Four Seasons Hotels and Resorts is a global, luxury hotel management company. We manage over 120 hotels and resorts and 50 private residences in 47 countries around the world and growing.
Central to Four Seasons employee experience and social impact programming is the company’s commitment to supporting cancer research, and the advancement of diversity, inclusion, equality and belonging at Four Seasons corporate offices and properties worldwide. At Four Seasons, we are powered by people and our culture enables everything we do.
This role is a senior leadership role responsible for overseeing and managing all APAC Worldwide Sales Offices (WSO) and providing strategic leadership support to the on-property sales teams within the Asia Pacific region to successfully deliver sales strategy, and other key global strategies (e.g., revenue & distribution) through the organization. The primary focus of this role is to drive revenue and profit growth across the global hotel portfolio in all key market segments - Group, Travel Industry, Negotiated Corporate and Wholesale with specific focus on increasing high rated, profitable business supporting overall RGI. The role will also evaluate opportunities with deployment, business development, WSO partnerships, event strategy & ROI. This role will work closely with VP Commercial and SVP Sales to identify retention and recruitment tactics, highlighting top regional talent and support training programs.
Overall, the Senior Director, Sales (APAC) is responsible for leading the sales efforts, driving revenue growth, and maintaining strong customer relationships to achieve business objectives and targets for the region.
Job Description:
1) Sales Leadership
· Develop and implement effective sales strategies and plans for the APAC WSO and lead deployment strategies to optimize sales effectiveness on-property, including achievement of individuals’ sales and team goals. This involves analyzing market trends in the different key source markets, identifying opportunities, and defining sales targets and objectives, in line with global objectives.
· Develop worldwide sales strategic growth plan to capture outbound travel market share potential in China – as a priority and India.
· Assist in developing a strategic sales plan for the region and translate it into specific and measurable segments. Collaborate with property sales leader to ensure successful implementation by the sales team.
· Provide sales leadership and ongoing guidance for all hotel sales activities, encompassing transient, group, and F&B/catering as relevant, both operational and during pre-opening/conversions in the defined territory.
· Collaborate with Director of Capabilities Uplift to assess sales skill levels in WSO and on property sales managers, and deliver relevant training programs.
2) Leadership & Oversight
· Directly responsible for overseeing the APAC WSO personnel. This role is responsible for ensuring all these roles are working effectively to deliver the set strategy and optimize sales processes in line with globally set frameworks & best practices.
3) Revenue Generation
· Responsible for coming up with strategies and ideas that drive net-revenue growth in line with our Corporate and Commercial Strategy and driving sales effectiveness (i.e., better conversion). This includes providing leadership and guidance to support WSO team members and their ability to meet annual business planning objectives.
4) Cross-team Collaboration
· To deliver the above accountabilities, this role is expected to work in partnership with several teams across the organization. We have built a number of global centers of expertise that should be leveraged including Guest Insights & Experience, Data & Analytics, Global Brand & Marketing and Revenue Mgmt. and Distribution. Gathering insights, frameworks and guidance from these teams will ensure that the WSO Strategy also supports the overall organizational goals.
5) Sales Pipeline
· In partnership with Senior Sales roles, review, and update how we monitor sales pipelines, analyze sales metrics, and implement tactics to improve our sales effectiveness. This also includes providing input and feedback on how our Sales Operations can enable WSO personnel.
6) Events & Conferences
· Identify opportunities and run/attend key Sales events and conferences (internal and external) that either help develop the performance of the APAC WSO personnel and/or increase FS brand exposure across the APAC region to drive revenue.
7) New Launches
· Prior to the appointment of Director of Marketing for new properties in the APAC region, provide direct sales support to begin building sales pipeline.
· Assist with launch of new hotels including how worldwide sales can effectively actively generate sales efforts/leads to support a stabilized sales pipeline for new properties.
8) Insights
· Share learnings and feedback across the sales organization to be effective (two-way relationship) with regional peers.
9) Reporting
· Provide management level reporting of sales performance, forecast and outlook for APAC regional sales.
Work Experience:
· 10+ years’ experience including Sales, Marketing, Revenue Management and/ Marketing Communications. Previous multi-unit oversight.
Education:
· 4-year university degree required; MBA desirable.
· Marketing, Revenue Management, or Hospitality preferred.
Professional Qualifications:
· Proven effective leadership skills, especially in a decentralized setting.
· Deep level of understanding of all sales segments- Group, Travel Industry, Corporate and Wholesale
· Able to manage teams and individual productivity using a combination of technology, personal motivation, and customer insights.
· Strong customer relationships.
· Understands and delivers on the needs of all stakeholders.
· Ability to influence sales behavior.
· Ability and willingness to understand sales technology, incentive plans and tools, finances at a very granular level and to provide clear leadership.
· Takes ownership and responsibility for all initiatives and provides support to those doing the work.
Travel:
· Willing to travel within the region and elsewhere as necessary -- approximately 50% of the time.
Key Behaviour Competencies:
· Sound analyzer and problem solver.
· The ability to be a “do-er,” implementer, and action taker.
· The ability to develop and use good business acumen and be a good “business operator.”
· The ability to be vigilantly attentive to detail, monitor quality, and be obsessively service oriented.
· The ability to be versatile, flexible, manage criticism, and manage conflict effectively.
· The ability to be a team player.
· The ability to have interpersonal sensitivity.
· The ability to be a Public Ambassador for Four Seasons Hotels.
· The ability to respond properly in any emergency or safety situation.
· The ability to perform other tasks of projects as assigned by management and staff.
Key Functional Competencies:
· Proven ability to lead a department/team.
· Good personal and business references.
