Cluster Senior Corporate Sales Manager at InterContinental Residences Dubai Business Bay (Operational) & Kimpton Sevn Dubai (Pre-Opening)

Role Overview

Cluster Senior Corporate Sales Manager at InterContinental Residences Dubai Business Bay (Operational) and Kimpton Sevn Dubai (Pre-Opening), IHG Hotels and Resorts, Dubai.

Company Overview

IHG Hotels and Resorts is one of the world's leading hotel groups. Kimpton Hotels & Restaurants crafts unique destinations that kindle heartfelt human connections, blending bespoke spaces with spirit, style and delight to create a culture of refined irreverence where locals, visitors and colleagues seamlessly connect.

Role Purpose

Lead corporate business development across two distinctive hospitality brands. Protect, develop, and expand corporate business at an operational InterContinental Residences property while simultaneously building commercial foundations for an exciting pre-opening Kimpton lifestyle hotel. Combine commercial performance today with business development for tomorrow through strategic relationship-building, market intelligence, and revenue generation across Dubai's corporate, business travel, and extended-stay segments.

Key Responsibilities

Corporate Sales Strategy

• Develop and execute corporate sales plans aligned with cluster commercial objectives.
• Identify priority corporate segments, industries, accounts, and sources of demand across Dubai and the GCC.
• Establish account plans, sales objectives, and business development priorities.
• Analyse market trends and provide actionable intelligence to the Cluster Commercial Director.
• Identify emerging opportunities within corporate travel, business travel, and extended-stay segments.
• Contribute to wider commercial planning and revenue initiatives.

Strategic Account Management

• Manage and develop a portfolio of key corporate accounts.
• Build trusted relationships with senior decision-makers, travel managers, procurement teams, and influencers.
• Conduct regular client meetings, account reviews, business reviews, and property visits.
• Assess account performance and identify opportunities to increase production and share of business.
• Strengthen retention through consistent engagement and commercially relevant solutions.
• Develop partnerships that support recurring and sustainable revenue.

New Business Development

• Proactively identify and pursue new corporate accounts.
• Generate leads through networking, referrals, market intelligence, industry events, and business communities.
• Conduct sales presentations, client meetings, site inspections, and commercial negotiations.
• Develop corporate agreements and strategic partnerships in line with business objectives.
• Convert qualified prospects into revenue-generating accounts.
• Maintain a focused, active, and well-qualified sales pipeline.

Commercial & Revenue Performance

• Work closely with Revenue Management to maximise corporate opportunities.
• Support corporate pricing, rate negotiations, and account strategy.
• Monitor production, conversion, market trends, and competitive activity.
• Track performance against agreed targets and KPIs.
• Maintain accurate forecasts and pipeline reporting.
• Identify opportunities to improve account contribution and overall cluster performance.

InterContinental Residences Dubai Business Bay Operations

• Protect, develop, and expand the property's established corporate business.
• Manage key accounts and strengthen relationships with decision-makers.
• Identify new sources of demand and increase account production.
• Uncover opportunities across Dubai's corporate, business travel, and extended-stay segments.
• Work closely with Commercial, Revenue, and Operations to ensure corporate partnerships generate sustainable revenue while maintaining InterContinental service standards.

Kimpton Sevn Dubai Pre-Opening Development

• Develop the pre-opening corporate sales strategy.
• Define target accounts, industries, and business segments.
• Build a qualified corporate pipeline ahead of opening.
• Establish relationships with key decision-makers and business communities.
• Introduce Kimpton Sevn Dubai to potential corporate partners.
• Support pre-opening sales calls, networking, events, and market visits.
• Communicate the hotel's lifestyle proposition to relevant corporate audiences.
• Identify opportunities that can contribute to a strong commercial launch.
• Work with the wider pre-opening team to ensure sales activity supports the hotel's positioning and opening strategy.

Cross-Functional Collaboration

• Work closely with Revenue Management, Sales & Marketing, Rooms Division, Reservations, Operations, Finance, and hotel leadership.
• Ensure client expectations and contractual commitments are clearly communicated internally.
• Bring market feedback and customer insight back into the commercial strategy.
• Create seamless connection between commercial promise and operational delivery from initial prospecting through contracting and ongoing account management.

Qualifications & Experience

• Bachelor's degree in Hospitality Management, Business Administration, Sales, Marketing, or a related discipline preferred.
• 3-5 years of progressive corporate sales experience within luxury, upscale, or lifestyle hospitality.
• Demonstrated experience acquiring corporate accounts and generating revenue.
• Strong knowledge of corporate contracting and commercial negotiations.
• An established network within Dubai's corporate and business community.
• Understanding of corporate travel, business travel, and extended-stay segments.
• Previous Dubai hospitality experience preferred.
• Pre-opening experience an advantage.

Skills & Competencies

• Strong commercial acumen.
• Excellent communication and presentation skills.
• Strong negotiation capabilities.
• Strategic and analytical approach to sales.
• Proven networking and relationship-management skills.
• Proactive, confident, and self-motivated approach.
• Strong organisational and pipeline-management skills.
• Resilience and adaptability.
• Ability to work effectively in a fast-paced, high-growth environment.
• Comfortable engaging senior decision-makers.
• Ability to represent both luxury and lifestyle hospitality propositions with confidence.
• Comfortable operating in both established and pre-opening businesses.

Additional Information

• Report to the Cluster Commercial Director.
• Operate at both strategic and operational levels.
• Access to competitive compensation, global travel and hotel privileges, career development opportunities, and exposure to luxury and lifestyle hospitality.
• myWellbeing approach supporting colleague wellbeing and performance.
• Culture grounded in three principles: Connection, Craft, and Care.