Vice President Sales

Luxury & Lifestyle

ORIENT EXPRESS

Artisan of Travel since 1883, Orient Express is a legendary brand, steeped in history and loved by past, present, and future generations. Representing the pinnacle of ultra-luxury hospitality within Accor Group, this brand is currently going through exciting phases of rebirth and expansion.

Orient Express embodies the refined nomadic spirit of travel, inviting each traveler to a place where the journey is the destination. Bringing awe-inspiring travel experiences to a new generation of adventurers, its exceptional portfolio includes The Orient Express, with its original carriages reimagined as the new embassy of French luxury; Orient Express La Dolce Vita, a train embodying the 'Made in Italy' way; Orient Express Silenseas - the world’s largest sailing ship; and hotels coming to Rome and Venice.

The Vice President Sales & Marketing is a key revenue-driving leader for the iconic luxury brand Orient Express - defining and executing the brand’s sales & marketing vision across our different products (namely La Dolce Vita, Silenseas, the New Orient Express, La Minerva hotel, Palazzo Donà Giovannelli hotel, and further developments to come).

The candidate will support our entities in developing their operational marketing plan in line with brand and communication strategy.

The candidate will indirectly lead high-performing sales teams within our entities and partner with Accor’s Global Sales team to strategize, plan, and execute sales plans to exceed revenue targets in all sales segments, including but not limited to leisure, leisure group, MICE, corporate negotiated, and Luxury Programs.

This candidate will prioritize and communicate business needs to the Accor Global Sales team and develop new business on behalf of the Orient Express portfolio. The candidate will lean on his/her network in the luxury travel space to drive property-specific sales plans for top-line success and market share growth globally.

The candidate will closely work with our Contact Centers and Digital teams to support B2C sales growth.

CORE RESPONSIBILITIES

• Ensure alignment between overarching Orient Express strategy and entities sales & marketing strategies.
• Serve as a liaison between entities, contact centers, Orient-Express global team, and Accor Global Sales Luxury & Lifestyle.
• Responsible for sales performance follow-up at various levels of the business, ensuring accountability of sales teams across the globe.

OPERATIONAL MARKETING

• Collaborate closely with brand & communication to align sales and marketing efforts, ensuring consistent B2C/B2B brand messaging.
• Support product openings from a marketing perspective; create proposals and plans, educate Accor Global Sales and Contact centers on new products.
• Provide the right tools and methods to ensure these plans are properly followed operationally by entities (budget, resources, strategic choices).
• Responsible for sales & marketing activity budgets.

SALES

• Develop and implement comprehensive sales strategies to achieve revenue targets, increase market share, and develop our presence as we are set to launch 5 new products over the next 2 years within the luxury travel sector.
• Lead, mentor, and inspire a geographically dispersed group of on-property sales teams, fostering a culture of excellence, accountability, and collaboration.
• In partnership with on-property sales teams and Global Sales Organization, nurture strong relationships with key clients, travel agencies, corporate partners, and Luxury Programs to drive business opportunities and long-term success.
• Ensure our contact centers receive updated OE product information: monitor access and updates, organize sales & marketing onboarding, trainings, and implement processes.
• Provide regular updates to the executive team, highlighting sales performance, opportunities, challenges, and recommended actions.
• Represent Orient Express at industry events and networking functions.
• Support entities’ forecasting & annual budgeting efforts. Drive a culture of accuracy and growth.

Qualifications

• Bachelor’s degree in Business, Hospitality, Marketing, or related field; MBA preferred.
• 10+ years of proven success in leading luxury hotel sales teams both on-property and in a centralized capacity.
• Demonstrated ability to exceed revenue targets and effectively manage sales functions in both startup and established settings.
• Proven experience successfully navigating complex organizations to achieve company goals.
• Strong network within the luxury travel sector in hotels, trains, and cruises.
• Experience partnering with Contact Centers to ensure teams are selling to brand guidelines.
• Exceptional experience successfully building and leading sales functions in start-up and/or established travel organizations; strong balance of both innovation and respect for heritage.
• Exceptional leadership history of building and motivating high-performing sales teams across market segments and sales channels.

Competences

• Excellent negotiation, interpersonal, and leadership skills with the ability to influence and build relationships at all levels.
• Deep understanding of the luxury travel distribution landscape including hotels, luxury trains, and cruises.
• Strong understanding of the industry’s RFP process, sales tools, connections, and processes.
• Analytical mindset with a strong focus on data-driven decision making.
• Willingness to travel extensively.

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