Executive Regional Director of Sales, Americas - Fairmont & Raffles Hotels and Resorts

Company Description

Raffles Hotels & Resorts
The Birthplace of stories and legends since 1887, Raffles is a legendary brand, steeped in history and loved by generations past, present and future.  Raffles, at distinguished landmark addresses around the world, is the vibrant heart of its destination, curating experiences that are culturally enriching, intellectually stimulating and always respectful of local communities, heritage and the environment. Its timeless elegance, refined manners and spirit of generosity ensure that every visitor arrives as a guest, leaves as a friend and returns as family.
 

Fairmont Hotels & Resorts

Join a dynamic team and be part of the Fairmont family – with 90+ spectacular properties, and 34 more in the pipeline, in 30 countries around the globe, stretching from the beaches of Hawaii, to the unspoiled national parks of Canada, to the heart of London, to the deserts of the United Arab Emirates. 

Job Description

Reporting to the Vice President of Hotel Sales and Marketing – Fairmont & Raffles Americas you will be responsible for leading and executing strategic sales initiatives to drive revenue growth, enhance market presence, and increase Fairmont & Raffles market share. Your exceptional leadership skills, deep industry knowledge, and proven track record in sales management will be instrumental in achieving our sales objectives. This role requires a dynamic and results-oriented professional who can effectively collaborate with cross-functional teams and inspire a high-performing sales force.

Key Responsibilities:

Sales Strategy and Planning:

• Develop and implement comprehensive sales strategies aligned with Fairmont’s & Raffles’ overall goals and objectives.
• Analyse market trends, competitive landscape, and customer needs to identify new business opportunities.
• Set ambitious sales targets, establish performance metrics, and monitor progress towards achieving revenue goals.

Team Leadership and Development:

• Provide strong leadership and guidance to the hotel sales teams, fostering a culture of excellence, accountability, and continuous improvement.

• Assist hotels with:
  • The recruitment, development & motivation of high-performing sales professionals
  • Ensuring optimal staffing levels
  • Sales skill development
• Implement strategies to enhance individual and team performance.

Business Development:

• Cultivate and maintain strong relationships with key clients, industry influencers, and partners to generate new business leads and strategic partnerships.
• Lead negotiations for major Fairmont opportunities, working closely with legal and finance teams to ensure favourable terms and conditions.
• Stay informed about industry trends, market conditions, and customer preferences to proactively identify business development opportunities.

Sales Operations Management:

• Oversee the development and implementation of effective sales processes, tools, and systems to streamline operations and maximize sales productivity.
• Monitor hotel contracted segment (sales) performance, analyse data, and generate executive summaries for senior management to update on sales effectiveness and identify areas for improvement.
• Collaborate with marketing and revenue management teams to align sales efforts with promotional activities, pricing strategies, and revenue optimization initiatives.
• Collaborate with Operations in the setting and management of owner expectations in relation to hotels’ commercial performance. Providing commercial activity and performance updates. Assisting in occasional cases of conflict resolution.

Cross-functional Collaboration:

• Collaborate with other departments, including marketing, operations leadership, finance, and revenue management, to ensure alignment of sales strategies with broader organizational goals.
• Provide input and participate in the development of campaigns, pricing strategies, and product/service enhancements to drive revenue growth.

Qualifications

Qualifications and Experience:

• Preferred: Bachelor's degree in business administration, hospitality management, or a related field
• 3 years + experience as a DOSM in a single property or for a cluster of hotels
• Proven track record of success in sales leadership roles within the hotel industry, with a focus on revenue growth and market expansion.
• Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed targets.
• Strong leadership skills with the ability to motivate and inspire a sales team.
• Excellent interpersonal and communication skills, with the ability to build and maintain relationships with key clients and stakeholders.
• Sound business acumen and strategic thinking, with the ability to analyse market trends, identify opportunities, and make informed decisions.
• Proficiency in sales management software, CRM systems and distribution technology.
• Flexibility to travel as required.

Additional Information

Office based in Toronto, ON

Salary range between $210,000 – 240,000 Canadian annually

Our Commitment to Diversity & Inclusion: we are an inclusive company and our ambition is to attract, recruit and promote diverse talent.