Job Description:
Overview / Basic Function To acquire, develop, retain, and grow selected Corporate and MICE accounts in order to maximize total revenue opportunities for Rosewood Abu Dhabi in alignment with the Sales & Marketing Plan, approved commercial strategy, Rosewood brand standards, Sense of Place philosophy, and Relationship Hospitality.
The Sales Manager – Corporate & MICE is responsible for disciplined prospecting, strategic account management, data-led business development, relationship-driven sales execution, and profitable conversion across assigned corporate, government, diplomatic, MICE, group, DMC, PCO, association, event agency, luxury lifestyle, and partnership accounts. The role supports total hotel revenue across rooms, suites, residences, meetings and events, food and beverage, restaurants, wellness, gift experiences, and ancillary revenue streams by identifying profitable opportunities, strengthening client relationships, improving account penetration, protecting rate integrity, and representing Rosewood Abu Dhabi with professionalism, discretion, commercial integrity, refined communication, and luxury service awareness.
Key Responsibilities Business Development & Account Management - Identify, qualify, pursue, develop, and retain selected Corporate and MICE accounts through structured account management, disciplined prospecting, regular client engagement, and timely follow-up.
- Develop and maintain account strategies including stakeholder mapping, decision-maker identification, procurement awareness, production history, room night potential, event potential, total revenue opportunity, and measurable next steps.
- Build relationships with corporate organizations, government entities, DMCs, PCOs, event agencies, associations, incentive houses, diplomatic missions, luxury lifestyle partners, and relevant intermediaries.
- Conduct regular account reviews and strategic business development meetings to strengthen relationships and identify future opportunities.
Sales Activities - Conduct sales calls, client appointments, presentations, site inspections, familiarization trips, networking events, trade shows, sales missions, roadshows, and partner activations.
- Prepare tailored proposals, presentations, commercial recommendations, and account plans aligned with client requirements and Rosewood Abu Dhabi's luxury positioning.
- Qualify opportunities by understanding meeting objectives, accommodation requirements, event scope, budgets, food and beverage requirements, contracting needs, and revenue potential.
- Drive conversion through strategic negotiation, value-led selling, and disciplined pricing practices.
Revenue Growth - Support total revenue generation across guestrooms, suites, residences, meetings and events, restaurants, bars, wellness facilities, gift experiences, partnerships, and bespoke Rosewood experiences.
- Identify cross-selling and upselling opportunities while protecting the hotel's luxury positioning and rate integrity.
- Monitor account performance, market trends, lost business, booking pace, and competitive activity to identify risks and opportunities.
Event & Operational Coordination - Work closely with Events, Revenue Management, Marketing, Reservations, Food & Beverage, Front Office, Finance, Housekeeping, Wellness, Engineering, Security, and other operational departments to ensure seamless guest and client experiences.
- Support the Events & Catering team through site inspections, proposal development, client engagement, and business conversion activities.
- Ensure timely and accurate handover of confirmed Corporate and MICE business, including room blocks, event requirements, VIP arrangements, billing instructions, contractual obligations, and service expectations.
Reporting & Commercial Planning - Maintain accurate customer, account, opportunity, production, and activity records within approved sales systems and CRM platforms.
- Prepare weekly and monthly reports, forecasts, account reviews, pipeline summaries, production analyses, and lost business commentary.
- Contribute to the annual Sales & Marketing Plan through market intelligence, account insights, and segment development recommendations.
Qualifications (Combined) Experience - Proven experience in luxury hospitality sales, corporate account management, MICE sales, business development, or a related commercial role.
- Strong understanding of Abu Dhabi, UAE, GCC, regional, and international Corporate and MICE source markets.
Market Knowledge - Strong understanding of luxury hotel positioning, corporate contracting, government and diplomatic business, meetings and events, association business, account strategy, and relationship-based selling.
Systems - Proficiency in Microsoft Office and experience with Delphi, Salesforce, Opera, or equivalent hotel sales systems and CRM platforms.
Commercial Expectations - Deliver agreed Corporate and MICE revenue, production, activity, pipeline, and conversion targets.
- Build a balanced portfolio of Corporate, Government, Diplomatic, DMC, PCO, Agency, Association, and MICE accounts.
- Increase market share, profitability, client retention, and need-period business through proactive selling and strategic account development.
- Support Rosewood Elite, Global Sales, Corporate, Government, Diplomatic, MICE, DMC, Agency, Partnership, and Luxury Lifestyle business opportunities.
This would create a clean, market-standard Sales Manager – Corporate & MICE role suitable for a single vacancy while maintaining Rosewood's luxury positioning and commercial expectations.
Requirements:
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