Global Director, Business Travel & Entertainment Sales

Viceroy Hotels - Corporate•New York, NY

2d•$140,000 - $150,000•Onsite

About The Position

Viceroy Hotels & Resorts is expanding its global commercial organization and investing in an enhanced internal sales platform to strengthen customer ownership, accelerate portfolio-wide revenue growth, and deepen relationships across priority Business Travel and Entertainment segments. The Global Director, Business Travel & Entertainment Sales will lead the development and growth of strategic relationships across corporate travel, travel management companies, and the entertainment, media, and production industries. The role reports to the Vice President, Global Luxury & Leisure Sales and Business Travel & Entertainment Sales, and is based at Viceroy Hotels Corporate Office in New York City. Travel is expected to be approximately 30–40%, based on business needs. This is a business-development role focused on identifying and developing high-value accounts, increasing production from established partners, opening new sources of demand, and connecting enterprise relationships with the Viceroy hotels and destinations best positioned to benefit. The successful candidate will combine an established network and strong relationship skills with commercial judgment, account discipline, and an understanding of negotiated rates, demand patterns, pricing, and portfolio needs to generate profitable revenue. The Director owns and develops priority accounts, builds measurable strategic account plans and pipelines, and grows business across corporate travel and entertainment, media, and production sectors. The role works closely with Revenue Management, corporate Sales, property commercial teams, and other functions to shape account and negotiated-rate strategies, assess opportunities and business mix, convert enterprise relationships into local production, coordinate portfolio-wide activity, and provide commercial intelligence. The Director also represents Viceroy at relevant industry events, maintains CRM and account performance information, and reports account, pipeline, and market updates to the Vice President and relevant hotel commercial leaders.

Requirements

Minimum 7 years of progressive experience in luxury hospitality sales, global sales, corporate travel, entertainment sales, or a related commercial discipline, with demonstrated ownership of strategic accounts and measurable revenue production.
Demonstrated success developing strategic corporate, Business Travel, and/or Entertainment accounts and generating measurable revenue growth.
Strong understanding of negotiated corporate travel, annual RFP processes, account production, and commercial rate strategy.
Strong commercial acumen and ability to interpret account production, rate performance, revenue data, demand patterns, and market trends and translate insights into account strategy and action.
Strong understanding of how negotiated corporate and entertainment business interacts with Revenue Management, pricing strategy, need periods, and profitable business mix.
Excellent strategic account-management, relationship-building, negotiation, presentation, and communication skills.
Demonstrated CRM discipline and experience managing complex account pipelines, RFPs, contacts, and opportunities.
Ability to build productive relationships with senior corporate travel buyers, procurement leaders, travel managers, TMC leadership, and relevant entertainment-industry decision-makers.
Ability to work independently and collaborate effectively with Revenue Management, corporate functions, and property commercial teams.
Exceptional discretion, judgment, and professionalism when working with confidential, high-profile, or sensitive clients and business.
Bachelor's degree or equivalent combination of education and relevant professional experience.
Ability and willingness to travel approximately 30–40%, including overnight domestic travel and occasional international travel.

Nice To Haves

Established relationships within corporate travel, TMC, and/or Entertainment, Media, and Production communities.
Experience selling a multi-property luxury hotel or resort portfolio.
Experience within luxury or upper-upscale hospitality.

Responsibilities

Own and develop a portfolio of priority Business Travel and Entertainment accounts across Viceroy's global portfolio.
Develop and execute strategic account plans with measurable revenue, room-night, market-share, and account-growth objectives.
Identify and convert new business sources while increasing Viceroy's share of established corporate and entertainment relationships.
Develop multi-property opportunities by matching account demand patterns with suitable Viceroy hotels and destinations.
Maintain a disciplined pipeline of target accounts, opportunities, and business-development initiatives, and convert it into measurable production.
Evaluate account performance and prioritize time and resources toward relationships with meaningful commercial value.
Develop relationships with corporate travel buyers, procurement leaders, travel managers, TMCs, TMC account leaders, and other corporate travel intermediaries.
Identify corporate accounts with portfolio-wide potential and establish or expand preferred and negotiated relationships.
Partner with Revenue Management and property commercial teams on negotiated-rate strategy, account qualification, and annual RFP processes.
Evaluate account value using rate, demand patterns, need periods, hotel participation, and broader portfolio opportunity, not just topline production.
Identify opportunities to increase Viceroy's share of corporate transient demand in existing and emerging markets.
Help hotels convert global account relationships into locally relevant production while maintaining centralized ownership and visibility.
Build strategic relationships with studios, production companies, streaming and media organizations, entertainment travel buyers, specialist TMCs and agencies, and other high-value industry partners.
Identify transient opportunities generated by film, television, music, media, fashion, sports, and related production activity where relevant to the portfolio.
Establish Viceroy as a trusted hospitality partner for entertainment-industry clients requiring discretion, flexibility, responsiveness, and personalized service.
Develop preferred relationships and portfolio agreements that can generate recurring business across multiple destinations.
Partner with property-level Entertainment and Business Travel sales leaders to deploy enterprise relationships locally, reduce duplication, and improve access, coordination, and conversion.
Monitor emerging productions, projects, travel patterns, and industry activity that may generate future demand.
Work with Revenue Management, property commercial leadership, and corporate Sales to ensure account strategies support revenue growth and profitable business mix.
Use production history, rate performance, market intelligence, and future demand to determine whether to pursue, expand, renegotiate, or decline account opportunities.
Support annual negotiated-account strategy and RFP processes across participating hotels.
Use account demand patterns by market, day of week, season, and booking behavior to improve portfolio-wide account deployment.
Provide commercial intelligence to help hotels make informed decisions about pricing, availability, account participation, and need-period strategy.
Balance account growth with rate integrity and long-term portfolio value.
Identify corporate, entertainment, and media relationships where Viceroy has limited or no existing penetration and develop senior decision-maker relationships.
Create strategies to convert high-potential prospects into productive portfolio accounts.
Identify opportunities associated with new hotel openings and destinations, changing corporate travel patterns, productions, and evolving entertainment-industry demand.
Support pre-opening and ramp-up hotels by connecting them with qualified enterprise accounts early in their commercial development.
Serve as the enterprise connection between Viceroy's global organization and property Business Travel and Entertainment sales teams.
Understand individual hotel priorities, need periods, account opportunities, and commercial challenges.
Provide property teams with account intelligence, introductions, and enterprise access while enabling effective local conversion and servicing.
Coordinate portfolio-wide opportunities so clients experience Viceroy as one commercial organization.
Establish account ownership and communication protocols to minimize duplication between Global Sales and property sellers.
Partner with Revenue Management, Marketing, Operations, Finance, and hotel leadership when account strategies require broader coordination.
Represent Viceroy at relevant corporate travel, TMC, entertainment, media, and industry events; conduct targeted sales missions, account reviews, client meetings, and market-development activities.
Maintain knowledge of corporate travel trends, entertainment-industry activity, competitive positioning, and changes in travel procurement and distribution.
Translate market intelligence into actionable recommendations for corporate and property commercial teams, and build Viceroy's visibility in priority communities.
Maintain ownership of assigned accounts, contacts, opportunities, RFPs, and activities in Viceroy's CRM platform.
Maintain strategic account plans and a clearly defined pipeline of existing and prospective business.
Track account production, room nights, revenue, rate performance, and other agreed KPIs; measure account-development initiatives and industry participation.
Provide regular account, pipeline, and market updates to the Vice President and relevant hotel commercial leaders.
Use data and relationship intelligence to prioritize resources and drive measurable commercial outcomes.

Benefits

Medical insurance
Dental insurance
Vision insurance
Life insurance
Short-term and long-term disability insurance
401(k) Retirement Plan with employer matching contributions
Paid holidays
Paid vacation
Paid sick leave in accordance with applicable law
Employee assistance program (EAP)
Educational opportunities and tuition reimbursement
Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law
Washington associates: 8 paid holidays per year; up to 20 days of paid vacation per year based on classification and length of service; paid sick and safe time accrual and carryover as described in the posting.
Colorado associates: 8 paid holidays per year; Denver employees receive 64 hours of designated holiday time per calendar year; up to 20 days of paid vacation per year based on classification and length of service; paid sick leave accrual as described in the posting.
California associates: 8 paid holidays per year; up to 20 days of paid vacation per year based on classification and length of service, subject to stated location-specific provisions; paid sick time accrual and carryover as described in the posting.