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Associate Director of Sales - MICE - Job Opportunity at Mandarin Oriental Hotel Group

Dubai, AE
Full-time
Senior
Posted: July 27, 2025
On-site
USD 80,000 - 120,000 per year plus performance-based incentives and benefits. Dubai's tax-free income structure and luxury hotel sector premiums typically result in higher net compensation compared to similar roles in other markets.

Benefits

Comprehensive learning and development programs tailored to career stages, ensuring continuous professional growth and skill advancement in the competitive luxury hospitality market
Global accommodation privileges through MOstay program offering complimentary nights and discounted rates worldwide, providing significant value for travel enthusiasts and expanding professional networks
Comprehensive health and wellness programs designed to support work-life balance, addressing the demanding nature of hospitality sales roles
Comfortable accommodation, duty transportation, and duty meals ensuring convenience and reducing personal expenses while maintaining focus on professional responsibilities
Competitive salary and benefits package aligned with UAE industry standards, ensuring financial stability in one of the world's most expensive luxury markets

Key Responsibilities

Drive strategic revenue growth in the high-value MICE segment by identifying and pursuing new business opportunities across local and international markets, directly impacting hotel profitability
Build and maintain strategic relationships with corporate clients, destination management companies, and event planners, positioning the hotel as the preferred luxury venue for premium events
Develop and present tailored proposals while conducting high-level client meetings, site inspections, and complex negotiations that secure multi-million dollar event contracts
Lead cross-departmental collaboration to ensure flawless planning and execution of group events, maintaining the hotel's reputation for exceptional service delivery
Monitor and analyze account performance metrics while contributing to achieving ambitious MICE revenue targets, directly influencing the hotel's market position
Represent the hotel brand at international trade shows and industry events, strengthening market presence and establishing the property as a leader in luxury MICE offerings

Requirements

Education

Bachelor's degree in Hospitality, Business, or a related field

Experience

Minimum 5 years of sales experience in luxury hospitality, with at least 2 years focused on the MICE segment

Required Skills

Proven track record in securing and managing high-value MICE accounts and events Strong knowledge of MICE markets in the Middle Eastern region Proficiency in sales systems such as Opera, Delphi, Salesforce, or similar CRM tools Excellent communication, presentation, and negotiation skills Fluency in English required
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Sauge AI Market Intelligence

Industry Trends

The Middle Eastern MICE market is experiencing unprecedented growth driven by government initiatives like UAE Vision 2071 and Saudi Arabia's Vision 2030, creating massive opportunities for luxury venues. Dubai's positioning as a global business hub and upcoming Expo legacy infrastructure continues to attract international conferences and corporate events, with the market expected to grow at 8-12% annually through 2030. Luxury hospitality brands are increasingly focusing on experiential MICE offerings, moving beyond traditional meeting spaces to create immersive, culturally-rich experiences that justify premium pricing. This trend is particularly pronounced in the Middle East where cultural hospitality traditions align with luxury service expectations. Digital transformation in event planning and hybrid event formats have become permanent fixtures post-pandemic, requiring MICE professionals to be proficient in technology integration while maintaining the personal touch that luxury brands demand. Hotels investing in advanced AV technology and digital event management systems are gaining competitive advantages.

Role Significance

Typically manages 2-4 direct reports including sales coordinators and event specialists, while collaborating closely with a broader commercial team of 8-12 professionals. The role requires strong matrix management skills to coordinate with operations, food & beverage, and guest services teams during event execution.
Senior management position within the commercial strategy team, reporting directly to the Director of Sales with significant autonomy in strategic decision-making. This role carries substantial responsibility for a major revenue stream and requires the ability to influence cross-departmental operations while representing the hotel at executive levels with high-value clients.

Key Projects

Development and execution of annual MICE marketing strategies targeting corporate headquarters relocating to Dubai and international associations seeking Middle Eastern venues Management of large-scale multi-day conferences with budgets exceeding USD 500,000, requiring coordination of accommodation, dining, entertainment, and technical requirements Creation of strategic partnerships with destination management companies and international event planners to establish pipeline development for future years

Success Factors

Deep understanding of Middle Eastern business culture and protocol is essential for building trust with regional corporate clients and government entities who represent the highest-value MICE opportunities in the market. Ability to balance multiple high-stakes negotiations simultaneously while maintaining attention to detail, as luxury MICE clients expect flawless execution and any service failures can result in significant financial and reputational damage. Strong financial acumen to structure complex pricing proposals that maximize revenue while remaining competitive, particularly important in Dubai's highly competitive luxury hotel market where pricing strategies can make or break major deals. Exceptional relationship-building skills that extend beyond transactional interactions to create long-term partnerships, as repeat business and referrals are crucial for sustainable MICE success in the relationship-driven Middle Eastern market.

Market Demand

High demand driven by Dubai's continued expansion as a global business destination and the growing importance of MICE revenue for luxury hotels. The combination of regional market growth and limited experienced professionals creates excellent opportunities for qualified candidates.

Important Skills

Critical Skills

Proficiency in Opera, Delphi, and Salesforce systems is absolutely essential as these platforms manage the entire MICE sales cycle from lead generation through contract management and post-event analysis. Luxury hotels depend on these systems for accurate forecasting and seamless event coordination. Strong knowledge of Middle Eastern MICE markets is critical because regional business customs, decision-making processes, and event preferences differ significantly from Western markets. Understanding local protocols, seasonal patterns, and cultural sensitivities directly impacts success rates. Proven track record in high-value account management demonstrates the ability to handle the complex, long-term sales cycles typical of luxury MICE business where individual contracts can exceed millions of dollars and require years of relationship development.

Beneficial Skills

Additional language skills, particularly Arabic, would provide significant competitive advantage in building relationships with regional corporate clients and government entities that represent the highest-value opportunities in the Dubai market. Experience with hybrid and virtual event technologies is increasingly valuable as clients seek flexible event formats that can accommodate international participants while maintaining luxury service standards. Understanding of regional compliance and protocol requirements for government and corporate events helps navigate the complex approval processes often required for large-scale international conferences in the UAE.

Unique Aspects

Opportunity to work with one of the world's most prestigious luxury hotel brands in Dubai's premier business district, providing exposure to ultra-high-net-worth clients and exclusive events that few professionals experience.
Access to Mandarin Oriental's global network and best practices, combined with the dynamic Dubai market, creates unique learning opportunities in both Eastern and Western business cultures.
The hotel's positioning as both accommodation and luxury residences creates distinctive MICE opportunities for extended programs and exclusive access arrangements not available at traditional hotels.
Pre-opening experience mentioned as advantageous suggests involvement in establishing new market presence and creating foundational client relationships from inception.

Career Growth

Career advancement typically occurs within 3-5 years for high performers, with opportunities accelerated by Dubai's rapid hospitality expansion and the premium placed on experienced MICE professionals in the luxury segment.

Potential Next Roles

Director of Sales positions at larger luxury hotel properties or regional hotel groups, typically achievable within 3-5 years with strong performance metrics Commercial Director or Revenue Management Director roles that oversee multiple revenue streams beyond MICE, representing natural progression for high-performing sales leaders Regional Sales Manager positions with international luxury hotel brands, leveraging Middle Eastern market expertise to support broader geographical territories

Company Overview

Mandarin Oriental Hotel Group

Mandarin Oriental Hotel Group represents the pinnacle of luxury hospitality, consistently ranked among the world's top hotel brands with properties in prime global destinations. The group's reputation for legendary service standards and attention to detail has made it the preferred choice for discerning travelers and premium corporate events worldwide.

Premium luxury positioning with strong brand recognition in the ultra-high-end market segment, competing directly with brands like Four Seasons, Ritz-Carlton, and St. Regis. The Downtown Dubai property benefits from the group's global reputation while capitalizing on one of the world's most prestigious urban locations.
Strategic positioning in Dubai's central business district provides access to multinational corporate headquarters, government entities, and international organizations that represent the most lucrative MICE opportunities in the Middle East region.
Emphasis on meticulous attention to detail, cultural sensitivity, and service excellence that reflects Asian hospitality traditions while embracing international luxury standards. The environment demands high performance but provides extensive support for professional development and career advancement.
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