Sales Manager at Iberostar Hotels & Resorts

At Iberostar Group we are looking for a Sales Manager based in Zanzibar. But before knowing more about the position, we think it's important that you learn a little about us:

• We are a 100% family business (specifically, a family of more than 30,000 employees).
• We are operating in 35 countries and our headquarters is based in Palma de Mallorca.
• Our values (Passion, Responsibility, Transparency, Creativity and Humility) are very important to us, and all our actions are aligned with them.
• We are pioneers in responsible tourism (Check out our Wave of Change movement to learn more).

If this sounds interesting to you... maybe this is your place! :)

Main mission

You will drive the maximization of commercial performance and profitability for the new hotel project of Iberostar in Zanzibar, by achieving the hotel budget and maximizing total income.

You will act as the key local commercial expert, overseeing all sales efforts, and leading the execution of the destination’s sales, yielding, and pricing strategy in close collaboration with Revenue Management, Distribution, Source Markets, and Marketing to maximize market share.

What will be your main responsibilities?

You will focus on maximizing commercial performance, leveraging market intelligence, and coordinating commercial operations.

Performance Management & Strategy

• Propose the detailed sales budget (per hotel/per month/per market/per source) and ensure its achievement.
• Analyze monthly performance and reports of the hotel (per channel, pricing, availability, yielding, benchmark, accounts) to identify gaps against budget.
• Analyze and monitor key performance indicators, including Booking Position, Benchmarks, Sales Performance, Forecast, and Dashboard summaries.
• Design and execute action plans, including offers, campaigns, and marketing strategies coordinated with the relevant stakeholders.

Local Expert

• Identify and monitor the Competitive Set, analyzing both the quantity and quality.
• Create and maintain a solid network with competitors, local tourism boards, and authorities.
• Keep the entire organization informed (KAM, BDD, B2C, Revenue, BOC, Operations, Marketing, Groups) about key developments and updates in the destination.
• Identify local commercial opportunities, such as potential DMCs and new clients.
• Set up and organize sales calls/missions with the aims to strengthen relationships with existent clients and gather new clients.

Coordination and Commercial Execution

• Coordinate commercial needs and actions with the Hotel Marketing and Guest Experience teams.
• Co-own the auditing and quality of hotel content on different platforms and channels, in coordination with the Marketing team.
• Ensure the contracting of key accounts and follow up on internal processes.
• Act as the main point of contact for the Reservations Department regarding hotel-specific queries, issues, or commercial changes.
• Provide comprehensive support to the Groups and Events Department, participating in meetings with wedding and meeting planners.
• Coordinate operational work logistics, such as hotel inspections, fam trips, and VIP management.
• Participate in weekly calls with the Director of Operations (DOP) to update KPIs and discuss relevant information.

Who is the ideal person for this position?

The ideal person is analytical, proactive, and results-oriented, with a great capacity for negotiation and building solid relationships both locally and internally. They must have the flexibility to adapt to sector changes and the creativity to propose effective solutions.

Essential Requirements:

• Education: Bachelor's Degree in Tourism, Business Administration (ADE) or a related discipline, or equivalent professional experience.
• Experience: Solid experience in sales roles or hotel commercial management, and deep knowledge of the destination.
• Operational Knowledge: Previous experience in hotel operations and/or the management of Weddings and Groups.
• Languages: Full professional proficiency in English (C1 level), both written and spoken.
• Tools: Proficiency in hotel operating systems (PMS) and working knowledge of data visualization tools such as Power BI

Desirable Requirements:

• A fluent level of Spanish would be highly valued.
• Experience in Yielding or Revenue Management areas.
• Proficiency in specific tourism/hotel industry tools