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 Director of Sales - 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 (CHR).
- To provide sales leadership, and focus team on maximising opportunities in driving business conversion within the assigned geographic market.
- To sustain and increase existing business accounts, as well as to develop new business and revenue streams through new partnership programs.
- Increase awareness of brand COMO in the market place.
- Be commercially aware of market trends and maintain up-to-date knowledge of the economic, social, technological, and legal changes that impact the business.
RESPONSIBILITIES:
Management:
- Generate an annual roadmap on strategic actions in the assigned geographic markets necessary to achieve and exceed the overall revenue budget.
- Lead the US team in utilisation of the Cendyn Salesforce Account Management platform to ensure relevant sales activities are updated for weekly and monthly reporting.
- Lead the team in account management, key partnerships and distribution to move market share for CHR.
- Maintain excellent working relationships with all property Sales & Marketing teams, General Managers through regular monthly sales meetings.
- Provide leadership and optimise productivity in overseeing the Global Director of Sales – Western Region and North America - to maximise productivity.
- Project a positive and professional demeanour towards both customers and colleagues alike to promote the goodwill and brand image of CHR.
Sales:
- Manage and drive strategy for key accounts, prospects and partnerships across the wholesale, corporate, consortia and MICE market segments.
- Develop and contribute to the development of the annual global sales plans in the assigned geographic markets, in conjunction with VP Commercial 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 and sales teams.
- Organize, plan and implement customer engagement activities to develop new and existing accounts i.e. webinars, product presentations, sales missions, luxury trade shows and roadshows, maximising opportunities to ensure 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 market place.
- Execute and communicate ‘need’ period action plans in cooperation with property Cluster DOSMs in the creation of effective, targeted promotional campaigns, to drive bookings.
- Represent CHR at both regional and international trade shows, exhibitions and sales missions either as part of CHR 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 updated on the COMO portfolio relevant to their market.
- Responsible for overseeing all contract negotiations and coordination of proposals/contracts with the property sales teams, and the annual RFP coordination process within the assigned geographic market.
Trade Marketing:
- Responsible for all brochure ‘sign-off’ of rates, information and images, in conjunction with the 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 Commercial, to ensure campaigns are on-brand and relevant.
Reporting:
- Review account development plans on a quarterly basis with US team, ensuring that every US GSO is updating sales activities in the Cendyn Salesforce account management platform for weekly/monthly reporting.
- Prepare timely reports, feedback and data to the Director, Performance Management @CHR and property Cluster Director of Sales and Marketing and GMs.
- Compile and submit monthly Cendyn Salesforce activity report to Director, Performance Management @CHR
- Plan, manage and control Global Sales Office’s (GSO) annual expense budget.
Personal Attributes:
- Extensive understanding of the regional market, distribution & trade partnerships.
- Excellent communication skills: in presentations, written and public speaking.
- Strong in strategic planning, mature in leadership and timely execution.
- 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 isolate potential challenges to 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
We are always looking for talented people to join us at COMO. If you would like to send us your resume for a position not advertised please send your resume to us.