Mandarin Oriental is looking for a Director to join our Global Sales team.

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional. 

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.

About the job

Based at Mandarin Oriental Marketing Office within the Commercial, Global Sales Partners Department in New York City, the Director needs to be highly motivated, a results oriented leader with a proven track record of performance and excellence in the Group Sales market. Qualified to develop, implement a well-defined and focused MICE sales strategy and account plan to achieve targets and objectives as agreed with the VP – Global Sales, The Americas.

The candidate must have 6 to 10 years if experience in hospitality industry.

As Global Sales Director, you will be responsible for the following duties:

Scope & Range

• Achieve and exceed sales revenue targets for account base to include NAL accounts and Non NAL accounts, specialty groups, via client engagement, prospecting initiatives, trade show participation, roadshow management and sales strategy deployment.

• Manage dedicated sales territory; meet and exceed revenue and personal goal and objectives as established by Balance Score Card.

• Assist V.P. of Sales when necessary to oversee Group Market Team for the US Global Sales, ensuring smooth operations and efficient time management and cost containment

• Motivate and inspire hotel colleagues, and associates, to achieve and exceed room revenue targets managing account portfolio supporting strategic goals for the US by leveraging every opportunity to maximize colleague performance, group conversion and closing business.

• Ability to analyze and interpret data related to PBI, Hotelligence STR, CRM and financial reports

• Embrace and practice established GS and Hotel MOHG Guidelines

• Provide leadership and set examples through full compliance with CVENT / Delphi Standards & Procedures

• Support the establishment of Best Marketing Practices by keeping abreast of new innovative tools, market data and recommending procedures  

Duties and Responsibilities

• Group colleagues are accountable to meet & exceed sales targets in account action plans and Balance Score Cards. Participate in one-to-one meetings with Supervisor and / or direct reports.

• Strategically support hotels through participation in performance calls, pre-opening calls, internal and owner business reviews, regional revenue calls, market Intel reports, on property virtual onboarding and mentoring calls were needed. Attend and facilitate regularly scheduled reviews of territory with VP of Sales, and / or Director of Commercial / DOSMs to support performance by hotel.

• Meet and engage with top clients on a regular basis to review and consistently drive and increase global production.

• Collaborate, design and implement with GS MICE team “key third party strategy” (i.e.; HelmsBriscoe, ConferenceDirect, Maritz, BCD M & E, Prestige). Solicit group business opportunities within MICE strategic partnerships to drive incremental growth and increase revenue performance.

• Align GS group market efforts with the hotel objectives by engaging in regular strategic discussions with GM, DOSM and hotel Group Market specialists.

• Efforts to include outlining initiatives, new business developments and strategies for upcoming months. Scheduled visits to the U.S. properties, and ongoing sales trips with each regional manager to meet top clients and review presentation styles.

• Provide strategic direction and represent the U.S. GS at key industry events such as IMEX America, FICP, SITE etc.

• Oversee development of effective and competitive Key Account Plans, Group Market Action Plans for key hotels and pipeline reviews. Establish an aggressive, thorough approach for managed territory by developing and incorporating New Business Development Plans for MICE market to maximize MOHG market share.

• Develop a comprehensive approach, fostering market leadership among Hotel and GS colleagues. Emphasis is placed on developing a group base for new openings and leveraging all opportunities to expand MOHG profile within the segment.

•  Seek opportunities and cooperate proactively with other members of the GS to network and promote the effective pooling of rsources and integration of sales efforts.

• Review sales/marketing media products, participate in MOdazzel calls and other information-based material to keep informed on all MOHG hotel offerings, facilities and services.

•  Engage and execute prospecting efforts building a multi-faceted approach to developing new business. Take an active participation in Bi annual MICE MISSION POSSIBLE group sales blitz.

• Participate and lead the Group’s US Roadshow, FanFare, FANtastic Week effort in key markets for the Group Segment in a forward-thinking, innovative way that drives the highest standards and results.

• Remain highly informed about the very latest on our competitors’ performance and offerings to assist hotels in their pricing and sales deployment strategies.

• Spearhead Group Market Segment forums with key clients and MOHG stakeholders to strengthen the Group’s position in the marketplace.

• Leverage MOHG programs such as MbMO, MObilize, MOving Up, FANtastic Gatherings, FANtastic Meetings, MO Loves Meetings, Plan your Moment and the like, to ensure MOHG success in the Group Market.

• Seek to improve the level of Group Meeting Planner awareness in the marketplace for MOHG through active participation in industry organizations.

• Oversee the Master Calendar for MOHG in the Group Market Segment.

• Ensure continuous prospecting and development of new high revenue group producers, subset markets to strengthen and build a qualified Global Delphi database.

• Participate and help design an effective, comprehensive electronic mailing schedule to promote MOHG hotels in the Group Market Segment.

• Communicate MOHG’s strategic vision with the GS Group Segment Team in a clear and consistent fashion throughout the MOHG organizational structure.

• Participate and develop account plans, utilizing internal tools and Mastering Legendary Sales Training opportunities by David McMurdo Consultants.  

• Ongoing development of self and others through coaching, mentoring and annual personal development plan.

• Monitor industry trends and make recommendations which allow hotels to maximize occupancy, average rate and revenue within the Group segment.

• To initiate sales trip activity to include : new account development and relationship building, increasing MOHG awareness, promoting action plan hotels and creating exposure for new development projects.

• Work with travel partners to secure familiarization trip opportunities including participation by quality clients and a structured experience that results in maximum benefit and exposure for MOHG including co-hosted events which highlight synergies within the MO portfolio.

• To continue to move forward with review of meetings technology to put/keep MOHG on the forefront of marketing, service and luxury delivery (CVENT, PPT  etc.)

• Oversee all meetings/events marketing materials, from tradeshow booth to pop-up booth, to invitations to advertising and eDMs. 

Position Dimensions:

• To demonstrate initiative and resourcefulness in developing methods for increasing market share, ensuring a high level of customer satisfaction applying effective problem-solving methodologies to resolve issues and challenges.

• To identify challenges and make recommendations for continuous improvement.

• To make independent decisions relating to solicitation methods and the management of sensitive and complex issues.

• To perform work independently.

• To understand and apply the dynamics associated with a dual customer base (hotels and customers).

• Assist to motivate sales colleagues and provide effective guidance to support staff and drive high performance.

• To prepare and deliver effective sales presentations.

• To express ideas and convey information effectively in oral and written communication.

Our commitment to you:

• Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously.

• MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.

• Heath & Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.

• Retirement Plans. When you show commitment to us, we reciprocate. We offer different retirement plans depending on the length of your service and your role.

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