Senior Global Director of Sales
COMO HOTELS AND RESORTS
Property: COMO HOTELS AND RESORTS
Position: Senior Global Director of Sales – Americas
Base Location: COMO USA, New York
Department: Global Sales Office
Reporting to: VP Sales
Position Supervises: 2 direct reports
1) Global Director of Sales - West Region
2) Global Accounts Director - North America
KEY MANDATE:
- Responsible for meeting and exceeding the budgeted revenue of the assigned geographic market, across all properties in COMO Hotel and Resorts
- To provide sales leadership, and focus on creating and delivering strategic sales within the assigned geographic market.
- To maintain and increase existing business, as well as to develop new businesses.
- Create awareness of the COMO brand in the market place.
- Be commercially aware of market trends and business climate of the market and maintain up-to-date knowledge of the economic, social, technological, and legal changes that impact the business.
RESPONSIBILITIES:
Management:
- Lead sales strategies of the assigned geographic markets in alignment with the COMO Hotels & Resorts overall revenue budget
- Develop strategic focus on Account Management, key partnerships and distribution to move market share within the geographic markets July 13th 2021
- Maintain excellent working relationships with all property Sales & Marketing teams, General Managers.
- Oversee Global Director of Sales – Western Region and Global Accounts Director – North America.
Sales:
- Manage and drive strategy for key accounts, key prospects and partnerships across the wholesale, corporate, consortia and MICE market segments.
- Develop and contribute to the development of the annual global sales plans of the assigned geographic markets, in conjunction with VP Sales and property Cluster DOSMs, to achieve revenue targets.
- Capture greater market share and increase revenue through regional and global initiatives in conjunction with property Cluster DOSMs, sales teams and VP Sales
- Organize, plan and implement customer engagement activities to develop new and existing accounts i.e. product presentations, sales trips, luxury trade shows and roadshows, ensuring optimum effectiveness, accountability and use of resources.
- Communication of competitor information and market share analysis within the assigned geographic markets, ensuring any adverse effects to business are acted upon.
- Develop strong relationships with decision makers and influencers within the key accounts & partnerships
- Develop and maintain industry supplier relations for COMO Hotels & Resorts, including airlines, industry associations, and third-party groups that may be helpful to COMO’s future development and growth.
- Responsible for managing client research, prospecting sales activities and identify sales opportunities in the assigned regional market.
- Execute and communicate ‘need’ period action plans and coordinate with property Cluster DOSMs in the creation of effective and targeted promotional trade campaigns, through online and print media, and eDMs.
- Represent COMO Hotels and Resorts at both regional and international trade shows, exhibitions and sales missions either as part of COMO Hotels and Resorts or with selected third parties.
- Ensure all COMO properties are marketed effectively within tour operators/travel agent consultants by conducting in-house reservation/ product team trainings, regular updates and familiarisation trips. Ensure all key personnel are up-to-date with each of the COMO properties.
- Responsible for overseeing all contract negotiations and coordination of proposals/contracts with the property sales teams, and the annual RFP co-ordination process within the assigned geographic market.
Trade Marketing:
- Responsible for all brochure ‘sign-off’ of rates, information and images, in conjunction with the VP Sales and product Cluster Director of Sales & Marketing.
- Source and execute regional tactical campaigns / opportunities to benefit the COMO properties working with property Cluster Director of Sales & Marketing, in consultation with the VP of Sales to ensure campaigns are on-brand and relevant.
Reporting:
- Review account development plans on a quarterly basis, updating records accordingly.
- Project a positive and professional image with both customers and colleagues alike to promote the goodwill of COMO Hotels and Resorts.
- Prepare timely reports, feedback and data to the VP Sales and property Cluster Director of Sales and Marketing and GMs.
- Compile and submit monthly Salesforce.com activity report to VP Sales.
- Plan, manage and control Global Sales Office’s (GSO) annual expense budget.
Personal Attributes:
- Extensive understanding of the regional market, distribution & trade partnership
- Excellent communication skills: presentations, written and public speaking
- Strong in strategic planning, leadership and execution July 13th 2021
- Ability to direct collaboration among cross-functional teams including external resources
- Ability to analyse financial data in order to make strategic and tactical decisions
- Strong problem-solving skills including ability to address any issue in collaboration / conflicts with others, identify and prevent potential problems and develop problem solving skills in the team
- Ability to work independently and in a multi-cultural or global setting
- Proven understanding of client's business and category, including business plans, competitive environment & distribution channels, and product financials
CONTACT US
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