Global Vice President, Sales

Job Description

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 & Planning

• Develop 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 level
• Lead the annual sales business planning process across all regions, including revenue target setting, market segmentation plans, and sales investment allocation
• Identify 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 markets
• Monitors 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 performance
• Work in close alignment with Revenue Management to ensure pricing strategy, distribution decisions, and sales effort are integrated and pulling in the same direction
• Ensure Competitive Positioning Overviews and supply and trend analyses are conducted regularly across the portfolio and that outcomes are informing sales strategy

Revenue Performance & Shared Service Goals

• Drive 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 brands
• Monitor hotel performance against agreed targets monthly across all regions, identifying variances and implementing corrective strategies through the regional VP layer
• Ensure sales and marketing action plans are in place at each property for need periods, key segments, niche markets, and special events
• Maintain constant focus on all revenue streams — Rooms, Catering, Food & Beverage, Spa, Golf, and ancillary revenue — across the global portfolio
• Oversee monthly and quarterly sales performance reporting for the CCO, senior leadership, and ownership groups
• Together with the regional executive team and Paris headquarters, conduct regular business reviews across the portfolio

Regional Sales Leadership

• Directly 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 delivery
• Review regional sales structures regularly to ensure each is optimally organized to deliver against portfolio objectives and brand priorities
• Work closely with regional Vice Presidents of Sales to drive hotel-level performance and provide meaningful support to need and high-priority hotels across the portfolio
• Ensure consistent commercial standards, sales processes, and reporting disciplines are applied across all regions
• Provide orientation, transition support, and strategic guidance for incoming regional sales leadership
• Direct 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 targets
• Oversee sales operations across the global portfolio, ensuring consistent use of sales tools, systems, reporting cadences, and cyclical submission requirements across all regions and property teams

Global Sales Office & GSO Network

• Own 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 globally
• Set 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 targets
• Ensure GSO activity is aligned with brand commercial priorities — including key accounts, segments, and feeder market strategies — and that GSOs have the tools, kno