DIRECTOR OF SALES, LEISURE CRUISES Orient Express - EMEA

Company Description

ORIENT EXPRESS

Artisan of Travel since 1883, Orient Express is a legendary brand, steeped in history and loved by past, present, and future generations. Representing the pinnacle of ultra-luxury hospitality within Accor Group, this brand is currently going through exciting phases of rebirth and expansion.

Orient Express embodies the refined nomadic spirit of travel, inviting each traveler to a place where the journey is the destination. Bringing awe-inspiring travel experiences to a new generation of adventurers, its exceptional portfolio includes The Orient Express, with its original carriages reimagined as the new embassy of French luxury; Orient Express La Dolce Vita, a train embodying the ‘Made in Italy’ way; Orient Express Silenseas – the world’s largest sailing ship; and hotels coming to Rome and Venice.

Progressively shaping the future of luxury hospitality, Orient Express is focusing on employee journey and growth.

Orient Express Silenseas

140 years after the launch of its first luxury trains, the Orient Express legend continues with the launch of the world’s largest sailing ships, the Orient Express Silenseas. A revolution in maritime history, and a fabulous project that pushes back the limits of what is possible. The result of a unique French partnership between Accor, the world leader in hospitality, and Chantiers de l’Atlantique, the world’s leading cruise ship builder. This extraordinary sailing ship of the future, with its spectacular interiors, will set sail in 2026.

Shipping HoldCo

For legal matters, the Orient Express Silenseas vessels will belong to the Shipping HoldCo Company, a subsidiary of Accor Luxury & Lifestyle, which owns and is responsible for the Silenseas vessel construction and operation.

Job Description

The Director of Sales, Leisure for the Cruises division at Silenseas Orient Express within the Accor Group is a strategic leadership role responsible for developing and executing comprehensive sales strategies. This position involves defining and implementing action plans aligned with objectives and strategies, advising on tactical activities, and overseeing various aspects of sales management.

Reporting directly to the VP Sales & Marketing at Orient Express Trains & Cruises, the Director of Sales Leisure duties, responsible for the EMEA region, will :

Define and Implement Action Plans

1. Develop comprehensive action plans in alignment with defined objectives and sales strategies.
2. Ensure the execution of plans to achieve long-term objectives while adapting to evolving market conditions.

Tactical Activities

1. Advise and implement tactical activities to achieve short-term sales objectives.
2. Collaborate closely with global sales teams and internal resources to drive effective and targeted sales campaigns.

Revenue Monitoring

1. Monitor sales revenue, analyze performance data, and collaborate with revenue management to optimize pricing and revenue strategies.
2. Implement corrective actions based on data insights to enhance revenue performance.

Professional Events Representation

1. Coordinate and represent the portfolio at professional events to strengthen relationships with key industry stakeholders.
2. Leverage events to identify new business opportunities and enhance brand visibility.

Account Portfolio Management

1. Manage a portfolio of key accounts, nurturing relationships and maximizing revenue opportunities.
2. Collaborate with global sales teams to identify and pursue new account acquisition opportunities.

Guidance and Training

1. Provide guidance and training to Accor global sales teams, ensuring a consistent approach and understanding of the leisure segment.

Reporting and Business Intelligence

1. Establish periodic reports and business intelligence to track performance against objectives.
2. Utilize data-driven insights to inform decision-making and optimize sales strategies.

Budget Management

1. Take responsibility for the budget allocated to the leisure segment, ensuring effective allocation of resources to achieve strategic goals.

Team Leadership

1. Lead and inspire the sales team, fostering a collaborative and high-performance culture.
2. Provide direction, mentorship, and support to achieve individual and team targets.

Qualifications

Preferable Background:

1. Master’s degree in business, Marketing, Hospitality, or a related field.
2. Minimum of 5 years of progressive experience in sales, with experience in a leadership role.
3. Proven track record of success in leisure sales within the travel and tourism industry. Train or cruising industry is a plus.

Competencies:

1. In-depth understanding of the travel agencies and tour operating world. Familiarity with luxury travel, trains, and cruise segments.
2. Strong leadership and team management skills. Ability to inspire and motivate a sales team toward common goals.
3. Excellent verbal and written communication skills. Ability to effectively communicate with internal and external stakeholders.
4. Strong analytical and problem-solving skills. Ability to use data-driven insights to inform decision-making.
5. Proven ability to drive sales growth and meet revenue targets.
6. Excellent networking and relationship-building skills within the leisure travel industry in the EMEA region.
7. Strong negotiation skills, particularly in contract negotiations with travel agencies and tour operators.
8. Ability to adapt to changing market conditions and implement effective strategies accordingly.
9. Familiarity with sales and CRM tools. Proficient in Microsoft Office Suite.

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