Director of Luxury Sales

Company Description

An architectural surprise inspired by an Egyptian aesthetic, 5-star Raffles Dubai offers the luxury of city-centre space, impeccable service and sophisticated Asian style. A 15-minute drive from Dubai International Airport, it is ideally located in the business and shopping district, adjacent to Wafi Mall and close to the magnificent Khan Murjan souk and the convention centres.

Job Description

POSITION PURPOSE

TheDirector of Luxury Sales is responsible for developing, implementing, and executing a successful sales strategy focused on theluxury market segment, includingluxury consortia, high-end international delegations, UHNW individuals, VIP leisure travelers, and premium travel designers.

The role ensures achievement and overachievement ofluxury segment room nights, revenue, suite production, and brand positioning, while strengthening the hotel’s reputation within global luxury networks. The position also contributes to team development, collaboration, and employee engagement through clear leadership and performance-driven coaching.

ESSENTIAL FUNCTIONS

Develop and implement a comprehensive Luxury Sales Strategy aligned with the hotel’s overall Sales & Marketing objectives.

Lead all luxury-focused sales activities to achieve and exceedmonthly, quarterly, and annual luxury revenue targets , with a strong emphasis onpremium suites andexclusive experiences.

Manage and grow relationships withluxury consortia, including but not limited toVirtuoso, Traveller Made, Signature Travel Network, Ensemble, Serandipians, and other elite affiliations.

Cultivate strong partnerships withluxury travel advisors, bespoke travel designers, private offices, royal households, and high-end international delegations.

Act as the primary point of contact fortop-producing luxury accounts, ensuring personalized engagement, tailored proposals, and exceptional service delivery.

Oversee and ensure accurate and timely updates of all luxury accounts, activities, and production in relevant sales systems (CRM, PMS, sales tracking platforms).

Actively promote awareness of luxury guest expectations across all hotel departments to ensureseamless, highly personalized guest experiences.

Conduct regularclient visitations, VIP entertainment, FAM trips, and hosted stays to enhance loyalty and drive long-term partnerships.

Identifynew and emerging luxury markets globally and develop targeted action plans to capture incremental business.

Represent the hotel atinternational luxury trade shows, roadshows, consortia events, and overseas sales missions, as required.

Work closely with Revenue Management to ensureoptimal pricing, forecasting accuracy, and yield optimization for luxury inventory and suites.

Provide strategic input to the DOS in the development of theAnnual Sales & Marketing Plan, luxury segment budget, and long-term business strategy.

Regularly analyze booking trends, pace reports, and market intelligence to proactively adjust luxury sales strategies.

Ensure all luxury promotional campaigns, partnerships, and brand initiatives align with the hotel’s positioning and brand standards.

Participate in daily and weeklyRevenue Meetings, Sales Strategy Meetings, and Pre-Convention Meetings, providing insights specific to luxury demand.

Establish measurablequality and performance objectives for the luxury segment and actively participate in monthly, quarterly, and annual reviews.

Provide ongoingcoaching, mentoring, and performance management to assigned colleagues (if applicable), fostering professional growth and accountability.

Determine training needs related to luxury service standards, consortia engagement, and high-end client servicing, and ensure appropriate development plans are implemented.

Ensure full compliance with all hotel policies, brand standards, and applicable legal and regulatory requirements.

Support Sales, Catering, and Convention Services teams in securing and servicing luxury-related business as requested.

Qualifications

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

The individual must possess the following competencies and be able to demonstrate the ability to perform all essential job functions:

• Exceptional verbal and written communication skills in the primary language(s) of the workplace; additional languages are a strong advantage.
• Extensive knowledge ofluxury hospitality sales, luxury consortia, and high-end global travel markets.
• Proven ability to manageUHNW clients, VIPs, and international delegations with discretion and professionalism.
• Strong negotiation, relationship-building, and consultative selling skills.
• Advanced understanding ofrevenue management principles, forecasting, and budget analysis.
• High proficiency in CRM systems, sales reporting tools, and Microsoft Office applications.
• Ability to analyze complex data, identify trends, and develop strategic action plans.
• Strong leadership skills with the ability to coach, mentor, and objectively evaluate performance.
• Thorough knowledge of hotel operations and competitive luxury market dynamics.
• Ability to work independently with minimal supervision while collaborating effectively with cross-functional teams.
• Knowledge of applicable labor laws, EEO regulations, and workplace compliance standards.

EXPERIENCE

Minimum7 — 10 years of progressive experience in hotel sales, withsignificant exposure to luxury or high-end market segments.

Demonstrated experience working withluxury consortia, premium travel advisors, and international luxury clientele is required.

Additional Information

Raffles Dubai, Sheikh Rashid Road