Director, Global Accounts Middle-East in Abu Zaby [Abu Dhabi], United Arab Emirates


Sales/Business Development
Minimum Qualification
Bachelor's Degree
Required Experience
3 - 5 years
Employment Type
Full Time
Male or Female
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Job Description

Director, Global Accounts Middle-East 

This position is responsible for the strategic direction and tactical execution of the geographic market business plan and production for global key accounts from the region across all market segments with the potential to deliver business across the three brands. The position focuses on global potential from key accounts in this market through the coordination of regional/national plans and the management of corporate expenses committed to this market. The position will be responsible for personally managing a portfolio of accounts within the Region.


Summary of Responsibilities: 

  • The Director of Global Sales will be fluent in “Helping Clients Succeed” sales methodology as outlined in the FRHI Franklin Covey Sales Performance Group Training Materials. The HCS format is the sales methodology for FRHI Global Sales, worldwide.
  • Execute the “Helping Clients Succeed” sales methodology on an ongoing basis when engaging with external customers and where applicable, internal customers. Will also be responsible for coaching and mentoring the GSO teams with respect to Helping Clients succeed.
  • New hires into the role will participate in the HCS training within 60-days of hire.
  • New hires into the role will participate in Seven Habits of Highly Effective People within 90-days of hire.
  • Directors of Global Sales will ensure alignment with the FRHI mission and vision as well as the Seven Habits of Highly Effective People.
  • Develop and execute an account management strategy and annual business review for each assigned account. Both activities will be added to SFA.
  • Achieve annual goals as provided by the Executive Director of Market Sales.
  • Manage market specific administrative processes in order to facilitate business opportunities such as Lanyon, Starcite, Cvent etc.
  • Manage market specific administrative processes in order to facilitate business opportunities such as Lanyon, Starcite, Cvent etc.
  • The incumbent is charged with the responsibility of generating agreed upon production and activities, supporting hotel objectives and corporate programs.
  • Responsible for input into the preparation and execution of regional budget and action plan based on hotel and company objectives.
  • Maintains the management of activities with major client groups and supports/directs the regions' sales personnel on issues relating to their geographic region across all market segments.
  • Interfaces with major customer groups as corporate sales representative on issues relating to customers within this geographic segment.
  • Maintains and updates SFA records on all major accounts. Responsible for definite quotas to be agreed. Prepares weekly, monthly and annual reports as required.
  • Working in collaboration with hotels globally, recommends pricing strategies based on competitive/economic analysis for market segments in the region and concepts for development of merchandising in the region.
  • Fosters a close and collaborative working relationship between property and global sellers in the region.
  • Develops a close working relationship with travel and related partners.
  • Maintains a close working relationship with hotel/Global Sales Offices personnel across the company. 



    • Minimum 3-4 years experience in a regional or global sales capacity in the Middle East/GCC. Fluency in English and Arabic languages.
    • Key contacts within this specific market segment to allow influence and relationship building with key customers for production of business for multiple hotels.
    • Have strong understanding of the buying patterns and the negotiation process of relevant market segments, to provide expertise and direction on developing business within these segments to the company.
    • Be a member of and have a strong involvement in the association related to their market segments.
    • Bachelor's degree and/or Hotel Management degree with 8-10 years experience within the hospitality industry specifically in the sales area.
    • At least 6 years experience in at least 2 or more hotels of varied market mix, 4 years as a Director of Sales or Senior/Global Account Manager. 

      • SFA, Excel, PowerPoint and Word computer literacy required.
      • Must be able to complete an action plan or Marketing/Business Plan for a hotel or specific market segment. 
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