Regional Director, Leisure Sales – Fairmont Pacific Northwest Region

This is a position for a strong strategic leader with experience in senior sales roles within luxury hotels. The Regional Director, Leisure Sales oversees the leisure, tour and business travel sales activities for Fairmont Empress, Fairmont Hotel Vancouver, Fairmont Pacific Rim, Fairmont Vancouver Airport and Fairmont Waterfront Hotels.  The role oversees the management of four Regional Directors and two Coordinators.  This senior leader builds out the leisure sales and marketing strategies, ensures revenue maximization, supports existing client relationships and helps building out new business opportunities for each of the hotels. The Regional Director, Leisure Sales is constantly looking to identify synergies, to support cross selling and to achieve and exceed the goals set for each of the sellers reporting to her/him/them.

Summary of Responsibilities:

• Based out of one of our Vancouver properties and reporting to the Regional Director of Sales & Marketing with dotted line to the Directors of Sales and Marketing at Fairmont Empress, Fairmont Hotel Vancouver, Fairmont Pacific Rim, Fairmont Vancouver Airport and Fairmont Waterfront, responsibilities and essential job functions include but are not limited to the following:
• Responsible for maximizing revenues and maintaining relationships with strategic key accounts  
• Provide consistent and clear communication to multiple stakeholder groups to ensure strong flow of information
• Provide strong leadership and consistent coaching, training and action plan follow up to promote individual and team development
• Actively seek out opportunities and develop strategies and tactics focused on achieving/surpassing budgeted leisure, tour & business travel revenue goals
• Regularly prospect new business and develop strategic key accounts on behalf of the region
• Conduct regular & timely calls with assigned accounts
• Participate in training, industry trade shows and sales trips as required
• Follow-up with all departments in every hotel ensuring delivery of hotel’s promised services
• Collect market & competitive intelligence to access and implement strategy and long-term goals
• Collaborate with Marketing and PR teams to develop and execute winning leisure, tour and business travel focused marketing and PR initiatives and campaigns
• Exceed each hotel’s budgeted/quota/strategic revenue goals including capture of ancillary revenue streams (F&B, Spa, etc.)
• Organize/implement annual activity calendar in coordination with sellers and industry partners
• Communicate and represent the sales department to operations in all hotels. This includes, but is not limited to, communicating/hosting sites (sales and operations)/BDT’s, attending Department Head, Revenue meetings and ensuring strong sales presence while key clients are onsite
• Assist sales leaders in the following areas of their responsibilities:
• Establish and execute a marketing and promotion plan for each of the 5 properties for all leisure segments
• Actively participate in Revenue meetings, prepare suggestions for need periods and special promotions
• Support the forecasting, budgeting, and month end/commentary process for all hotels
• Ensure rate quotes and negotiations are within the established parameters
• Responsible for initial client recovery/resolution within assigned segments
• Champion team efficiency/use of applications such as Opera Sales & Catering System/SFA
• Lead communication with Global Sales & DMO partners Manage regional travel budget to maximize proactive sales opportunities
• Represent the hotel on DMO’s leisure  meeting committees
• Ensure high accountability of Regional Leisure sales team through:
• Establish annual leisure segment goal setting in collaboration with the Directors of Sales & Marketing
• Building out strategic action plans by market
• Establishing a business development strategy for each market seller
• Meeting monthly reporting deadlines and activity goals
• Oversee recruitment, retention and performance management of the team
• Balance operational, administrative and colleague needs
• Create and uphold departmental policies and procedures
• Consistently offer prompt, professional, friendly and engaging service to both internal and external clients
• Other duties as assigned

Qualifications:

• Minimum of five years hotel sales experience required
• Bachelors Degree and/or Hotel Management Degree preferred
• Multiple years of experience in senior sales leadership role in luxury hotel environment
• Multiple property sales experience preferred
• Excellent communication skills, both written and verbal required
• Computer literacy in various applications including Opera Sales & Catering System (or other CMS), Microsoft Office, Lanyon, TravelClick-D360, LinkedIn
• Goal oriented, competitive and well organized
• Strong interpersonal and problem solving abilities
• Ability to analyze financial data to create winning group strategies and solutions
• Experience creating comprehensive themes and resulting sales collateral / promotions
• Positive attitude, firm and supportive, team based approach to ensure attainment of the hotel’s short and long term goals
• Ability to travel and work flexible hours and days

Visa Requirements: Must be legally eligible to work in Canada. The hotel is unable to assist candidates in obtaining Canadian work authorization.   

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