Job Number 24023971

Job Category Sales & Marketing

Location Dubai Area Office, Central Park Towers Level 12, Dubai, United Arab Emirates, United Arab Emirates

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

JOB SUMMARY

The Global Luxury Account Director is a luxury specialist responsible for providing account management and business development for Bulgari Hotels and Resorts’ most profitable luxury travel agencies, diplomatic entities, royal families, and delegations in the given geographical area: Middle East GCC and Africa. This role will also be responsible for managing all market activations with the intent to increase Bulgari brand preference, loyalty, and profitable share from these accounts. In addition, this role is responsible for generating and developing new business opportunities through wholesale and other prospect accounts sourcing business from this region.

By applying the principles of strategic account management, this position ensures pull-through of overall business strategies to build long-term relationships between Bulgari Hotels and Resorts and the identified partners. The position will focus on new business development of strategic accounts with potential to sell all Bulgari properties in the portfolio. Specific areas of responsibility include providing key input on the overall strategy for deployed accounts, implementing strategies to position Bulgari as the preferred luxury partner and defend and grow market share in the luxury segment, owning the return on investment (ROI) for their accounts and liaising with Bulgari Hotels and Resorts properties and corporate team around the world to ensure effective pull-through of luxury segment strategies to achieve results. The individual will have a direct reporting relationship to the Director of Global Sales for the Bulgari Hotels and Resorts brand and will work closely with the MILUX GSO leisure team members in the continent.

CANDIDATE PROFILE

Education and Experience Required

• 4-year degree from an accredited university in Business Administration, Marketing, or related major and 3+ years of relevant professional experience, demonstrating progressive career growth and a pattern of exceptional performance;

OR

• 5+ years of relevant professional experience in marketing or related function, demonstrating progressive career growth and pattern of exceptional performance.

• Fluent in English language

Education and Experience Preferred

• Previous luxury leisure experience

• 4 or more years’ experience in sales and marketing, account management

• 5 or more years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance

• Prior experience in managingMiddle East based luxury travel accounts

• Fluent Arabic language

• Geographically located in the UAE/Qatar area

CORE WORK ACTIVITIES

Managing Work, Projects, and Policies

• Supports and understands the organization-wide strategic plan for the luxury segment.

• Establishes a regular communication with the sales managers in charge of this market based on property.

• Interacts and liaises with the MILUX GSO team in the region to streamline and capitalize on efforts and activations.

• Establishes individual account work plans in accordance with the fundamentals of strategic account management, to include account mapping, understanding of all revenue streams and a complete customer relationship plan.

• Identifies opportunities, anticipate challenges, and create competitive breakthrough strategies. Protects and strengthens Bulgari’s competitive advantage by advocating and supporting sound business and sales and marketing decision-making.

• Liaises with relevant cross-discipline groups including the Marriott GSO to resolve partner issues and ensure profitability of the account.

• Champions excellence in business ethics, integrity and build an environment with a high level of morale, motivation, and engagement.

• Understands and recognizes the luxury consumer, their demographics, buying habits, and the ability to provide an effective sales approach that remains relevant and nurtures this consumer, but is also nimble and can quickly adapt to change.

• Maintains complete knowledge of Bulgari’s brand portfolio, both domestically and internationally; develop complete and thorough knowledge of basic hotel facilities related to numbers of rooms and function space, specifically all logistics and amenities that may interest assigned accounts.

• Fully adopts Marriott’s sales system, while maintaining all account relationship information, account business trends, pipeline reporting, and account focused tasks and events.

Maintaining Business Goals

• Achieve and exceed goals including performance goals, revenue/room night goals, team goals, etc.

• Submits required reports/data in a timely manner, ensuring delivery deadlines are met.

• Aims to streamline and strategies efforts and investments towards the objective to capture business for high ADR units and suits within every hotel.

• Builds a profiling portfolio of direct end customers with high spending potential.

• Key performance indicators will be measured on transient business and high touch groups (social or high-end corporate groups, delegations).

• Another key measurement factor will be the identification and development of new impact accounts which have never produced for the brand to grow and develop new business opportunities.

Demonstrating and Applying Business/Discipline Knowledge

• Conducts competitive assessments of luxury segment customers in support of the annual strategic planning process. Provides updates to Marriott’s senior management, as appropriate.

• Demonstrates knowledge of job and luxury industry-relevant issues, products, systems, and processes.

• Monitors current and future trends, needs and attitudes including competitor activity to guide targeted solution development and remove barriers to business solution development.

• Leverages methodologies, technical, and business knowledge across the enterprise, continent, and global sales teams.

• Coordinates potential educational trips with the Director of Global Sales.

Additional Responsibilities

• Informs and/or updates executives, peers, subordinates, and/or customers on relevant information in a timely manner.

• Manages time efficiently and demonstrate effective organizational skills.

• Presents ideas, expectations, and information in a concise, well-organized way.

• Provides sales program/event leadership (i.e., sales missions and roadshows in the region including the practical coordination and realization of these).

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.