Sales Director - MICE

Job Overview

In conjunction with the Snr Director Sales/Business Development establish and implement a targeted sales strategy, generating and converting new business leads within the MICE segment to achieve revenue growth and market share objectives. Drive the expansion of new client relationships and business opportunities within the MICE domain, serving as the proactive point of contact for clients across diverse markets and taking ownership of sales initiatives.

Proactively explore and leverage opportunities to enhance market share by fostering strong relationships with International Sales, clients, and suppliers, ensuring sustained growth and profitability.

Job Scope

• In collaboration with the Head of Sales & Business Development, identify, develop, and execute a comprehensive 3-year strategic plan for the MICE segment, focused on achieving business growth targets and increasing profitability.
• Work closely with the Head of Sales & Business Development to define and achieve MICE objectives, implementing strategic initiatives with support from the Overseas team to continuously enhance the portfolio.
• Drive innovation and creativity within the MICE department to seize growth opportunities and expand market share.
• Lead the annual budgeting process and conduct regular financial forecasting to ensure accurate financial planning and performance tracking, on behalf of MICE division.
• Manage and optimize the sales pipeline, ensuring the successful conversion of leads into profitable sales.
• Foster a culture of innovation and creativity within the MICE team, encouraging the development of new ideas and approaches to enhance service delivery and client satisfaction.
• Build and maintain strong relationships with international clients, including MICE Tour Operators, Events & Wedding Planners, Incentive Houses, Corporate entities, MICE Association stakeholders such as Convention Bureaus, Hotels, and Tourism Offices in key source markets.
• Develop and enforce standard operating procedures, health and safety guidelines, and service standards across all MICE operations.
• Ensure the timely delivery of creative and high-quality MICE proposals that meet client expectations and their budget requirements.
• Monitor market trends and competitor activities to identify new business opportunities and areas for growth.
• Ensure the effective use of CRM systems and other management tools, providing regular reports and metrics on performance and progress.
• Collaborate with other departments and stakeholders to ensure alignment of MICE initiatives with overall company goals and strategies.
• Represent the company at local and international trade shows, sales missions, and networking events to promote MICE services and build industry relationships.
• Drive continuous improvement initiatives within the MICE department, leveraging feedback and insights to enhance processes and service offerings.
• Collaborate closely with the Overseas team to foster professional development and ensure high levels of engagement and performance.
• Work closely with the Sales teams including overseas rep offices to develop and execute the Sales and Business Development plan, along with KPIs, for the MICE segment.
• Provide support and guidance to the overseas rep office team, driving and fostering development opportunities to enhance their skills and performance.
• Ensure that all overseas rep office team members receive clear direction and support to effectively perform their duties, acting as a key point of coordination for their activities in the MICE segment.

Minimum Qualifications, Experiences and Skills Requirements

Essential:

• Educated to degree level or equivalent in business, marketing or equivalent.
• 5 years of work experience in a sales organization in Travel, DMC, Hotel, or related industry.
• 3+ years experience at managerial level.
• Experience in a structured sales environment, with revenue targets and key account management.
• In-depth knowledge of the functioning of the MICE department within a DMC.
• A proven track record of MICE initiatives.
• Experience in product, purchasing, contracting and pricing strategy desirable.
• A proven capability to organize, distribute and complete work within a multinational and multicultural environment.
• Systematic and logical approach to solving problems.
• Good creative and lateral thinking skills.
• Strong leadership skills and can work well as a team player.
• Self-motivated, highly organized, pro-active and flexible.
• Familiarity with the UAE as a destination and product preferred.
• A deep knowledge of the travel industry, including competitor activity.
• Excellent written and oral communication skills in English (additional languages will be a distinct advantage).
• Strong work ethic with a real commitment to continuous improvement.

Desirable:

• Previous experience in MICE sector
• Work in destination marketing or DMC
• Multilingual