Regional Director of Group Sales

Who we are:

Virgin Hotels Collection (VHC), the parent brand of Virgin Limited Edition (VLE) – Sir Richard Branson’s award-winning collection of unique retreats, hotels & exclusive islands, and Virgin Hotels (VH) – the luxury lifestyle hospitality brand, is focused on growth and driving positive change and differentiation within the luxury hospitality industry.

Virgin Limited Edition includes Necker and Moskito Islands in the Caribbean’s British Virgin Islands, Ulusaba Private Game Reserve in South Africa, Kasbah Tamadot in Morocco, The Lodge in Verbier, Mahali Mzuri, a tented safari camp in Kenya, Mont Rochelle Hotel and Mountain Vineyard in South Africa, Son Bunyola Estate in Mallorca. Please visit www.virginlimitededition.com for more details.

 Virgin Hotels combines heartfelt service with a personalized hotel experience and the innovation and smart disruption that Virgin Group has pioneered for 50 years, in locations such as New York, Nashville, New Orleans, Dallas, Chicago, Edinburgh, and London. 

Your mission:

Should you decide to accept it...

The Global Sales Office (GSO) is responsible for positioning Virgin Hotels Collection as a market leader in the ultra-luxury (VLE) and luxury lifestyle (VLE) space by driving awareness through targeted segment strategies. They manage the brand’s global strategic partnerships and generate incremental sales through new client acquisition and overall account management.

The Regional Director of Group Sales is responsible for delivering property level top-line revenue through the development and implementation of key strategies, while also fostering a team-centric sales culture. This role will focus on the individual property top-line revenue goals, RevPAR Index premiums, developing the talent pipeline, driving Virgin culture and engagement within the sales team, and cultivating strategic trade partnerships with key stakeholders and travel partners (Consortiums, Travel Advisors, Tour Operators, DMCs, Meeting Planners and Incentive Houses).

Through alignment and execution of key initiatives, the Regional Director of Group Sales will ensure achievement of the overall business objectives and collaborate with the respective leads in corporate marketing and revenue management and will be an integral part of the Virgin GSO (Global Sales Organization) leadership team.

The Nitty-Gritty:

What exactly you will be doing...

In helping you understand your role in working for a world class organization, the following is a list of your essential job responsibilities.  Please keep in mind that this list is not all inclusive and that you may be asked to perform other job tasks by your manager not listed below in the constant quest to provide “out of this world” customer service experience for our guests:

Key Accountabilities:

• The Regional Director of Group Sales will be focused on the overall management, productivity, and achievement of sales goals within the MICE (Meetings, Incentives, Conferences, and Exhibitions) community in the assigned territory
• Inspire and enhance the Virgin culture with on property teams, establishing a collaborative approach, providing support and guidance, and implementing best practices to enhance sales processes and customer satisfaction
• Develop and implement the overall global account strategy in alignment with strategic goals for accounts and properties
• Focus on growing the Virgin Hotels Collection Brand on a B2B level, driving synergies and economies of scale benefitting the hotel portfolio
• Increase penetration of high potential accounts to optimize demand across the brand and satisfy important property needs
• Monitor, evaluate and own book of business to uncover new buyers, incremental group revenue 
• Identify emerging market trends, consumer behaviors, and competitive threats to inform strategic decision-making and help properties maintain a competitive edge

Key Responsibilities:

• Represent Virgin Hotels Collection at key industry events, shows, and conferences
• Generate hotel awareness through outside sales calls, client entertainment, presentations both in person and virtually, familiarization trips, sales trips, networking, and attending industry events
• Cultivate and maintain strategic trade partnerships with key stakeholders and travel partners (SITE Global, FICP, Meeting Planners and Incentive Houses) in the assigned region
• Develop comprehensive SMART goals detailing objectives, timelines, and sales methods to increase market share
• Pro-actively target and solicit new MICE business, utilizing D&B Hoovers and Cvent Analytics for prospecting and targeting new accounts 
• Maintain sales infrastructure and tools (including Delphi, CVENT, Group Proposals, etc.)
• Oversees contracting in collaboration with legal and property teams
• Utilize Group360 for data analytics to track and analyze sales performance and account penetration 
• Maintain all contacts, accounts, activities and booking information in CRM tool as per corporate standards
• Align overall field sales strategies with an understanding and support of the highest priority properties

Background must-have:

• Current, legal and unrestricted ability to work in the United States.
• This is a remote role with a preference for working East Coast hours. 
• Minimum 5+ years of Luxury Hotel experience, with established relationships in the groups market within the assigned region/or vertical. GSO experience is a plus
• Bachelor’s degree or equivalent experience is preferred
• Entrepreneurial, self-motivated, organized, and able achieve goals with minimal direct supervision and a self-motivated approach
• Strategic thinker with high emotional intelligence and strong interpersonal skills
• Must function optimally in a team environment and possess a dynamic and agreeable demeanor, capable of managing conflict effectively
• Strong time management skills, able to manage multiple priorities and reprioritize when necessary
• Exceptional follow-up capabilities and a strong business development acumen
• Able to demonstrate quick wins, to gain incremental business to the brand within first 90 days