Director of Business Development

Job Overview

We are in search of a passionate and dynamic commercial leader who excels at delivering exceptional customer service while fulfilling all organizational business requirements. The Director of Business Development will spearhead the sales team, driving the property's commercial expansion through strategic leadership and rigorous performance management.

Key Responsibilities

• Possess in-depth knowledge of the religious tourism sector, specifically the Umrah and Hajj ecosystem, including the operations of Umrah operators, group-series agents, pilgrimage tour companies, booking cycles, seasonal peaks (Ramadan, Hajj, winter Umrah), and contract modalities such as allotments and ad-hoc bookings.
• Maintain a well-established network with Umrah/Hajj operators, DMCs, and travel agencies, including strong connections with leading Saudi, Gulf, South Asian, and international wholesalers and tour operators, which significantly impact revenue generation in Madinah.
• Manage government and institutional accounts effectively, engaging with Saudi ministries, quasi-government bodies, and religious authorities such as the Ministry of Hajj and Umrah, reflecting the institutional nature of market demand.
• Oversee group and series business contracts, ensuring profitable handling of high-volume, high-average daily rate agreements.
• Exhibit comprehensive commercial and revenue awareness beyond sales targets, understanding how business mix decisions (group vs. FIT, series vs. ad-hoc) influence RevPAR and profitability, while collaborating closely with revenue management teams.
• Lead and develop the sales team by setting clear objectives, holding team members accountable, and rigorously evaluating performance.
• Allocate resources strategically across source markets, focusing efforts where demand is highest or representation is most needed.
• Adapt commercial strategies to accommodate seasonal fluctuations and demand volatility related to the religious calendar.
• Possess working knowledge of the Nusuk platform and relevant Ministry of Hajj & Umrah regulations affecting allotments, group registrations, and compliance standards.
• Demonstrate financial prudence by managing credit risk related to smaller or medium-sized Umrah operators, including evaluating credit terms, deposit requirements, and payment risks to safeguard cash flow.
• Diversify the client portfolio by developing local corporate and social event business to lessen dependence on pilgrimage volume and offset seasonal downturns.
• Utilize CRM and booking systems efficiently for monitoring sales performance, accurate forecasting, and maintaining clear pipeline visibility.
• Stay informed on channel distribution trends, mastering platforms such as OTAs, wholesale networks, direct channels, GDS, and emerging digital booking tools.
• Continuously benchmark against competitors to proactively refine strategies.
• Leverage technology and commercial tools to maximize team productivity and informed decision-making, moving beyond outdated manual processes.

Required Skills and Qualifications

• Bachelor’s degree in Business Administration, Marketing, or similar fields; MBA preferred.
• Demonstrated leadership and strategic planning expertise.
• Exceptional communication and negotiation skills.
• Sound understanding of market dynamics and customer behavior in the religious tourism sector.
• Adeptness at thriving within fast-paced, competitive environments.