Overview
The Birthplace of stories and legends since 1887, Raffles is a legendary brand, steeped in history and loved by generations past, present and future. Representing the pinnacle of ultra-luxury hospitality within Accor Group, Raffles is currently going through exciting phases of rebirth and expansion. Raffles, at distinguished landmark addresses around the world, is the vibrant heart of its destination, curating experiences that are culturally enriching, intellectually stimulating and always respectful of local communities, heritage and the environment. Its timeless elegance, refined manners and spirit of generosity ensure that every visitor arrives as a guest, leaves as a friend and returns as family.
Role: Regional Director, Sales for Fairmont and Raffles properties in the Europe / North Africa (ENA) region. Reporting to the Vice President of Sales - Fairmont & Raffles AEMEA, this leader creates and executes strategic sales initiatives to drive revenue growth, expand market presence, and increase market share. The role requires a dynamic, results-oriented professional who can collaborate with cross-functional teams and inspire a high-performing sales force. The position is responsible for driving revenue across all properties in the Fairmont / Raffles portfolio in ENA, across diverse owners, markets, lifecycle stages, and varying levels of sales support at each hotel. Success will be measured on revenue generation and market share increase.
Responsibilities
* Develop and implement comprehensive sales strategies aligned with Fairmont's & Raffles' goals.
* Analyze market trends, competitive landscape, and customer needs to identify new business opportunities.
* Set ambitious sales targets, establish performance metrics, and monitor progress toward revenue goals.
* Provide leadership and guidance to hotel sales teams, fostering a culture of excellence, accountability, and continuous improvement.
* Recruit, develop, and motivate high-performing sales professionals; ensure optimal staffing and sales skill development.
* Cultivate and maintain strong relationships with key clients, industry influencers, and partners to generate new business leads and strategic partnerships.
* Lead negotiations for major opportunities, working with legal and finance teams to ensure favorable terms and conditions.
* Stay informed about industry trends, market conditions, and customer preferences to proactively identify opportunities.
* Oversee the development and implementation of sales processes, tools, and systems to maximize productivity; monitor performance and generate executive summaries for senior management.
* Collaborate with marketing and revenue management to align sales efforts with promotional activities, pricing strategies, and revenue optimization initiatives.
* Collaborate with other departments to ensure alignment of sales strategies with broader organizational goals and provide input on campaigns, pricing, and product/service enhancements.
Qualifications
* Preferred: Bachelor's degree in business administration, hospitality management, or a related field
* 4+ years experience as a DOSM in a single property or for a cluster of hotels; preferably under a luxury brand
* Proven track record of success in sales leadership roles within the hotel industry, with a focus on revenue growth and market expansion.
* Demonstrated ability to develop and execute effective sales strategies, drive results, and exceed targets.
* Strong leadership skills with the ability to motivate and inspire a sales team.
* Excellent interpersonal and influential skills, with the ability to build and maintain relationships with key clients and stakeholders.
* Sound business acumen and strategic thinking, with the ability to analyze market trends, identify opportunities, and make informed decisions.
* Proficiency in sales management software, CRM systems and distribution technology.
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