Director, Field Sales - Americas

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.  

The Four Seasons Sales Team is looking for a Director of Field Sales.  If you consider yourself to be a self-starter, motivated and proactive with exceptional communication and relationship-building skills, this may be the right role for you.

The Director of Field Sales is responsible for providing strategic leadership support to the on-property sales teams within the defined region (Americas/EMEA/APAC). The role will focus on aligning sales strategies and tactics with the objective of improving the profitability of all goaled segments: travel industry, corporate negotiated, wholesale, group, with specific focus on increasing direct and high rated, profitable business supporting overall RGI. The role will also evaluate opportunities with deployment, business development, Worldwide Sales Office (WSO) partnerships, event strategy & ROI. 

This role will work closely with the Vice President, Commercial and Senior Vice President, Sales to identify retention and recruitment tactics, highlighting top regional sales talent, and support training and upskilling programs. Collaboration with all areas within the commercial team (Worldwide sales, Marketing, Revenue Management (RM) and Distribution, Digital performance, Public Relations (PR), Analytics) is essential.

Travel will be required up to 40% of time.

Key Activities/ What You’ll Be Doing

Sales leadership:

• Lead deployment strategies to optimize sales effectiveness both on-property and above-property, including achievement of individuals' sales and team goals.
• Assist in developing a strategic sales plan for the region and translate it into specific and measurable segments. Collaborate with the 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.

Cross-team collaboration:

• Collaborate with Worldwide sales, Marketing, RM and Distribution, Digital performance, PR, Analytics to develop the hotel sales distribution strategy and ensure effective communication, implementation, and continuous updates based on business outlook.
• Maintain regular contact with Worldwide Sales teams and ensure they receive relevant intelligence to support all property needs and drive revenue.
• Work with the pre-opening team on handover of the sales strategy, support in recruiting staff, and contribute to development of pro-forma for pre-openings.

Market assessment:

• Maintain accurate knowledge of competitive strategies, pricing, strengths, and weaknesses in all market segments within the region.
• Provide customer intelligence, evaluating market and economic trends to adjust sales strategy to exceed customer expectations.
• Review market share reports, competitive shopping reports, and other resources to maintain awareness of Four Seasons market position.

Performance tracking:

• Conduct reviews with hotels needing improvement, developing, and monitoring action plans in coordination with other commercial. 
• Support and facilitate requests for summary of global sales support for these properties in need (ex. owner requests via VP Commercial).

Desired Skills/ Who You Are

• Strategic thinking and leadership
• Relationship building and networking skills
• Collaboration and teamwork
• Able to prioritize and adapt well to changing priorities
• Excellent communication skills (verbal and written)
• Ability to liaise professionally with multiple stakeholders 
• Flexible working hours to accommodate international time zones
• Sales strategy development and implementation
• Market share analysis and reporting
• Revenue management principles
• Competitive analysis and pricing strategies
• Sales processes and systems

Experience, Education and Professional Qualifications / What You Bring

• Bachelor's degree in business administration, marketing, hospitality management, or a related field.
• Ten plus years of increasing or expanding scope as a proven leader in a hospitality environment which include direct sales experience.
• Proven track record of success in a similar leadership role within the luxury hotel industry, with extensive experience in sales

All internal applications must be submitted and approved in Workday by January 5, 2024.

Four Seasons Corporate Office Toronto

Four Seasons is an Equal Opportunity, Affirmative Action employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. To access the 'EEOC is The Law' Information poster please visit this website - https://eeoc.gov/sites/default/files/migrated_files/employers/poster_screen_reader_optimized.pdf