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Executive Regional Director of Sales – Canada

Executive Regional Director of Sales – Canada

FAIRMONTToronto, Ontario, Canada
20 days ago
Job description

Job Description

Reporting to the Vice President of Sales – 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 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 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
  • 2 years + experience as a Regional Director of Sales / Marketing, supporting multiple properties and DOSM’s
  • 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

    Your Team and Working Environment :

  • Accor corporate office and team located in Toronto.
  • Our Commitment to Diversity & Inclusion :

  • We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.