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

AccorCorpo•New York, NY

2d•Onsite

About The Position

The Global Vice President, Sales is the senior sales leader for Raffles Hotels & Resorts and Fairmont Hotels & Resorts globally. The role is responsible for driving top-line revenue performance and growing market share across the brands’ operating and pipeline hotels worldwide, with full P&L accountability for sales performance and direct accountability for shared sales service goals agreed at brand level. The role leads the global sales organization, including the regional Vice Presidents of Sales, the Director of Leisure Sales for Raffles Hotels & Resorts, and Sales Operations. It provides strategic coordination for hotel-level sales teams, ensuring their efforts are commercially focused and aligned with agreed revenue and market-share targets. The position owns the strategic relationship with Accor’s Global Sales Offices and wider GSO network, and oversees marketing from a commercial-alignment and brand-to-revenue perspective in partnership with Marketing teams. The Global Vice President, Sales also leads the commercial agenda for hotel transitions worldwide, including new openings, reflagging, and brand exits, and ensures the sales function is structured and resourced to support portfolio growth. The position develops global sales strategy and business plans; monitors revenue performance, market conditions, and sales costs; directs regional sales leaders and sales operations; supports marketing alignment and direct-channel growth; oversees transition and pre-opening sales plans; develops global sales talent; and manages budgets, reporting, and financial-policy compliance. The role is office-based in New York City and involves estimated travel of 30% across global markets and portfolio properties.

Requirements

Minimum 10–15 years of progressive commercial sales leadership experience in the luxury hotel sector, with significant multi-region or global portfolio experience.
Proven P&L accountability across a large, 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 programs 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 integration of sales, distribution, and pricing strategy.
Experience operating effectively in a global matrix organization and managing teams and stakeholders across regions and functions.
Exceptional communication, presentation, and stakeholder-management skills, including direct experience managing owner and investor relationships.
Ability to evaluate scenarios, build plans, and manage large, complex commercial programs across multiple dependent disciplines.

Responsibilities

Develop and own the global sales strategy for Raffles Hotels & Resorts and Fairmont Hotels & Resorts, aligned with brand revenue objectives, portfolio priorities, and shared sales service goals.
Lead the annual sales business-planning process across regions, including revenue targets, market segmentation plans, and sales investment allocation.
Identify sales synergies and new opportunities across the brands and monitor account production, travel flows, source-market trends, and competitive activity.
Work with Revenue Management to integrate pricing, distribution decisions, and sales efforts; ensure competitive positioning and supply-and-trend analyses inform strategy.
Drive portfolio-wide revenue performance, including budgeted revenue, RevPAR, index, TRevPAR, and shared sales-service targets.
Monitor hotel performance monthly, identify variances, and implement corrective strategies through the regional Vice President layer.
Ensure property sales and marketing action plans address need periods, key segments, niche markets, and special events; maintain focus on Rooms, Catering, Food & Beverage, Spa, Golf, and ancillary revenue.
Oversee monthly and quarterly sales-performance reporting for the Chief Commercial Officer, senior leadership, and ownership groups, and conduct regular portfolio business reviews with regional executives and Paris headquarters.
Lead and manage regional Vice Presidents of Sales, set commercial objectives, provide strategic direction, and hold them accountable for regional revenue delivery.
Review regional sales structures and support need and high-priority hotels; ensure consistent commercial standards, sales processes, and reporting across regions.
Provide orientation, transition support, and strategic guidance for incoming regional sales leaders.
Manage the Director of Leisure Sales for Raffles Hotels & Resorts against agreed hotel-level revenue targets, and oversee global sales operations, tools, systems, reporting cadences, and submission requirements.
Own the strategic relationship with Accor’s Global Sales Offices; set GSO objectives, monitor performance, align activity with brand priorities, and conduct regular business reviews with GSO leaders.
Ensure the GSO network has the tools, knowledge, and incentives to represent the brands effectively; improve how the network supports global revenue objectives and maintain market-intelligence flow.
Represent the brands at major global trade shows, industry events, GSO conferences, and owner and investor forums.
Work with Marketing teams to integrate sales and marketing strategies, contribute commercial input to plans and investment decisions, and ensure marketing activity drives measurable revenue outcomes.
Make brand.com and direct-channel growth a shared priority and champion consistent, compelling brand positioning and standards in sales-facing channels and materials.
Lead sales for global hotel transitions, including new construction openings, reflagging, and brand exits; ensure each transitioning property has a pre-opening sales plan covering targeting, segments, client engagement, recruitment, and pipeline development.
Coordinate transition plans with regional sales, Revenue, and Operations teams; develop communications and revenue-driving plans for openings; and monitor post-opening performance through commercial stabilization.
Maintain expert knowledge of luxury hotel markets, source markets, travel flows, airline intelligence, and competitors, and communicate relevant business intelligence to stakeholders.
Implement and maintain global sales systems, standards, policies, and procedures, and ensure effective use of sales, catering, and CRM tools.
Lead, develop, and hold global sales teams accountable; develop talent and succession pipelines; oversee the global Sales Incentive Program (Accelerate) and referral program (DART); and ensure appraisals, development plans, and training are in place.
Uphold Accor employee handbook requirements and people-leadership standards.
Manage the global sales P&L and annual sales budget with Finance and the Chief Commercial Officer; review monthly P&L performance and return on investment with the Finance Director.
Ensure timely purchase-order submission and compliance with Accor financial policies and approval processes, and provide financial and commercial reporting to senior stakeholders and ownership groups.