promotional efforts.
  • Coordination with Operations: Working closely with the operations team to ensure that client expectations are met and that logistics, such as room assignments or event setups, are handled smoothly.
  • Event Coordination: In cases of group bookings or events, assisting with the coordination between sales and event planning teams to ensure that events are executed successfully.

• Reporting and Analysis

  • Sales Tracking: Keeping track of sales performance, providing regular reports to senior management, and making adjustments to strategies as needed.