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Regional Director, Sales and Marketing, Middle East and GCC 
(11646)

 

At Kerzner, we never settle. Through continued innovation, our team of pioneers push until the next level is achieved, and then to keep going. Our philosophy is simple - we go above and beyond to Blow Away our Guest and Colleagues. Good enough never is. For us, it is all about perfection and innovation. This is not simply our job, it’s our passion. 
 

Our Colleagues are at the heart of who we are and what we do. With an international team of over 10,000 Colleagues and strong strategic growth on the horizon, we offer unrivalled career opportunities around the world. We are committed to provide our Colleagues at all levels with opportunities to grow and develop within the organisation through personalised development plans and tailored succession planning. We invest in our communities to sustain the environment where we operate and minimising our own footprint. Whether it is through animal conservation, education or tree-planting, we like to give back in as many ways as we can to help our communities flourish.
 

About the Role

 

Regional Director Sales & Marketing, Middle East based in Dubai, UAE, provides overall sales and marketing leadership to generate revenue, gain market awareness and share for Kerzner International properties. Responsible for establishing and executing successful sales strategies for the Middle East travel industry targeting wholesale, travel agency (online and offline), groups and third party intermediaries to exceed annual revenue and occupancy targets for Kerzner hotels and resorts.  Develop new, enhance existing business relationships and leverage strategic partnerships and key account planning. Maximize sales, grow business share and ensure Kerzner hotels and resorts maintain the highest level of professional profile throughout the travel industry in the Middle East & GCC.

 

Key Duties and Responsibilities

 

  • Provide strategic perspective for all Kerzner brands (Atlantis, One&Only, SIRO & Rare Finds) for optimal business decisions within territory. Strategic priorities include creating heightened awareness and preferential positioning of all Kerzner brands throughout the Middle East/GCC and driving brand loyalty amongst the right partners. Uses sales and marketing skills and diverse sources of information to identify, develop and implement profitable sales opportunities, anticipate challenges and create competitive advantage strategies that strengthen and protect Kerzner’s competitive advantage.
  • Work in conjunction with other Commercial team leaders (on-property and at Global Office – Brand Marketing, Communication & Business Analytics/Revenue/Distribution) to leverage global relationships and integration of actions.
  • Oversee the key territories of the Middle East (including Israel) and GCC to maximize sales for Kerzner properties.  
  • Provide leadership and guidance to the sales and marketing functions of new resorts in the Middle East region (pre/post opening). 
  • Develop new and enhance existing business relationships by leveraging strategic partnerships including airlines such as Emirates, Saudi Airlines, Qatar Airways, Etihad, among others. But not limiting to trade partners; be pro-active in seeking relationships with like-minded luxury brands outside the travel sector (ie. Retail, fashion, automotive, etc.) to maximize our brands’ potential partnerships.
  • Oversee the key territories within the Middle East (ME) & GCC to maximize in & outbound sales for all Kerzner hotels (Atlantis, One&Only, SIRO & Rare Finds brands) based on market potential for each and ensure the establishment of these brands in each territory through an integrated approach leveraging sales, marketing, and PR in collaboration with corporate and resort teams.
  • Drive the sales performance of new Kerzner hotels in ME & GCC by providing leadership and support to the sales & marketing teams of each resort. Also, provide strategic leadership for the Middle East GCC RSO to drive in/outbound business for all Kerzner properties.
  • Play a leading role in assisting pre-opening sales staffing and logistics for new resorts in the region. Focus on the development and recruitment of top-quality sales talents and insure extensive sales, (also including marketing and PR coverage of property) prior to opening and once operational. 
  • Provide strategic guidance for the development of annual commercial plans for assigned resorts and monitor, adjust tactically as needed to ensure annual targets are met/exceeded accordingly to Strategic Commercial Plan.
  • Provide strategic support for Kerzner key global accounts within the Middle East as applicable as well as cultivate key airline and trade partners within sales territory.  
  • Identify and develop new markets within sales territory focusing on the commercial viability of entry.
  • Manage the Israel GSA to develop strategies and drive growth in revenue to all Kerzner hotels & resorts globally.  Ensure business objectives are met/exceeded and ROI of market investment is realized.
  • Ongoing evaluation of territory to optimize growth potential and allocated resources for the maximization of sales and the establishment of Atlantis, One&Only, SIRO and Rare Finds brands.
  • Support the integration of new resorts into the Kerzner sales structure including the development of pre-opening sales & marketing plans for new resorts within territory.
  • Play key role in the annual commercial planning process and analysis function for all Kerzner hotels & resorts working with on-property DOS/DOSM & team with alignment of goals of Global Business Analytics/Revenue Management.  Also play key role in commercial planning for territory, supporting all Kerzner hotels & resorts with strategic plans for sales and marketing territory.  
  • Ensure the commercial plans support the resorts annual strategies and targets with monthly calls to each resort/hotel.  All sales objectives must be aligned with on-property sales leaders for effective implementation.
  • Conducts Monthly business Review meetings with all Kerzner resort’s Sales leaders/team to have 2-way communication established and recorded monthly for all strategies implemented in Commercial Plan.
  • Understand and immersed in all Kerzner brands & hotels/resorts with product knowledge to be effective in selling & storytelling.
  • Hire, retain and continually develop diverse, high caliber talent that will make a strong positive impact on the organization. Work with HR to ensure strong culture around company vision, mission and core values is instilled throughout all levels.
  • Build brand equity across all Kerzner brands through developed marketing and PR strategies (working both with on-property MarComms team and with Global team).
  • Office management – ensuring the efficient and optimal functioning of the Middle East GCC RSO operations (expense management, HR issues, IT support, etc.) and effectively managing the Sales Account Directors with Salesforce updates & activations on a timely basis (ensuring all Salesforce entries are up to date).
  • Ensures that team members are achieving their targets and support the team with corrective action if required.
  • Submitting – along with the Account Directors, a Weekly Sales Update of activities and pre-planning weekly client calls – to be submitted to the VP Global Sales, at the end of the week, every week.
  • All expenses must be within budget in the year, and salesforce entries accounted for & reviewed monthly according to JPRM budget.
  • Marketing – ensuring the on-brand execution of Kerzner initiatives and being the brand ambassador for all Kerzner brands in the Middle East & GCC.
  • Maintains strong relationships with Global Office leaders and teams (Commercial, Finance, HR, IT, Legal, etc.), as well as Resort/Hotel GMs and Sales & Marketing leaders.

 

Skills, Experience & Educational Requirements

 

  • Minimum 10 year’s sales experience in hotels and resorts (and preferably 2 as team leader)
  • Speaks English Fluently
  • Bachelor’s degree
  • Strong leadership and sales skills
  • Strong management reporting skills
  • Strong Communication Skills (written, verbal and formal presentation style)
  • Strong Microsoft Office, Opera and PowerPoint skills

 

Our company is expanding faster than ever before. We are investing in the growth of our company, and that means we are committed to investing in you. Join a team that is open-hearted, innovative, inclusive, and inspiring in spirit. We believe in making our guests happy beyond anything they have ever imagined. We wow them at every turn and create memories that will last a lifetime. You will be at the heart of this vision, to constantly innovate to deliver Amazing Experiences and Everlasting Memories.


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