Director, Global Sales

About Pan Pacific Hotels Group

Pan Pacific Hotels Group is a vibrant and expanding organization consisting of three reputable brands: Pan Pacific®, PARKROYAL COLLECTION®, and PARKROYAL®. We are on an aggressive growth trajectory and seek passionate, motivated individuals committed to fostering a culture of service excellence as we continue expanding our global presence.

Role Overview

Situated at our Corporate Office in Singapore, this role calls for an energetic and driven professional to serve as Director, Global Sales, reporting directly to the Vice President, Commercial. The role entails optimizing and leading all sales assets within the Group, managing the Global Sales Office team alongside property and cluster sales units. This includes overseeing sales processes, tools, talent growth, and performance to achieve commercial success. Additionally, the position handles key global accounts and oversees the Group's global tradeshows and customer events planning and execution.

Key Responsibilities

• Craft, implement, and oversee the Group's Strategic Sales Plan covering optimized sales channels, segmentation strategy, comprehensive account management, global sales office functions, and management of global tradeshows, roadshows, and customer events.
• Support property and cluster teams in preparing their annual strategic sales and marketing plans, aligning with revenue targets and sustainable growth while mitigating risks.
• Design targeted global sales initiatives tailored to diverse market segments to enhance market reach, improve efficiency, and boost sales productivity.
• Lead efforts to instill and champion a strong commercial sales culture across the organization. Direct customer management and new business development activities to ensure alignment with strategic sales management and achieve revenue goals.
• Set ambitious room night and revenue objectives for each Global Sales Office/agency, by property and business segment, maximizing returns on sales investments.
• Implement robust systems for measurement and reporting to fulfill business requirements, minimizing credit conflicts among sales assets.
• Manage all global tradeshows and customer events, organize an annual events calendar, and represent the Group at relevant industry gatherings.
• Collaborate closely with Directors of Sales & Marketing and Catering Sales to meet their revenue targets.
• Oversee vital customer relationships across corporate, group, leisure wholesale, online travel agents, consortia, airlines, and alliances segments.
• Administer the Group’s request for proposal (RFP) processes, enhancing participation through coordination of global sales and property resources.
• Partner with the PANTHER Distribution team to ensure prompt and accurate rate loading and distribution.
• Develop and maintain sales tools, including Sales Force Automation, Annual Client Sales Plans, goal setting, and sales productivity reporting.
• Drive Global Hotel Alliance sales initiatives and optimize revenue through preferred consortia, G-Leads, group meeting partnerships, tradeshows, and customer activities.
• Lead, inspire, and assess key sales personnel with a focus on development and succession planning throughout property, cluster, and global sales teams.
• Assist in recruiting, retaining, and training key sales associates across teams, providing necessary coaching to meet annual business objectives.
• Provide strategic direction for sales management development programs organization-wide.
• Set financial, competitive, and operational goals, overseeing compliance through quarterly and annual performance reviews.
• Present senior management with corrective recommendations to ensure budget adherence.
• Conduct audits of property sales practices against Group standards, reporting findings to General Managers and senior leadership for implementation.
• Document and enforce Group best practices with up-to-date standard operating procedures and policies, including continuous review and development in response to market or technology shifts.
• Review sales incentive plans annually for relevance and competitiveness, providing recommendations.

Candidate Profile

• Senior-level experience in sales leadership within Asia Pacific’s hospitality, travel, or service industries.
• Proven history of managing Global Sales Organizations with outstanding revenue and market share achievements.
• Experience leading pre-opening sales and marketing initiatives for hotels.
• Global exposure in sales and customer relationship management.
• Strong international contacts in the MICE, leisure, and consortia segments throughout Asia Pacific.
• Demonstrated expertise in strategic sales management, resulting in market share and revenue gains.
• Exceptional communication, interpersonal, and presentation skills; fluency in Mandarin is essential with reading and writing Mandarin as advantageous.
• Competent in sales systems and tools with the ability to analyze reports and interpret trends.
• Skilled at stakeholder engagement and effective strategy execution.
• Self-driven team player comfortable working independently and autonomously.
• Capable of thriving under pressure in dynamic, fast-moving environments.
• Strong commercial acumen and business sense.

Additional Information

Pan Pacific Hotels Group is committed to providing equal employment opportunities, including for individuals with disabilities. Only shortlisted candidates will be contacted.