Director of Sales & Marketing

Company Description

Join ibis budget Makkah Al Aziziah – Al Hidayah Towers Hotel, a member of the Accor network, one of the world’s leading hospitality groups bringing together more than 45 brands, 5,500 hotels, 10,000 restaurants and lifestyle destinations worldwide.

Located in Makkah and just 7.5 km from Masjid Al Haram, ibis budget Makkah Al Aziziah is a large-scale hospitality destination comprising 10 towers with 4,502 rooms and a total capacity of 21,504 guests. The hotel primarily serves the Hajj and Umrah markets, welcoming individual pilgrims and groups from Saudi Arabia and international source markets.

At Accor, we believe in you and what you bring to the team. We provide opportunities for learning, development and career advancement in an inclusive environment where every gesture, every smile and every action contributes to creating a positive and memorable impact for our guests, our colleagues and our planet.

Together, we embody the vision of responsible hospitality.

Take the opportunity to become a Heartist®, and let your heart guide you in a world where life beats faster.

Job Description

We are seeking an experienced and results-driven Director of Sales & Marketing to lead the commercial strategy of a large-scale hotel operation in Makkah, with a primary focus on the Hajj and Umrah markets, religious tourism, individual travelers, and group business.

The Director of Sales & Marketing will be responsible for developing and executing comprehensive sales and marketing strategies to maximize occupancy, revenue, market share, and profitability throughout the Hajj and Umrah seasons.

The successful candidate will have strong knowledge of the Makkah hospitality and religious tourism market, with an established understanding of Umrah operators, Hajj missions, travel agencies, tour operators, wholesalers, and key international source markets.

Key Responsibilities

• Develop and implement short-term and long-term sales and marketing strategies with a strong focus on Hajj, Umrah, religious tourism, individual travelers, and group business.
• Establish measurable sales targets, KPIs, and action plans for the Sales & Marketing team.
• Drive business from key Hajj and Umrah source markets and continuously identify opportunities to expand the hotel's geographical market reach.
• Develop and maintain strong relationships with Umrah operators, Hajj missions, travel agencies, tour operators, wholesalers, group organizers, and other key partners.
• Identify and secure new group and individual Umrah business while strengthening relationships with existing high-producing accounts.
• Develop specific commercial strategies for Hajj, Ramadan, peak Umrah periods, and other key religious seasons.
• Conduct regular market research and competitor analysis to understand demand patterns, pricing, market positioning, and emerging opportunities.
• Monitor competitor hotels, market trends, group movements, and Hajj and Umrah demand to recommend timely commercial actions.
• Work closely with Revenue Management to optimize pricing, inventory, length of stay, group allocation, market segmentation, and business mix.
• Evaluate group requests and business opportunities based on revenue potential, profitability, displacement, and overall hotel strategy.
• Develop and manage the annual Sales & Marketing budget and commercial action plan.
• Analyze the return on investment of sales trips, international roadshows, trade events, marketing campaigns, and business development activities.
• Conduct regular sales missions and business development activities in strategic domestic and international source markets.
• Represent the hotel at relevant Hajj and Umrah exhibitions, travel trade events, workshops, roadshows, and networking opportunities.
• Maintain close relationships with key decision-makers and partners within the religious tourism sector.
• Monitor account production, room nights, average rates, revenue contribution, conversion, and overall account performance.
• Identify underperforming accounts and markets and implement corrective commercial action plans.
• Develop strategies to increase direct and individual Umrah bookings alongside contracted group business.
• Work closely with Revenue, Reservations, Front Office, Finance, and Operations to ensure commercial commitments and group requirements are effectively delivered.
• Ensure contracts, rates, allocations, payment terms, and commercial agreements are properly managed and aligned with hotel objectives.
• Prepare regular commercial reports, forecasts, market intelligence, and performance analysis for hotel leadership.
• Lead, coach, motivate, and develop the Sales & Marketing team to maintain a strong performance and accountability culture.
• Ensure all Sales & Marketing activities comply with Accor brand standards, commercial guidelines, policies, and procedures.Key Competencies

• Hajj & Umrah Market Expertise
• Religious Tourism Sales
• Group & Individual Business Development
• Strategic Commercial Planning
• Key Account Management
• Revenue & Profitability Focus
• Market Intelligence & Competitor Analysis
• Contract Negotiation
• Leadership & Team Development
• International Market Development
• Data-Driven Decision-Making
• Stakeholder & Partner Relationship Management

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Hospitality Management, or a related field.
• Proven senior-level Sales & Marketing experience within the hospitality industry, preferably in Makkah or the Saudi Arabian religious tourism market.
• Strong knowledge and experience in the Hajj and Umrah business is highly preferred.
• Established understanding of Umrah operators, Hajj missions, travel agencies, tour operators, wholesalers, and group business.
• Strong knowledge of major domestic and international source markets for Hajj and Umrah.
• Demonstrated ability to generate and develop high-volume group and individual religious tourism business.
• Strong understanding of hotel pricing, revenue management, contracting, forecasting, market segmentation, and distribution.
• Excellent commercial, negotiation, analytical, and financial skills.
• Strong leadership skills with proven experience in managing and developing Sales & Marketing teams.
• Ability to build and maintain long-term relationships with key accounts and business partners.
• Strong communication, presentation, and negotiation skills.
• Excellent command of English; Arabic language skills are highly advantageous.
• Willingness to travel domestically and internationally for sales missions, exhibitions, and key account development.