Director of Sales - Hospitality

Full Name: Mohammed Suhail Jubapu
E-Mail Address: liahusm@gmail.com
Mobile Number: +971506568648
Current Location - City/Country: Dubai
Sector : Hotel/Hospitality, Sales/Marketing
Job Designation (Current): Private Consultant
Job Designation (Wanted): Director of Sales - Hospitality
Main Skill Set/Expertise: Business Development, Sales
Total Experience in Number of Years: 19
Highest Degree/Diploma/Certification: Bachelors
Nationality: Indian
Copy-Paste Your CV Here: MOHAMMED SUHAIL JUBAPU
Mobile/WhatsApp: +971 50 6568648 | Email: liahusm@gmail.com
LinkedIn: https://www.linkedin.com/in/mohammed-suhail-jubapu-19594815/

DIRECTOR OF SALES| REGIONAL DIRECTOR OF SALES| ASSOCIATE DIRECTOR OF SALES – HOTELS


A tactful Director of Sales & Marketing in the Hospitality Industry for the GCC region, Leisure & Corporate. With expertise in international hotel brands, managing sales and ensuring revenue maximization for over 15 years. Versed in Business Development with over 5 years of captaining B2B particularly for the HORECA Sales & Marketing division in UAE and Malaysia for leading international F&B brands. Focused on suggesting growth efforts, tracking progress, and stationing the hotel on the competitive edge; in the short and long term. Inventively developing, promoting & implementing strategic Sales Strategy to foster long-lasting & value-based customer relationships. Well-acquainted with Hotel Operations such as Food & Beverages as well as Guest Services combined with a deep understanding of Sales & Marketing techniques. Experienced B2B Key Account Manager, featuring the ability to identify new business opportunities from existing clients and intensively pursuing new sales opportunities. Proficient at handling a portfolio of customer accounts and negotiating contracts with the aim of maximizing profits.
High-powered organizational skills and the systematic ability to manage strict time crunches while grappling with the erratic atmosphere. Providing solid Leadership, catalyzing and guiding the sales team, objective setting, coaching and motivating team to achieve goals leading to reduced turnover and enhanced job satisfaction. An articulate and convincing communicator, collaborating to boost sales initiatives, liaising with cross-functional internal teams and interacting with customers. Establishing and maintaining healthy interpersonal relationships with management and personnel to convey goals and a common vision. Strengthened by the Social Perceptiveness and Relationship Building skills with insight into customers’ requirements and needs, developing and expanding a loyal customer base. With the objectivity and business acumen; conducting trend analysis and monitoring market metrics for predicting future sales and creating sales plans and transforming them to actionable sales approaches that align with abrupt shifts in the market situation.
Key Strength Areas:










PERSONAL TRAITS:
Leadership ~ Goal- Setting ~ Good Judgment ~ Effective Communication ~ Delegation ~ People Skills ~ Collaboration & Motivation ~ Empathy ~ Selling Skills ~ Strategist ~ Customer-driven Responsiveness ~ Social Selling
DOMAIN SKILLS
       Branding and furthering Corporate Identity by creating an effective brand strategy.
       Bidding and Planning for various Events. Organized the Gulf Road Show; Arabian Travel Market; Saudi ARAMCO Oil & Gas Exhibition; Saudi Telecom (STC) Exhibition.
       Using Destination Marketing as a promotional activity with the purpose of increasing bookings.
       Conducting Sales Forecasting, Budgeting, Planning, and Process Optimization.
       Implementing business and management principles for strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
       Committing Management of Personnel Resources by motivating, developing, and directing team and delegating suitably.
PROFESSIONAL EXPERIENCES
Dec 2017– Present: Private Consultant
       Dates Companies in the GCC
       Hotel Industry in GCC
       B2B Coffee Industry in UAE
Mar 2017– Nov 2017: Nespresso, Kuala Lumpur, Malaysia as B2B Key Account Manager
Key Responsibilities: $ 1.5M NNS
       Developed and maintained strong relationships with clients and retention of strategic customers.
       Provided Premium Coffee solutions for Luxury Hotels, Fine Dining Restaurants & Cafe's in Malaysia.
       Established good relationships with existing customers by continuously proposing solutions that met their objectives.
       Negotiated with Hotel / Restaurant / Café Owners, General Managers, F&B Directors, Purchasing Directors.
       Arranged and scheduled Coffee tasting sessions, live demos and presentations.
Key Accomplishments:
       Integrated the entire HORECA channel for Nespresso Malaysia.
       Sealed deals with new hotel openings such as Marriott Int’l, Four Seasons, Hyatt Corp., Sofitel, New World, Shangri-La.
       Achieved a double digit growth for the channel with approx. NNS of $1.5 Mio by end of 2017.
Mar 2014 – Feb 2017: Nestle Middle East FZE, Dubai, UAE as Key Account Manager
Key Responsibilities:
       Offering Food & Beverage solutions to all the major 4 / 5-star hotel chains via Key Account approach.
       Communicated consistently with F&B, Purchasing and Culinary departments of all the hotels.
       Managed two leading global catering companies- Compass and Sodexo.
       Operated on Preferred Partner Project involving Nespresso, Waters, Cereals and Nestlé Professional.
Key Accomplishments:
       Acquired double digit growth rate for Hotels and Global Catering with NNS of $ 2.9 Mio in 2015.
Jun 2013 – Feb 2014: Nadiya Ltd., Dubai, UAE as Head of Corporate & Hospitality Sales (Dubai & KSA)
Key Responsibilities:
       Developed and handled Sales and Business Development Team.
       Established and directed the Hospitality and Corporate Sales departments in KSA.
       Delivered presentations and drafted proposals to senior managers and other decision makers
       Developed good relationships with Corporates and key strategic partners.
Key Accomplishments:
       Accomplished Brand Awareness at most of the major corporate companies in all the cities of KSA- Major Banks, Oil and Gas Industry, Aviation and all big league 5 star hotels.
Sep 2012 – May 2013: The H Hotel, Dubai, UAE as Director of Sales
Key Responsibilities:
       Managed and executed the long-term and daily commercial strategy of the hotel.
       Aided in the annual business plan of the hotel for all segments, key revenue departments, online and offline channels.
       Located new sources of business within each of the segments and collaborated with various teams to set up strategies.
       Participated in pricing strategies, promotional activities, and resource planning and monitoring outcomes.
       Generated annual market segmentation.
       Presented the annual sales action plan that aligned with budgets across all segments.
       Reviewed and analyzed daily/weekly/monthly reports to monitor sales activities, departmental budgets and KPI’s.
       Identified markets and opportunities for sales trips within assigned territories and manage travel expenses.
       Designed, implemented and supervised sales targets of the sales team.
       Recruited, selected, coached and motivated sales department associates to realize their potential and work.
       Clarified job description, goals and standards of performance to the team members.
       Conducted formal bi-annual evaluations and continuous coaching and counseling.
       Maintained active communication and close rapport with key councils, bureaus, Airlines, LHW Sales Offices.
Key Accomplishments:
       Managed the process of entering into contract with Saudi ARAMCO with minimum revenue of AED 2 Mio in 2013.
       Generated significant volume of business from corporate accounts in KSA such as SABIC, Capital Market Authority, Saudi Telecom, Saudi British Bank, Al Jomaih Automotive, etc.
Oct 2009 – Aug 2012: The Address Hotels + Resorts, Armani Hotel Dubai, UAE as Assistant Director of Sales
Growth Path:
Oct 2010 – Aug 2012: Assistant Director of Sales - GCC
Oct 2009 – Oct 2010: Assistant Director of Sales – Corporate
Key Responsibilities:
       Undertook KSA market for all 5 hotels of The Address Hotels + Resorts and Armani Hotel Dubai.
       Initiated the CRO Toll Free number in the KSA market for all segments.
       Augmented market coverage through periodic sales trips for KSA based corporate and leisure accounts.
       Headed a team of three Sales Managers and a Coordinator.
       Engaged in the Budget presentation and HOD meetings for all the TAHR properties.
       Fostered relationships with the Key Corporate accounts locally and globally.
       Supported in developing sales and marketing strategies for the Corporate and GCC segments.
       Developed sales targets along with helping in career development plan management of the team.
Key Accomplishments:
       Planned and organized the GCC Road show in 2011 held in 6 cities.
       Spearheaded and boosted KSA corporate business from AED 6.5 million in 2010 to AED 17 million in 2011.
       Promoted as Director of Sales for KSA market.
Jun 2009 – Sep 2009: Fairmont Bab Al Bahr, Abu Dhabi, UAE as Director of Corporate Sales
Key Responsibilities:
       Participated as member of the Pre-opening Team.
       Chaired and orchestrated the Corporate Segment.
       Assisted in preparing the budgets and forecasted sales for the corporate segment.
       Strategized the corporate data base and assigned the corporate accounts to the Sales managers.
May 2007 – May 2009: Fairmont, Dubai, UAE as Senior Sales Manager
Key Responsibilities:
       Created new business by managing the relationships of key Fairmont accounts: UPS, Cisco Systems, Shell, Microsoft, Credit Suisse, Merrill Lynch, Morgan Stanley, Goldman Sachs, Barclays Group, etc.
       Assisted Global Sales Offices and monitored the working relationships and production.
       Coordinated the hotel’s participation in multiple property and company-wide campaigns.
       Conducted competitive analysis and trend monitoring to maximize market share.
       Prepared reports, tracked account production and developed customer action plans.
Key Accomplishments:
       Promoted to Senior Sales Manager since December 2008.
       Achieved “Fairmont Master’s” title for over achieving the goal for the year 2008 and awarded trip to US on April 2009
       Promoted to Director of Corporate Sales at Fairmont Abu Dhabi since June 2009.
Jan 2006 – Apr 2007: Kempinski Hotel – Mall of the Emirates, Dubai, UAE as Sales Manager
Key Responsibilities:
       Developed and maintained key accounts through personal sales calls, correspondence with existing / potential client base, and attendance at travel and related industry meeting / trade shows / sales blitz.
       Monitored and reviewed sales performance through weekly sales calls report to ensure hotel’s objectives are met.
       Assisted the Director of Sales & Marketing in the preparation of the Marketing plan and the manning guide.
       Followed-up on leads provided by Global Sales Offices and prepare various administrative reports.
       Oversaw the Assistant Sales Manager and Sales Coordinators and Sales Executives under their area of expertise.
       Updated the Senior Management on sales efforts progress and bookings, conferring closely on matters of special handlings.
Jan 2004 – Sep 2005: Le Royal Meridien Hotel, Abu Dhabi, UAE as Sales Manager
Key Responsibilities:
       Promoted the Le Royal Meridien, Abu Dhabi in Dubai with an aim to drive incremental revenue.
       Liaised perceptively with the leisure and corporate segments.
       Maximized brand awareness of the hotel among high-profile customers.
       Planned and masterminded marketing promotions for the hotel that met customer preferences.
       Represented the hotel in major trade shows and exhibitions.
Jun 2003 - Dec 2003 – Jebel Ali International Hotels LLC, Dubai, UAE as Sales Manager
Key Responsibilities:
       Channeled Corporate and Leisure Business for Hatta Fort Hotel.
       Organized Sales Blitz along with associates from Jebel Ali International to establish contacts and data base.
       Created novel packages and fresh marketing ideas to promote business.
Jul 1999 - May 2003 – Marriott International, Dubai as Sales Manager (UAE and Kuwait)
Growth Path:
Jun 2001 – Jun 2003: Sales Manager (General Sales Representative) - Kuwait
Jul 1999 – Jun 2001: Reservations Supervisor: Marriott Worldwide Sales & Reservation Center - Dubai
Key responsibilities:
       Acted as the sales leader for Marriott International in Kuwait.
       Undertook networking with 20 offices in the Middle East and African subcontinent to promote Marriott Hotels.
       Trained and coached travel agents on the use of the global distribution system for booking with Marriott.
       Supervised a team of 6 sales specialists at the worldwide reservation center.
       Dealt with phone calls for reservations from the Middle East and African subcontinent for Marriott International Hotels.
EDUCATION
       Bachelor in Hotel Management, Srinivas College of Hotel Management, Mangalore, India, 1994 - 1997.
       High School, Emirates English School, Dubai, UAE, 1994.
TRAININGS AND WORKSHOPS
       Regional B2B Workshop, Singapore, 3 May -6 May 2017
       Regional Key Account Workshop, AOA region in Singapore, 22 Mar – 26 Mar 2015
       Hospitality Expansion Summit, InterContinental, Riyadh

TECHNICAL SKILLS
       Microsoft Office Suite [Word, Excel, PowerPoint]
       Marsha
       Opera
       Delphi

PERSONAL DETAILS

Date of Birth: 28th Sep, 1974| Nationality: Indian | Driving License: UAE & India | Marital status: Married
Dependents: 3 | Languages: Arabic (Business), English, Hindi & Urdu