Director of Sales – Luxury Partners
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Key Responsibilities
• Define and implement the channel strategy for luxury intermediaries (wholesale, consortia, DMCs, luxury networks), in line with the Group's revenue and brand positioning goals.
• In conjunction with GMs and other HQ stakeholders, achieve annual revenue budgets.
• Negotiate commercial agreements, framework contracts, and rate conditions with leading international luxury partners.
• Build and maintain strategic relationships with key accounts in the luxury/wholesale segment (e.g., Virtuoso, Traveller Made, American Express FHR, luxury DMCs).
• Coordinate the dedicated commercial team and set targets, KPIs, and development plans.
• Monitor channel performance (production, ADR, conversion) and define corrective actions with Revenue Management.
• Represent the Group at international luxury travel trade shows, workshops, and roadshows.
• Partner with Marketing on materials and content dedicated to the luxury channel.
Requirements:
• Degree in Economics, Management, or other STEM majors; a Master's degree is a strong plus.
• At least 8–10 years of experience in commercial/sales roles in international luxury hospitality firms, with a focus on the intermediary/wholesale channel, including at least 4 years as Director.
• Established network of relationships in the luxury travel segment (wholesale TOs, consortia, DMCs).
• Strong knowledge of international luxury leisure markets.
• Strong knowledge of the main distribution channels.
• Ability to develop strategic plans for the segment.
• Ability to negotiate and understand complex commercial and legal agreements.
• Analytical skills and knowledge of key commercial and financial indicators.
• Strong negotiation, leadership, organizational, teamwork, and team-management skills.
• Fluent English; Italian and a second language (French or German) is a plus.
• Willingness to travel frequently.
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