Global Sales Director

JOB OVERVIEW

This role is to maximize the exposure of Wyndham Hotels & Resorts franchised and managed hotels of all brands within the assigned territories. He or she will represent the hotels to the Corporate, TMC, Consortia, Travel Agents, regional Hotel Booking Agents and MICE planners. The position will be responsible to generate incremental revenue to SEAPR properties, either directly or through the nominated business travel intermediaries. This position requires consultative sales approach acting in partnership with both the corporate clients and their travel intermediaries, to form a strong ‘tripartite’ relationship, thereby developing the revenue opportunity and market share for our hotels, franchise partners and WHR. The performance measurement will be mainly based on consumed revenues of individual seller; however, the number of RFP solicitations and the appropriate matrix will be applied. The position reports to the Regional Vice President, Operations, SEAPR.

KEY RESPONSIBILITIES

• Regional corporate and MICE account development: through new business development and effective account management processes, develop robust relationships with regional corporate clients / prospects, to drive RFP solicitations, demand, market share and revenues into WHR’s franchise / managed properties in the assigned region.
• Business travel account development: Developing account strategies that align with overall regional goals and increase market share by increasing brand awareness and identify new opportunities for growth.
• Developing strategic partnerships with Corporate, Meeting Planners, Travel Management Companies, Travel Agents, Consortia & Hotel Booking Agents to drive demand, increase market share and revenues into WHR’s franchise / managed properties within the region.
• Developing and managing relationship with key accounts to increase sales opportunities.
• Conducting market intelligence in order to identify new business opportunities.
• Establishing account’s sales plan to achieve all key business objectives.
• Outbound Sales Development: Identify prospects that fit the target demographic. Make outbound customer calls to promote and sell products and services. Lead generation optimization, which plays a key role in the growth and expansion of business.
• National & Global Sales: To support company strategies and objectives linked to sales generation for global accounts and also those nationally/regionally based. To identify, develop and manage new and existing accounts that support key hotels as identified by the company.
• Understand the competitive marketplace as well as the market dynamics that impact the assigned account portfolio; interpret those into the appropriate strategic sales activities for Wyndham to remain at competitive advantage with the assigned accounts; continuously report significant market dynamics to functional teams to assist with maintaining or improving performance.
• Enable sales opportunities with Wyndham hotels to advance the account growth strategy. Lead and execute global account coordination in activation of holistic account opportunity management strategy (working on the right deals with the greatest short- and long-term value to Wyndham).
• Meeting and Conference Sales: drill down into the total hotel needs of each client, working with them to manage their Meetings, Incentive, Conference & Events business needs, through the GSO sales leads. Leverage the MICE resources in APAC and drive performance and conversion ratio from all promotions.
• Report: deliver short- and long-term business plan, report Weekly, Quarterly and Annual sales goals and objectives to the regional leader.
• Internal relations: work closely with colleagues from all Wyndham business units, master franchisees, management partners and hotels to ensure the continued success of the company. Identify and nurture key constituents that can assist in the achievement of the revenue goals. Support colleagues from all parts of the business that require assistance.
• Use of systems: work efficiently through the appropriate use of systems & business tools (such as Sales Force Lightening, Cvent Transient, Birst, GSO Sales Leads…etc.) and maintain the information updated.
• Project assignments / Opening support: lead or participate in the assigned projects and support the opening sales strategies when required.
• Industry participation: represent WHR at appropriate industry events such as Conferences & Trade Shows. In addition, become an active member of appropriate industry associations & institutions.
• Leadership development: take responsibility for personal & professional development in preparation for “next level” responsibilities.
• Business review: The Director, Global Sales is in charge of the individual seller’s monthly, quarterly and yearly performance by reviewing the gap between achievement and goal aligned on yearly basis. The timely business review should be arranged by the line manager, the proper action plan is a must after the review in order to set the direction and help achieve or exceed the performance goal.
• Financial related: although this position does not manage a cost center, it is the responsibility of the Director, Global Sales to manage their expenses accordingly. All Directors must review costs of sale and ROI for all business trips; marketing opportunities and overall spend in their region. The Director is responsible for submitting a Travel and Entertainment Expense Report monthly.
• Team Player: carry out duties/projects as assigned by line manager from time to time.

Requirements / Qualifications

• College/University Degree or additional experience equivalent.
• 8+ years’ experience in hotel sales (national sales, or global sales).
• Working experience in Korea and preferably wider SEA markets for both inbound and outbound.
• Fluent English speaking and writing is a must.
• Comprehensive commercial knowledge of hospitality sector in market place.
• Ability to work well both independently and as part of a team to achieve goals and targets.
• Flexibility to adjust to the changing needs of the business, taking on new ideas, initiatives, brands and responsibilities as they present themselves.
• Ability to work simultaneously on a number of initiatives and priorities often under pressure.
• Excellent interpersonal and communication skills to work with people at all levels and from all backgrounds and parts of the world.
• Ability to stay objective and fair when dealing with sensitive internal/external customer situations maintaining constructive working relations.
• Self-starter, exhibiting initiative, confidence, professionalism, and good judgment.
• Works with a high level of accountability, results orientated and dependable.
• Ability to make business decisions with integrity and honesty.