Director Travel Trade, Latin America
The Leading Hotels of the World, Ltd
Location
São Paulo, SP | Brazil
Job description
The Director Travel Trade, Latin America is responsible for leading the travel trade sales segment across Latin America, leading and liaising with the Travel Trade team across LATAM, and strategic account management of assigned key luxury leisure agencies and consortia partners in Brazil, Mexico, and Argentina on behalf of our member hotels globally. As the Director Travel Trade, Latin America, you will join the Global Sales team, reporting into the Managing Director, Americas, and you will be accountable for bringing the company’s global sales strategy to life across the region and segment.
Key Objectives include:
- Grow hotel revenue from the Travel Trade segment by developing and implementing appropriate sales strategies across the Latin America region.
- Maximize resource allocation across the Travel Trade segment to grow revenue efficiently from this region.
- Ensure that the teams meet hotelier expectations by working closely with key hotels to understand their strategies, needs, and expectations and translating these into the appropriate actions.
- Strategic account management for assigned managed Travel Trade accounts in the Latin America region to drive revenues to member hotels.
The ideal candidate will be a self-disciplined, dynamic, pro-active, creative, positive-minded, and highly self-structured sales professional and people manager with strong strategy and execution skills. This individual will be able to strengthen client relationships and develop a team that is amongst the best in the industry. This individual will be able to develop and strengthen client relationships with stakeholders at all levels of seniority, as well as initiating and taking ownership of projects. Through strategic planning and collaboration with colleagues and hoteliers alike, this individual will optimize revenue from the Latin America region to Leading’s portfolio of over 400 independent luxury hotels worldwide. Demonstrating a commitment to excellence in meeting the company’s objectives is key, as is a proven track record of strategic planning and implementation leading to successful outcomes.
This is a full-time position located in Sao Paulo or Mexico City . We offer flexible workplace policies that can accommodate work from home candidates who are comfortable traveling to our local office location two days a week, where applicable.
Please note that reasonable accommodations may be made to enable individuals with disabilities to perform the following essential responsibilities:
- Leads the travel trade sales team and segment across Latin America.
- Analyzes, develops, and executes strategies to optimize revenue from the travel trade segment in Latin America.
- Executes strategic key-account management of assigned key luxury leisure agencies and consortia partners in Latin America on behalf of our member hotels globally.
- Develops new account business opportunities and contacts in assigned territories that will drive revenues to member hotels globally.
- Executes account development plans to ensure objectives, strategies, and activities are aligned with the business needs,
- Works with team to develop and fulfill on revenue generation plans.
- Oversees complex sales relationships and negotiations to help drive sales where needed.
- Manages group and corporate segment opportunities, when applicable.
- Take ownership of strategic projects where required, outlining objectives, strategies, and activities, while monitoring ROI
- Enhances the level of awareness and preference of the company in the region and maintains the necessary personal contact and relationships with identified major key accounts, hotel members and others.
- Assess and react to market trends, market share, and the competitive hotel environment.
- Develops initiatives that deliver and go beyond set revenue targets to selected member hotels as part of our collaborative approach to business.
- Educates member hotels and provides consulting on how to grow revenue from the region.
- Works with global and regional marketing teams on developing B2B and B2C marketing
- Develops, documents, and enforces sales policies, standard operating procedures, and best practices.
- Works collaboratively with regional offices to ensure strategic and procedural alignment.
- Produces compelling presentations and conducts efficient meetings with team, Sr. Management, project stakeholders and hoteliers.
- Manages effective and constant CRM (Sales Cloud) usage to ensure sales effectiveness and delivery according to company standards and leads team members to ensure usage of the tool.
- Strategically plans frequent regional Sales Missions, Showcases and Events for clusters of hotels, aimed at optimizing revenue for member hotels attending, and elevating the LHW brand.
- Participates in relevant industry events and tradeshows where necessary.
- Develops productive relationships with industry partners that are brand-aligned e.g. airlines to strategically initiate activities such as fam-trips to member hotels in key outbound destinations.
- Seek opportunities and materialize fam trips that will focus on hotels and accounts that will generate ROI for all involved parties.
- Travels regularly to maintain relationships with team, clients, and hoteliers.
- Manages, motivates, and develops the Latin America Travel Trade sales team through annual performance reviews, regular one-to-ones and team building activities, ensuring a highly productive and positive team atmosphere to maximize engagement and results.
- Provides consistent and effective leadership, direction and guidance to the team and takes corrective action in a timely manner that is aligned with company policy and practice.
- Directly manages and oversees hiring, onboarding, goal setting, and performance management in collaboration with Human Resources.
- Ensures adherence to applicable laws and regulations and partners with Legal and Human Resources to ensure compliance and minimize risk to the company.
- Develops and manages department budgets, optimizing efficiency wherever possible.
- Effectively controls expenses throughout the year in collaboration with MD AMER and Accounting.
- Is true to LHW’s core values and promotes teamwork and trust with colleagues and clients alike.
Of course, this is just a sample of the kinds of work this role will require! You should assume that your role will encompass other tasks, too, and that your job duties and responsibilities may change from time to time at the company’s discretion, or otherwise applicable with local law.
Requirements & Experiences
- Bachelor’s degree in hospitality, business, marketing, sales management or similar; MBA a plus
- 10+ years sales/hospitality experience. Ideal background is a sales role for a luxury hotel brand – either on-property, regional, or global.
- 5+ years management experience, at least some of it managing a team distributed across multiple locations with a variety of focus areas and functions.
- Latin America market knowledge and relationships.
- Experience working with sales, marketing & distribution technology, and CRM.
- Well-connected and networked in the hospitality and travel industry.
- Ability to travel to accounts within territory, as well as to attend necessary industry events.
Skills & Abilities
- Results driven with outstanding strategic sales leadership skills.
- Demonstrated ability to listen, analyze, sell, and negotiate.
- Excellent written and verbal communication (English, Spanish and Portuguese required, other languages a plus).
- Basic understanding of marketing.
- Strong organizational, prioritization, planning, and execution skills.
- Ability to assess, discern, and create strategies that work across the organization.
- Willingness and ability to innovate, take calculated risks, and flex to change.
- Experience engaging with hotel membership.
- Facility in translating changing market dynamics to actionable sales strategy.
- Expertise in managing multiple department budgets, creating goals, and implementing business processes.
- Situational leadership skills and ability to mentor/coach staff and inspire best performance.
- Strong technical skills related to sales CRM, reporting, presentation creation, etc.
- Strong work ethic; team player; willing to help co-workers in high demand times.
- Ability to see big picture, patterns, and details and translate into numbers.
- Reputation for influencing others and building trust.
- Ability to represent/demonstrate LHW core values.
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