Business Development Manager - Corporate & MICE at InterContinental Fujairah Resort

Role Overview

Business Development Manager – Corporate & MICE at InterContinental Fujairah Resort, operated by IHG Hotels & Resorts, located in Fujairah, United Arab Emirates.

Company Overview

InterContinental Fujairah Resort is situated on Al Aqah Beach with the Hajjar Mountains as backdrop. The resort features 190 rooms, indoor and outdoor event space, restaurants and a bar. Staff represent over 30 languages and countries, creating an international five-star resort presence.

IHG Hotels & Resorts is the world's largest family of luxury hotels. InterContinental Hotels & Resorts is the world's first and most global luxury hotel brand, pioneering international travel since the 1940s. The company is committed to True Hospitality for Good, ensuring guests and colleagues feel welcome, cared for, recognised and respected worldwide.

Role Purpose

Lead the development and management of an assigned Corporate, MICE, and Group account portfolio, driving new business, strengthening existing accounts, and converting MICE and group opportunities. Work closely with cross-functional teams to ensure seamless account management and operational delivery while providing market intelligence and customer insights to maximize revenue, occupancy, and business opportunities aligned with the hotel's commercial strategy.

Key Responsibilities

Business Development & Sales Strategy

• Develop and execute Corporate, MICE, and Group sales strategies aligned with the hotel's commercial objectives and revenue targets.
• Identify and pursue new business opportunities through market intelligence, networking, industry events, Government relationships, associations, agencies, DMCs, PCOs, and other business partners.
• Develop and maintain an active sales pipeline, ensuring consistent prospecting, follow-up, conversion, and account development.
• Manage and grow a portfolio of Corporate, MICE, and Group accounts, building strong relationships and increasing account production and share of business.
• Conduct sales calls, client meetings, presentations, site inspections, account reviews, and post-event follow-ups to drive business and strengthen long-term partnerships.

Account & Opportunity Management

• Manage MICE and Group opportunities from initial inquiry through proposal, negotiation, contracting, confirmation, and operational handover.
• Prepare and negotiate competitive rates, proposals, contracts, RFPs, tenders, and commercial terms in line with the hotel's revenue strategy.

Stakeholder Collaboration

• Work closely with Sales & Marketing, Revenue Management, Reservations, Events, Operations, Finance, and hotel leadership to ensure seamless account management and operational delivery.
• Collaborate with Revenue Management, Reservations, Events, Banquets, Rooms, F&B, Operations, and Finance to ensure accurate communication of client requirements and seamless delivery of confirmed business.

Performance Monitoring & Insights

• Monitor account and segment performance, including room nights, revenue, conversion, market trends, competitive activity, and KPIs, and take appropriate action to achieve targets.
• Provide market and customer insights to support commercial planning, forecasting, pricing, revenue initiatives, and opportunities to increase market share and overall hotel performance.

Qualifications & Experience

• Bachelor's degree or diploma in Hospitality, Business, Marketing, or a related field.
• Minimum 3 years' experience in hotel sales or business development, preferably within a luxury hotel or resort.
• Experience handling Corporate, MICE, and Group accounts.
• Good knowledge of the UAE corporate and MICE market.
• Proven experience in developing new business and achieving sales targets.

Skills & Competencies

• Strong communication, negotiation, presentation, and relationship-building skills.
• Good understanding of hotel sales, revenue, pricing, and contracting.
• Strong organizational, analytical, and problem-solving skills.
• Good command of spoken and written English; additional languages are a plus.
• Proficient in Microsoft Office and hotel sales/CRM systems.
• Proactive, target-driven, and able to work effectively in a fast-paced environment.

Additional Information

• Competitive pay and benefits offered.
• Equal opportunity employer.