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Head of Sales
Soneva
Dubai, UAE
Full Time
Director
4 weeks ago
Sales LeadershipGo to Market StrategyRevenue ManagementNegotiationStakeholder ManagementData Analysis
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Sales LeadershipGo to Market StrategyRevenue Management
About the Role
Soneva seeks a strategic Head of Group Sales & Experiences to own go-to-market strategy, brand positioning, and revenue growth for luxury resort buyouts, MICE, and milestone experiences.
Key Skills for This Role
Sales LeadershipGo to Market StrategyRevenue ManagementNegotiationStakeholder ManagementData Analysis
Responsibilities
- Define and execute the global go to market strategy for experiences, buyouts, and MICE
- Use market segmentation and data driven insights to identify priority markets and accounts
- Create compelling value propositions and commercial packages for luxury and corporate clients
- Own the full sales lifecycle: prospecting, pitching, negotiating, and closing high value group contracts
- Build and manage a global pipeline with target account plans and conversion metrics
- Lead key account management and cultivate relationships with strategic partners
- Design incentive plans, KPIs, and coaching for direct and resort based sales teams
- Develop strategic partnerships with corporate travel buyers, PCOs, and incentive houses
- Collaborate with brand marketing to create targeted campaigns and sales tools
- Represent the brand at trade shows, industry conferences, and client events
- Partner with resort operations to ensure seamless event delivery meeting luxury standards
- Lead ideation for new experience concepts and bespoke programming
Requirements
- Bachelor's degree in Business Administration, Marketing, or related field; MBA preferred
- 12+ years of progressive sales leadership within luxury hospitality or high end experiential events
- Proven track record of creating and executing go to market strategies that grew market share and revenue
- Strong commercial acumen: sales, pricing, contracting, negotiation, forecasting
- Excellent presentation, stakeholder management, and people leadership skills
- Willingness and ability to travel frequently (regional & international)
Full Job Posting
Overview
- The Head of Group Sales & Experiences will own go to market strategy, brand positioning, revenue growth and end to end delivery for milestone experiences, resort buyouts, executive meetings, incentives and group events across luxury resorts.
- This strategic leader will build and scale a high performing commercial engine combining market intelligence, integrated sales & marketing campaigns, partnership development and flawless event execution.
Core Responsibilities
- Define and execute the global go to market strategy for experiences, buyouts and MICE.
- Use market segmentation, competitive analysis and data driven insights to identify priority markets, accounts, and service propositions.
- Create compelling value propositions and commercial packages tailored for luxury and corporate clients.
- Own the full sales lifecycle: prospecting, pitching, negotiating and closing high value group contracts and buyouts.
- Build and manage a global pipeline with target account plans, conversion metrics and robust forecasting.
- Lead key account management and personally cultivate relationships with strategic partners, DMCs, luxury travel advisors, event planners and agency partners.
- Design incentive plans, KPIs and coaching for direct and resort based sales teams.
- Develop strategic partnerships with corporate travel buyers, PCOs, incentive houses, luxury travel curators and global agencies.
- Collaborate with revenue management and digital teams to integrate offers across channels.
- Work with brand marketing to create targeted campaigns, collateral, presentations and immersive sales tools.
- Represent the brand at trade shows, industry conferences, executive forums and client events.
- Partner with resort operations, F&B, guest experience and events teams to ensure seamless pre event planning and on site delivery.
Qualifications & Experience
- Bachelor’s degree in Business Administration, Marketing or related field; MBA preferred.
- 12+ years of progressive sales leadership within luxury hospitality or high end experiential events.
- Proven track record of creating and executing go to market strategies that materially grew market share and revenue.
- Strong commercial acumen: sales, pricing, contracting, negotiation, forecasting.
- Excellent presentation, stakeholder management and people leadership skills.
- Willingness and ability to travel frequently (regional & international).
- Creative thinker who develops boutique, high margin experiential products.
- Data driven decision maker with strong analytical skills.
- Collaborative leader who can influence cross functional teams and drive operational excellence.
- Comfortable working in fast paced, high stakes environments serving discerning clientele.
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