Senior Director of Sales

The Senior Director of Sales for hotels & Trains is a strategic leadership role responsible for defining, developing and executing comprehensive sales strategies. This position involves defining and implementing action plans aligned with objectives and strategies, advising on tactical activities, and overseeing various aspects of sales management.

The Senior Director of Sales is accountable for the delivery of budgeted revenue of the portfolio and oversee activities of the sales team of each property.

CORE RESPONSIBILITIES

Define and Implement Action Plans

• Develop comprehensive action plans in alignment with defined objectives and sales strategies.
• Ensure the execution of plans to achieve long-term objectives while adapting to evolving market conditions.

Tactical Activities

• Advise and implement tactical activities to achieve short-term sales objectives.
• Support, guide and collaborate closely with the sales team to drive effective and targeted sales campaigns.

Revenue Monitoring

• Monitor sales revenue, analyse performance data, and collaborate with revenue management to optimize pricing and revenue strategies.
• Implement corrective actions based on data insights to enhance revenue performance.

Professional Events Representation

• Coordinate and represent the product at professional events to strengthen relationships with key industry stakeholders.
• Leverage events to identify new business opportunities and enhance brand visibility.

Account Portfolio Management

• Oversee a portfolio of key accounts handled by property sales teams. Nurture relationships at the highest levels and maximizing revenue opportunities.
• Monitor activities of the sales team to identify and pursue new account acquisition opportunities.

Guidance and Training

• Provide guidance and training to Accor global sales teams, ensuring a consistent approach and understanding of the leisure segment.
• Ensure a flow of information is in place so that global sales teams are perfectly up to date with product news and hencements.

Reporting and Business Intelligence

• Gather periodic reports and business intelligence and create dashboards to track performance against objectives.
• Utilize data-driven insights to inform decision-making and optimize sales strategies.

Budget Management

• Take responsibility for the budget allocated to the sales teams, ensuring effective allocation of resources to achieve strategic goals.

Team Leadership

• Lead and inspire the sales team, fostering a collaborative and high-performance culture.
• Provide direction, mentorship, and support to achieve individual and team targets.

REPORTING LINE

The Senior Director of Sales reports directly to the Chief Hospitality Officer and oversee the sales teams of each property.

The Senior Director of Sales has a dotted line to the VP Sales & Marketing at Orient Express Trains & Cruises in Paris.

Requirements

Educational Background: ideally master’s degree in business, sales, Hospitality, or a related field.

Experience: Minimum of 10 years of experience in sales, with experience in a leadership role. Proven track record of success in sales within the travel and tourism industry and all segments. Experience in Luxury Train, cruising industry, tour operating is a plus.

Industry Knowledge: In-depth understanding of the travel agencies and tour operating world. Familiarity with luxury travel, trains, and cruise segments.

Leadership: Strong leadership and team management skills. Ability to inspire and motivate a sales team toward common goals.

Communication: Excellent verbal and written communication skills. Ability to effectively communicate with internal and external stakeholders and at C level.

Analytical: Strong analytical and problem-solving skills. Ability to use data-driven insights to inform decision-making.

Sales Acumen: Proven ability to drive sales growth and meet revenue targets.

Networking: Excellent networking and relationship-building skills within the leisure travel industry. In USA and UK in particular.

Negotiation: Strong negotiation skills, particularly in contract negotiations with travel agencies and tour operators.

Adaptability: Ability to adapt to changing market conditions and implement effective strategies accordingly.

Technology Proficiency: Familiarity with sales and CRM tools. Proficient in Microsoft Office Suite.