Mazen Al Mhana has recently returned to Sheraton Kuwait as director of sales, having worked with the group seven years ago
Why did you join Sheraton Kuwait and Four Points by Sheraton Kuwait?
Sheraton Kuwait is a well-established property not only in the area, but in the region. Inaugurated in 1966 it was the first Sheraton hotel to open outside North America and was the first five-star hotel in the country.
What qualities are needed to be a successful director of sales?
There are a number of key elements, including strong relationships with business accounts, professional selling skills, obtaining a thorough knowledge of the market, strategic planning with vision and last but not least; being a hotelier at heart.
What is your opinion of the hotel industry in Kuwait?
The hotel industry in Kuwait is developing in terms of the number of hotels and the increasing number of new brands entering the market.
Nonetheless, competition is healthy and necessary as it creates a dynamic environment for continuous improvement, innovation and creativity. Furthermore, the Middle East is easily accessible given its central location on the world map and Kuwait in particular is a financial hub known for its potential investors.
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Do you intend to implement any new initiatives to boost sales?
We intend to unveil new markets, discover new businesses and explore the unexplored.
Are you focusing on attracting meetings business?
Sheraton Kuwait continuously hosts major local, regional and international conferences and meetings and we definitely look forward to hosting more of them whether it is during the current downturn or in the future. The banquets and outside catering department contributes substantially to the overall revenue of the hotel.
How have you increased meetings sales?
In line with Starwood’s latest sales initiatives, Sheraton Kuwait and Four Points by Sheraton Kuwait participated in the Global Sales Blitz Week.
On a local level our team of 20 executives took this opportunity to engage with customers and to solidify existing relationships to identify new business and cross sell Starwood’s hotel brands, promoting the loyalty programmes.
What new markets will you explore?
We welcome guests from the Gulf, Europe, US and Asia to name a few. We are currently also looking more closely into the Russian, Indian and Chinese markets.
What are the main challenges that you face in your role?
The hospitality industry in Kuwait is expanding as new properties and international brands enter the market, therefore, increasing the number of rooms available and the global economic crisis means the situation remains challenging. But we’re cautiously optimistic that with the recovery of the situation, things will accelerate here.
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