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About the Role

The Global Vice President, Sales is the senior sales leader for Raffles Hotels & Resorts and Fairmont Hotels & Resorts globally, responsible for driving top-line revenue performance and growing market share across the full portfolio of operating and pipeline hotels worldwide. The role carries full P&L accountability for sales performance and is directly accountable for shared sales service goal targets.

Responsibilities

Develop and own the global sales strategy, aligned with brand revenue objectives and portfolio priorities.
Lead the annual sales business planning process, including revenue target setting and market segmentation.
Identify and act on sales synergies across the portfolio.
Monitor account production, international travel flows, source market trends, and competitive activity.
Work in close alignment with Revenue Management to ensure integrated pricing, distribution, and sales efforts.
Ensure Competitive Positioning Overviews and supply and trend analyses are conducted regularly.
Drive top-line revenue performance across the portfolio, striving to achieve and surpass budgeted revenue expectations.
Monitor hotel performance against agreed targets monthly, identifying variances and implementing corrective strategies.
Ensure sales and marketing action plans are in place at each property for need periods, key segments, and special events.
Maintain constant focus on all revenue streams across the global portfolio.
Oversee monthly and quarterly sales performance reporting.
Conduct regular business reviews across the portfolio.
Directly lead and manage the regional Vice Presidents of Sales, setting clear commercial objectives and holding them accountable for revenue delivery.
Review regional sales structures regularly to ensure optimal organization.
Work closely with regional Vice Presidents of Sales to drive hotel-level performance and provide meaningful support.
Ensure consistent commercial standards, sales processes, and reporting disciplines are applied across all regions.
Provide orientation, transition support, and strategic guidance for incoming regional sales leadership.
Direct and hold accountable the Director of Leisure Sales for Raffles Hotels & Resorts against agreed revenue targets.
Oversee sales operations across the global portfolio, ensuring consistent use of sales tools, systems, reporting cadences, and submission requirements.
Own the strategic relationship with Accor’s Global Sales Offices, ensuring effective representation across key source markets.
Set clear objectives and priorities for the GSO network in relation to revenue goals, and monitor GSO performance.
Ensure GSO activity is aligned with brand commercial priorities.
Manage the relationship with key GSO leaders, conducting regular business reviews.
Identify opportunities to improve the efficiency and effectiveness of the GSO network.
Represent Raffles Hotels & Resorts and Fairmont Hotels & Resorts at major global trade shows, industry events, and conferences.
Work closely with the Marketing teams to ensure sales and marketing strategies are integrated and aligned.
Provide commercial input into global and regional marketing plans and brand investment decisions.
Ensure brand.com and direct channel growth is a shared priority.
Champion brand positioning and brand standards across the portfolio.
Own the sales leadership of all hotel transitions globally — including new construction openings, asset reflagging’s, and brand exits.
Ensure each transitioning property has a fully developed pre-opening sales plan.
Work with regional teams to ensure transition plans are executed on property.
Develop and execute the Communications and Revenue Driving plan for each opening.
Monitor post-opening sales performance and ensure properties are supported through to commercial stabilization.
Maintain expert-level knowledge of the global luxury hotel market, key source markets, and competitive landscape.
Communicate relevant business intelligence to key stakeholders.
Implement and maintain effective sales systems, standards, policies, and procedures.
Ensure effective use of sales and catering tools and CRM systems.
Lead, develop, and hold accountable the global sales teams.
Drive talent development across the global sales function, focusing on identifying high-potential individuals and building a strong succession pipeline.
Oversee the annual Sales Incentive Program (Accelerate) and referral program (DART).
Ensure performance appraisals are conducted regularly and development plans are in place.
Coordinate training programs as required across sales leadership.
Uphold and adhere to Accor employee handbook requirements and people leadership standards.
Hold full accountability for the global sales P&L, including revenue delivery against budget and management of the overall sales cost base.
Develop and manage the annual global sales budget.
Review monthly P&L performance, monitoring return on investment across sales programs and the GSO network.
Ensure timely and accurate submission of purchase orders and adherence to financial policies.
Provide regular financial and commercial performance reporting.

Requirements

Minimum ten to fifteen (10 –15) years of progressive commercial sales leadership experience in the luxury hotel sector, with significant experience at a multi-region or global portfolio level.
Proven P&L accountability across a large and geographically diverse hotel portfolio.
Demonstrated experience leading regional sales organizations and managing senior sales leaders across multiple markets.
Direct experience managing Global Sales Office relationships and working within a GSO network structure.
Proven track record of driving top-line performance and market share growth across a luxury hotel portfolio at scale.
Extensive experience leading hotel pre-opening and transition commercial program across multiple markets.
Deep knowledge of hotel sales, distribution, and channel management — including brand.com strategy, OTA and GDS dynamics, and cost of acquisition.
Strong understanding of marketing and revenue management principles, and the integration of sales, distribution, and pricing strategy.
Experience operating effectively in a global matrix organization, managing teams and stakeholders across regions and functions.
Exceptional communication, presentation, and stakeholder management skills, with direct experience managing owner and investor relationships.
Adept at evaluating scenarios, building plans, and managing large, complex commercial programs across multiple dependent disciplines.

Skills

Sales leadership
Revenue generation
Market share growth
P&L management
Sales strategy development
Business planning
Account management
Market trend analysis
Competitive analysis
Revenue management integration
Pricing strategy
Distribution strategy
Sales process management
Reporting
Global Sales Office (GSO) relationship management
Marketing strategy integration
Brand positioning
Hotel pre-opening sales
Hotel transition management
Channel management
Brand.com strategy
OTA dynamics
GDS dynamics
Cost of acquisition analysis
Stakeholder management
Owner relations
Investor relations
Talent development
Succession planning
Sales incentive program management
Financial management
Budget development

Location

New York City

Work Type

Office based
Permanent

Experience Level

Senior leadership
10-15 years progressive commercial sales leadership experience in the luxury hotel sector

Salary/Compensations

$250,000 to $335,000 USD plus bonus and benefits

Benefits

Bonus
Benefits

About the Company

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 100 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. At Fairmont, we Make Special Happen for our guests and colleagues.