Global Vice President Sales - Raffles Hotels & Resorts and Fairmont Hotels & Resorts

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 across the Raffles Hotels & Resorts and Fairmont Hotels & Resorts portfolio and is directly accountable for shared sales service goal targets agreed at brand level.The Global Vice President, Sales leads the global sales organization, with the regional Vice Presidents of Sales, Director of Leisure Sales for Raffles Hotels & Resorts, and Sales Operations reporting directly into this role. The Global Vice President, Sales is also responsible for the strategic coordination of hotel-level sales teams through the Vice Presidents of Sales, and for ensuring that the sales efforts at the hotel level are aligned, commercially focused, and consistently driving toward agreed revenue and market share targets for Raffles Hotels & Resorts and Fairmont Hotels & Resorts.A core part of the role is the management of the relationship with Accor's Global Sales Offices and the wider GSO network, ensuring Raffles Hotels & Resorts and Fairmont Hotels & Resorts are effectively represented across key source markets globally and that the global sales infrastructure is being fully leveraged. The Global Vice President, Sales also oversees the marketing function in terms of commercial alignment and brand-to-revenue pull-through, working closely with the Marketing teams to ensure sales and marketing strategies are integrated and mutually reinforcing.The role additionally carries responsibility for the commercial agenda of hotel transitions globally — including new openings, reflagging’s, and brand exits — and for ensuring the sales function is resourced and structured to support the portfolio's ongoing growth.Sales Strategy & PlanningDevelop and own the global sales strategy for Raffles Hotels & Resorts and Fairmont Hotels & Resorts, aligned with brand revenue objectives, portfolio priorities, and the shared sales service goals agreed at brand levelLead the annual sales business planning process across all regions, including revenue target setting, market segmentation plans, and sales investment allocationIdentify and act on sales synergies across the portfolio, leveraging the combined strength of the Raffles Hotels & Resorts and Fairmont Hotels & Resorts brand ecosystems in key global marketsMonitors manage account production, international travel flows, source market trends, and competitive activity, and ensure the global sales strategy reflects current and anticipated market conditions. Identify new opportunities to maximize performanceWork in close alignment with Revenue Management to ensure pricing strategy, distribution decisions, and sales effort are integrated and pulling in the same directionEnsure Competitive Positioning Overviews and supply and trend analyses are conducted regularly across the portfolio and that outcomes are informing sales strategyRevenue Performance & Shared Service GoalsDrive top-line revenue performance across the Raffles Hotels & Resorts and Fairmont Hotels & Resorts portfolio globally, striving to achieve and surpass budgeted revenue expectations, RevPAR, index and TRevPAR targets, and shared sales service goals for both brandsMonitor hotel performance against agreed targets monthly across all regions, identifying variances and implementing corrective strategies through the regional VP layerEnsure sales and marketing action plans are in place at each property for need periods, key segments, niche markets, and special eventsMaintain constant focus on all revenue streams — Rooms, Catering, Food & Beverage, Spa, Golf, and ancillary revenue — across the global portfolioOversee monthly and quarterly sales performance reporting for the CCO, senior leadership, and ownership groupsTogether with the regional executive team and Paris headquarters, conduct regular business reviews across the portfolioRegional Sales LeadershipDirectly lead and manage the regional Vice Presidents of Sales for Raffles Hotels & Resorts and Fairmont Hotels & Resorts, setting clear commercial objectives, providing strategic direction, and holding each accountable for regional revenue deliveryReview regional sales structures regularly to ensure each is optimally organized to deliver against portfolio objectives and brand prioritiesWork closely with regional Vice Presidents of Sales to drive hotel-level performance and provide meaningful support to need and high-priority hotels across the portfolioEnsure consistent commercial standards, sales processes, and reporting disciplines are applied across all regionsProvide orientation, transition support, and strategic guidance for incoming regional sales leadershipDirect and hold accountable the Director of Leisure Sales for Raffles Hotels & Resorts — a shared service role supporting participating hotels globally — against agreed hotel-level revenue targetsOversee sales operations across the global portfolio, ensuring consistent use of sales tools, systems, reporting cadences, and cyclical submission requirements across all regions and property teamsGlobal Sales Office & GSO NetworkOwn the strategic relationship with Accor’s Global Sales Offices, ensuring Raffles Hotels & Resorts and Fairmont Hotels & Resorts are effectively and proportionately represented across all key source markets globallySet clear objectives and priorities for the GSO network in relation to Raffles Hotels & Resorts and Fairmont Hotels & Resorts revenue goals, and monitor GSO performance against agreed targetsEnsure GSO activity is aligned with brand commercial priorities — including key accounts, segments, and feeder market strategies — and that GSOs have the tools, knowledge, and incentives to represent the brands effectivelyManage the relationship with key GSO leaders, conducting regular business reviews and ensuring the flow of market intelligence between the GSO network and the brand commercial teamIdentify opportunities to improve the efficiency and effectiveness of how the GSO network supports Raffles and Fairmont revenue objectives globallyRepresent Raffles Hotels & Resorts and Fairmont Hotels & Resorts at major global trade shows, industry events, GSO conferences, and owner and investor forumsMarketing Oversight & Commercial AlignmentWork closely with the Marketing teams to ensure sales and marketing strategies are integrated and aligned behind shared commercial objectives across the portfolioProvide commercial input into global and regional marketing plans, campaign priorities, and brand investment decisions to ensure marketing activity is driving measurable revenue outcomesEnsure brand.com and direct channel growth is a shared priority across the sales and marketing functions, with clear accountability for direct revenue performanceChampion brand positioning and brand standards across the portfolio, ensuring the Raffles Hotels & Resorts and Fairmont Hotels & Resorts brands are represented consistently and compellingly in all sales-facing channels and materialsHotel Transitions & OpeningsOwn the sales leadership of all Raffles Hotels & Resorts and Fairmont Hotels & Resorts transitions globally — including new construction openings, asset reflagging’s, and brand exitsEnsure each transitioning property has a fully developed pre-opening sales plan in place, covering account targeting, segment strategy, key client engagement, team recruitment, and pipeline developmentWork with the regional Vice Presidents Sales, Revenue and Operations to ensure transition plans are executed on property with the full support of the global and regional sales networkDevelop and execute the Communications and Revenue Driving plan — tactics by segment — for each opening, in collaboration with the Director of Sales & Marketing and regional commercial teamMonitor post-opening sales performance and ensure properties are supported through to commercial stabilizationKnowledge & Market IntelligenceMaintain expert-level knowledge of the global luxury hotel market, key source markets, international travel flows, airline market intelligence, and competitive landscape relevant to Raffles Hotels & Resorts and Fairmont Hotels & ResortsCommunicate relevant business intelligence to key stakeholders across the organization on a regular basisImplement and maintain effective sales systems, standards, policies, and procedures across the global sales functionEnsure effective use of sales and catering tools and CRM systems across all regions and hotel sales teamsPeople & CultureLead, develop, and hold accountable the global sales teamsDrive talent development across the global sales function, with a constant focus on identifying high-potential individuals and building a strong succession pipelineOversee the annual Sales Incentive Program (Accelerate) and referral program (DART) for the global portfolio, ensuring it is structured, communicated, and managed to drive the right commercial outcomesEnsure performance appraisals are conducted regularly and that development plans are in place for all sales leadership team membersCoordinate training programs as required across sales leadership — including commercial skills, systems, and leadership developmentUphold and adhere to Accor employee handbook requirements and people leadership standardsBudgeting & P&L ManagementHold full accountability for the global sales P&L for Raffles Hotels & Resorts and Fairmont Hotels & Resorts, including revenue delivery against budget and management of the overall sales cost baseDevelop and manage the annual global sales budget in collaboration with Finance and the Chief Commercial OfficerReview monthly P&L performance with the Finance Director, monitoring return on investment across sales program and the GSO network globallyEnsure timely and accurate submission of purchase orders and full adherence to Accor financial policies and approval processesProvide regular financial and commercial performance reporting to the Chief Commercial Officer, senior leadership, and ownership groups