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

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 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.
• 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.

Additional Information

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.

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