Vice President Of Global Sales

Reporting to the Chief Commercial Officer, the VP of Global Sales is responsible for ensuring the global sales organization’s resources, talent and investments are managed, developed, and levered to their fullest potential. The Vice President is responsible for the design, staffing, and oversight of all global sales management functions within the organization. This person’s primary focus is to develop the people, processes, and systems which maximize sales and revenue opportunities for the company’s expanding global portfolio of hotels and resorts. The VP will lead all global sales activities, efforts, and strategies for their optimal performance.

The ideal candidate adopts a roll-up-your-sleeves approach to management that is driven by a passion for building effective, innovative, and successful sales teams, who executes strategies which drive market share and overall profitability. The candidate must have proven experience in the identification of opportunities which maximizes revenue and profit potential with an ability to skillfully execute plans to secure their attainment with overwhelming proficiency and vigor. The candidate should be a self-motivated, energized, and creative individual who can demonstrate his/her knowledge, skills, and abilities in the mentorship, coaching and development of personnel within the sales organization.

Sonesta Hotel International and Red Lion Hotels are merging the two respective global sales organization into one cohesive team. The VP Global Sales will be responsible for all aspects of this merger and ultimately, leading the new team. The newly merged Global Sales organization will serve its key stakeholders, the Sonesta family of brands: Sonesta Hotels & Resorts, Royal Sonesta, Sonesta Select, Sonesta ES Suites, Sonesta Simply Suites, Red Lion Hotel, Red Lion Inn & Suites, Hotel RL, GuestHouse Extended Stay, Knights Inn, Americas Best Value Inn, Canadas Best Value Inn, and Signature Inn across 1200+ hotels, across the Americas region.

Sonesta Hotel International and Red Lion Hotels are merging the two respective global sales organization into one cohesive team. The VP Global Sales will be responsible for all aspects of this merger and ultimately, leading the new team. The newly merged Global Sales organization will serve its key stakeholders, the Sonesta family of brands: Sonesta Hotels & Resorts, Royal Sonesta, Sonesta Select, Sonesta ES Suites, Sonesta Simply Suites, Red Lion Hotel, Red Lion Inn & Suites, Hotel RL, GuestHouse Extended Stay, Knights Inn, Americas Best Value Inn, Canadas Best Value Inn, and Signature Inn across 1200+ hotels, across the Americas region.

• Direct and aid in the establishment of relationships with current key customers and accounts, owning key relationships on behalf of the company, be the face of Sonesta Hotels.
• Identify and secure new revenue opportunities, trends, and best practices to increase overall sales effectiveness.
• Work collaboratively with key stakeholders.
• Accountable for the Global Sales annual revenue goal (2021 revenue totals $135MM).
• Support Franchise & Development as called upon to support net units growth targets.
• Build a sustainable, leading edge global sales organization that is deeply entrenched in the appropriate vertical markets.
• Actively participate and hold leadership roles on industry boards and ensure the global sales team is actively engaged within each respective vertical.
• Manage the Global Sales budget to stay in budget, monitor expenses, source opportunities and generate an ROI.
• Lead and oversight of Customer Advisory Board.
• Ensure Sonesta Hotels has a strong presence within each industry and segment supporting the hotels.
• Partner with the VP Sales and EVP Franchise to develop a holistic approach to sales internally and externally.
• Manage all aspects of the transition of Sonesta and RLH to one Global Sales Organization.
• Set criteria for global accounts and monitor.
• Evaluate the performance of market segments (group business, wholesale accounts, corporate accounts, OTAs, etc.) and make recommendations as how to increase yield to the corporate and hotel leadership.
• Provide strategic vision to the overarching global sales structure.
• Oversight and direction of the Global Sales Organization’s entire sales effort and communicate to both the Regional and property teams.
• Educate the hotels on the enterprise accounts and service expectations.
• Lead both internally and externally.
• Partner with Key Stakeholder regarding the Sonesta STARRS recognition program.

• Aid in the preparation of industry data and trends to educate both senior leadership and the hotels.
• Develop vertical market strategic plans and monitor execution, as well as define the Sonesta strategic account sales methodology, culture, and adherence to best practices.
• Develop and implement strategies for expanding brand top line revenue and market share through strategic account management
• Analyze industry trends in multiple segments and develop sales action plans.
• Working with Director of Business Intelligence to source accounts that build the pipeline and fold those accounts into the global database.
• Lead enterprise contract negotiations.
• Design, develop and deploy the global sales organization’s strategy and detailed action plans which drive the attainment of the organization’s business objectives.
• Develop creative approaches to gain a competitive advantage to identify potential customers and gain their business.

• Proactively manage personnel issues in a professional and timely manner.
• Identify, attract, retain, develop, and motivate the ideal sales talent for our organization and its portfolio of hotels.
• Support, comply and promote company initiative, policies, and guidelines.
• Assist with architecture of successful sales training and development programs and strategies.
• Performance tracking, analysis, goal setting and monitoring of global sales revenue goals.
• Develop strong relationships with hotel DOSMs and sellers to ensure collaborative management and seamless interactions with customers.
• Provide ongoing training and development of sales professionals and educate other key stakeholders on the merits of training.
• Direct oversight of attendance and effectiveness of all trade shows and industry events.
• Responsible for monitoring, measuring, and driving accountability of the global sales organization.
• Work with Human Resources and hotel management to develop strategies to identify, hire and retain the best sales talent in the industry.
• Directly lead and manage the Global Sales Organization.

• Inspire your team to embrace and demonstrate our values.
• Capable of coaching, mentoring, and developing employees to perform to their highest levels and establishing a trusting environment to enrich the culture.
• Focus on the mission and well-being of the department, hotel, and company.
• Lead by example and operate with integrity and respect.
• Responsible for ensuring success through the eyes of employees, guests, and owners.
• Utilize and collaborate with resources across different departments and corporate office.

• 10 plus years as a leader of a of a Sales function (VP of Sales, Regional Director of Sales or Corporate Director of Sales) within the hospitality industry (corporate and hotel level), preferred.
• A high degree of business acumen.
• A successful track record of sales success and team development.
• Relevant experience in leveraging modern systems and processes to drive innovative business plans.
• Experience with developing strategic plans and leads vertical deployment.
• Excellent organization skills.
• Ability to deliver presentations in a concise, well-organized manner.
• Must possess the ability and willingness to travel 30% of the time.
• A successful track record of delivering exceptional sales performance.
• Appropriate professional appearance and demeanor.
• Knowledge of all key segments supporting the brand (Business Transient, Leisure, Group and Extended Stay).
• Experience leading a growing company, a startup company or company transitioning through significant organizational change preferred.
• Ability to think and act both strategically and tactically.
• Minimum of a bachelor's degree.
• Excellent oral and written communication skills.
• Proficient in Microsoft Word, Excel, and PowerPoint.
• Demonstrates knowledge of key systems and tools (i.e. Delphi, MeetingBroker, Lanyon, Agency360, reader board services, etc.) and distribution channels (CVENT, StarCite, etc.).
• Multi-brand hotel experience a plus.

• Various Employee Perks and Discounts
• Company Paid Short Term and Long Term Disability Insurance
• Sonesta Hotel Discounts
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• Company Paid Life Insurance
• Educational Assistance
• Paid Parental Leave