Corporate Vice President - Global Sales

Rotana

  • أبو ظبي
  • دائم
  • دوام كامل
  • قبل 30 يوم
Job DescriptionAre you a commercially savvy senior sales leader with a passion for hospitality and a strong track record in global account management. If yes, we would love to hear from you.We are looking for a Corporate Vice President of Global Sales to join our team and lead Rotana’s international sales strategy across key markets and customer segments.The Corporate Vice President – Global Sales is a key executive leadership position accountable for shaping and delivering the global sales vision and driving top-line performance across all hotel segments and geographies. This role steers a high-impact, insight-led sales strategy encompassing corporate, MICE, leisure, government, wholesale, TMCs, and consortia business, as well as overseeing all Global Sales Offices (GSOs). The VP is responsible for ensuring maximum revenue delivery through effective market penetration, strategic account management, technology enablement, and team excellence, while maintaining strong alignment with properties and General Managers.General Duties and Responsibilities will include:1. Strategic Leadership & VisionDefining the Global Sales Vision: Establish a compelling and cohesive global sales strategy that supports the company's growth agenda across owned, managed, and franchised properties. Ensure alignment with brand positioning, expansion priorities, and evolving customer behaviours.Commercial Integration: Translate the company's commercial vision into a clearly articulated global sales strategy and plan with measurable global sales objectives, KPIs, and regional execution plans.Growth Orientation: Identify white space opportunities, emerging markets, untapped customer segments, and new business models to expand market share and revenue contribution.Sales Transformation & Innovation: Lead the modernization of the global sales organization by embracing digital tools, data-driven selling, automation, and performance enablement platforms.Organizational Scalability: Evolve a scalable global sales structure that balances central oversight with regional agility, ensuring optimal deployment of talent, resources, and investments.Change Leadership: Inspire a culture of accountability, agility, and resilience across the global sales function. Lead through change, whether in response to market dynamics, restructuring, or industry disruption.Thought Leadership & Brand Representation: Serve as a senior ambassador for the company in key commercial forums, trade events, and partnerships, articulating the company’s value proposition.2. Market & Segment GrowthSegment-Specific Growth Strategy: Lead the development of distinct go-to-market strategies across all key B2B segments. Ensure each is supported by KPIs, value propositions, and local activation plans.Feeder Market Penetration: Deepen presence in high-value source markets such as GCC, UK, Germany, France, CIS, India, and China, guided by potential and conversion rates.Emerging Market Development: Drive proactive expansion into new and underserved markets, led by macroeconomic trends, digital consumption, and customer movement.Customer Acquisition & Share Growth: Accelerate acquisition and increase wallet share within accounts. Leverage account planning and cross-segment selling.Strategic Partnerships & Alliances: Build strong partnerships with tourism boards, DMCs, TMCs, airlines, and global consortia to expand network and access key customer bases.Segment Diversification: Respond to demand shifts by launching strategies for long-stays, remote workers, bleisure, and sustainability-focused guests.Performance Monitoring & Responsiveness: Use real-time data and market intelligence to track segment performance, shift resources, and maintain ROI focus.3. Global Sales Office (GSO) OversightDefining the Role and Relevance of Each GSO: Articulate the purpose and strategic value of each GSO. Tailor office mandates based on market maturity, potential, and strategic account proximity.Driving Alignment and Accountability: Create a framework linking GSO performance to revenue, account growth, and engagement, with KPIs aligned to priorities.Clarifying Account Ownership and Engagement Models: Implement transparent engagement and attribution models that eliminate duplication and support collaboration.Embedding Operational Consistency: Standardize GSO processes, tools, and reporting. Ensure system adoption and global lead management protocols.Strengthening Relationships with Hotels and General Managers: Act as the senior link between GSOs and GMs. Share results, insights, and respond quickly to hotel needs.Leading High-Performance Teams: Attract and develop top talent. Promote a culture of empowerment, cross-GSO collaboration, and clear career paths.Ensuring Commercial ROI and Cost Discipline: Manage budgets, resource use, and billing transparency. Ensure owners see clear value and results from sales investments.4. Account Management StrategyStrategic Account Planning: Mandate dynamic annual account plans with historical data, goals, and action roadmaps, reviewed quarterly.Operational Discipline in the RFP Cycle: Oversee global RFP processes for quality, pricing alignment, and high-impact proposals with professional standards.Growth Beyond Transactions: Promote solution-based discussions, upselling, and multi-property packaging versus rate-only interactions.Loyalty & Brand Affinity Integration: Embed loyalty programs and brand values in every key account relationship. Drive enrolment and engagement.Performance Management & Accountability: Implement measurable Key Account Management metrics, revenue, growth, conversion, engagement frequency.Client Advocacy & Executive Sponsorship: Support C-level involvement in strategic relationships. Promote joint business reviews and client advocacy.5. Sales Operations & EnablementSales Process & Structure: Define a global model for lead generation, account service, and reporting with clear accountability.CRM & Lead Management: Ensure CRM is fully adopted and used as a single source for pipeline, forecasting, and analytics. Monitor conversion and refine strategies accordingly.Performance Tracking & KPIs: Develop dashboards to measure revenue, pipeline, productivity, and conversion.Sales Enablement Tools: Provide pitch decks, templates, insights, and benchmarking to support effective selling.System Integration: Align tools with PMS, CRS, BI, and loyalty for seamless data sharing and reporting.6. Team Leadership & Talent DevelopmentGlobal Team Leadership: Provide direction to GSO leaders and key account directors. Align their goals with business objectives.Talent Development & Succession Planning: Conduct regular reviews to close skill gaps and build a pipeline for leadership roles.Sales Training & Capability Building: Establish a global training framework covering onboarding, consultative selling, negotiation, systems, and storytelling.Culture & Engagement: Promote excellence, innovation, and collaboration. Celebrate success and foster inclusion.Performance Management: Align individual KPIs to business outcomes. Support coaching and performance-focused management.Change Leadership: Guide teams through organizational shifts and challenges with clarity and resilience.7. Budgeting & Commercial PerformanceP&L Ownership & Cost Governance: Oversee global sales P&L with focus on cost efficiency, budget accuracy, and value creation.Commercial Planning & Forecasting: Lead budget planning in coordination with Finance and Commercial Strategy, using market-based assumptions.Performance Metrics & Scorecards: Define KPIs such as revenue by segment/GSO, cost of sale, conversion, and market share. Monitor and act on data.Incentive Design & Productivity: Design commercially aligned, sustainable incentive plans that drive results and motivation.Commercial ROI Analysis: Continuously evaluate initiative impact and reallocate resources for yield optimization.Resource Optimization: Regularly assess structures, coverage, and tools to prioritize high-yield activities and phase out low-value ones.8. Commercial Collaboration & AlignmentRevenue Management: Partner on pricing strategies, forecasting, and tactical planning by segment.Distribution: Strengthen direct channels, manage intermediaries, and lower acquisition costs.Marketing: Sync with marketing on campaigns, content, and brand positioning for B2B segments.Loyalty & CRM: Use data insights to increase retention, repeat business, and integrate loyalty into client strategies.Hotel Pre-Openings & Conversions: Lead commercial input in new hotel launches and rebrands. Ensure GSO activation and market readiness.SkillsEducation, Qualifications & Experiences
  • Bachelor's degree in Business, Hospitality, Sales, or related field.
  • Minimum 10 years of progressive sales leadership experience, including global roles
  • Proven track record in global account management, handling multinational clients and strategic partnerships
  • Strong network within corporate travel, TMCs, consortia, and the global travel trade
  • Demonstrated ability to lead and develop high-performing sales teams across multiple regions
  • Strategic thinker with a hands-on, solution-oriented approach
  • Collaborative mindset with experience working cross-functionally with marketing, revenue, distribution, loyalty, and operations
  • Strong commercial acumen and understanding of sales performance metrics and ROI
  • Excellent leadership, communication, and stakeholder management skills
  • Data-driven and results-oriented, with proven success in exceeding sales targets
  • Global mindset with cultural awareness and the ability to work effectively across diverse markets
Knowledge & CompetenciesThe ideal candidate will be dynamic and well qualified, with a high level of motivation and enthusiasm and should possess following competencies:
  • Strategic Vision and Execution
  • Global Travel Market Knowledge
  • Strong Business & Financial Acumen
  • Leadership and Team Building
  • Data-Driven Decision Making
  • Relationship Management and Influence
  • Communication and Presentation Skills
  • Change Management and Agility

Rotana