Accor
Regional Director of Sales, Europe & North Africa - Fairmont & Raffles Hotels & Resorts
Fairmont Hotels & Resorts
Join a dynamic team and be part of the Fairmont family – with 90+ spectacular properties, and 35 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.
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. Representing the pinnacle of ultra-luxury hospitality within Accor Group, Raffles is currently going through exciting phases of rebirth and expansion. 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.
The Regional Director, Sales will lead Sales efforts, across all segments, for Fairmont and Raffles properties in the Europe / North Africa (ENA) region. Reporting into the Vice President of Sales – Fairmont & Raffles AEMEA this Sales leader is responsible for creating and executing strategic sales initiatives to drive revenue growth, enhance market presence, and increase Fairmont & Raffles market share. His/her 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.
This Sales Leader is responsible for driving revenue at all properties in the Fairmont / Raffles portfolio in ENA. The properties all have a variety of Owners with varying demands, are in a broad cross section of markets and locations with different sales segment needs requiring tailored sales plans and levels of engagement with multiple and a wide range of accounts, will be at different points in their lifecycle (ie. new properties ramping up, established properties, older properties needing refurb), and will be supported by different levels of Sales support at each hotel. Amidst this complexity, this candidate’s success will be measured on (1) revenue generation and (2) market share increase.
Sales Strategy and Planning:
Develop and implement comprehensive sales strategies aligned with the 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 favorable 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.
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- Preferred: Bachelor's degree in business administration, hospitality management, or a related field
- 4 years + experience as a DOSM in a single property or for a cluster of hotels. Preferably under a luxury brand
- 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 influential skills, with the ability to build and maintain relationships with key clients and stakeholders.
- Sound business acumen and strategic thinking, with the ability to analyze market trends, identify opportunities, and make informed decisions.
- Proficiency in sales management software, CRM systems and distribution technology.
Our Commitment to Diversity & Inclusion: We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.
