Corporate Vice President - Global Sales

Rotana Hotel Management Corporation PJSC

Job Description

Are you a commercially savvy senior sales leader with a passion for hospitality and a strong track record in global account management. If yes, we would love to hear from you.

We are looking for a Corporate Vice President of Global Sales to join our team and lead Rotana s international sales strategy across key markets and customer segments.

The Corporate Vice President Global Sales is a key executive leadership position accountable for shaping and delivering the global sales vision and driving top-line performance across all hotel segments and geographies. This role steers a high-impact, insight-led sales strategy encompassing corporate, MICE, leisure, government, wholesale, TMCs, and consortia business, as well as overseeing all Global Sales Offices (GSOs). The VP is responsible for ensuring maximum revenue delivery through effective market penetration, strategic account management, technology enablement, and team excellence, while maintaining strong alignment with properties and General Managers.

General Duties and Responsibilities will include-

• Strategic Leadership & Vision
• Defining the Global Sales Vision- Establish a compelling and cohesive global sales strategy that supports the companys growth agenda across owned, managed, and franchised properties. Ensure alignment with brand positioning, expansion priorities, and evolving customer behaviours.
• Commercial Integration- Translate the companys commercial vision into a clearly articulated global sales strategy and plan with measurable global sales objectives, KPIs, and regional execution plans.
• Growth Orientation- Identify white space opportunities, emerging markets, untapped customer segments, and new business models to expand market share and revenue contribution.
• Sales Transformation & Innovation- Lead the modernization of the global sales organization by embracing digital tools, data-driven selling, automation, and performance enablement platforms.
• Organizational Scalability- Evolve a scalable global sales structure that balances central oversight with regional agility, ensuring optimal deployment of talent, resources, and investments.
• Change Leadership- Inspire a culture of accountability, agility, and resilience across the global sales function. Lead through change, whether in response to market dynamics, restructuring, or industry disruption.
• Thought Leadership & Brand Representation- Serve as a senior ambassador for the company in key commercial forums, trade events, and partnerships, articulating the company s value proposition.
• Market & Segment Growth
• Segment-Specific Growth Strategy- Lead the development of distinct go-to-market strategies across all key B2B segments. Ensure each is supported by KPIs, value propositions, and local activation plans.
• Feeder Market Penetration- Deepen presence in high-value source markets such as GCC, UK, Germany, France, CIS, India, and China, guided by potential and conversion rates.
• Emerging Market Development- Drive proactive expansion into new and underserved markets, led by macroeconomic trends, digital consumption, and customer movement.
• Customer Acquisition & Share Growth- Accelerate acquisition and increase wallet share within accounts. Leverage account planning and cross-segment selling.
• Strategic Partnerships & Alliances- Build strong partnerships with tourism boards, DMCs, TMCs, airlines, and global consortia to expand network and access key customer bases.
• Segment Diversification- Respond to demand shifts by launching strategies for long-stays, remote workers, bleisure, and sustainability-focused guests.
• Performance Monitoring & Responsiveness- Use real-time data and market intelligence to track segment performance, shift resources, and maintain ROI focus.
• Global Sales Office (GSO) Oversight
• Defining the Role and Relevance of Each GSO- Articulate the purpose and strategic value of each GSO. Tailor office mandates based on market maturity, potential, and strategic account proximity.
• Driving Alignment and Accountability- Create a framework linking GSO performance to revenue, account growth, and engagement, with KPIs aligned to priorities.
• Clarifying Account Ownership and Engagement Models- Implement transparent engagement and attribution models that eliminate duplication and support collaboration.
• Embedding Operational Consistency- Standardize GSO processes, tools, and reporting. Ensure system adoption and global lead management protocols.
• Strengthening Relationships with Hotels and General Managers- Act as the senior link between GSOs and GMs. Share results, insights, and respond quickly to hotel needs.
• Leading High-Performance Teams- Attract and develop top talent. Promote a culture of empowerment, cross-GSO collaboration, and clear career paths.
• Ensuring Commercial ROI and Cost Discipline- Manage budgets, resource use, and billing transparency. Ensure owners see clear value and results from sales investments.
• Account Management Strategy
• Strategic Account Planning- Mandate dynamic annual account plans with historical data, goals, and action roadmaps, reviewed quarterly.
• Resource Optimization- Regularly assess structures, coverage, and tools to prioritize high-yield activities and phase out low-value ones.
• Commercial Collaboration & Alignment
• Revenue Management- Partner on pricing strategies, forecasting, and tactical planning by segment.
• Distribution- Strengthen direct channels, manage intermediaries, and lower acquisition costs.
• Marketing- Sync with marketing on campaigns, content, and brand positioning for B2B segments.
• Loyalty & CRM- Use data insights to increase retention, repeat business, and integrate loyalty into client strategies.
• Hotel Pre-Openings & Conversions- Lead commercial input in new hotel launches and rebrands. Ensure GSO activation and market readiness.
  
  

Skills

Education, Qualifications & Experiences

• Bachelors degree in Business, Hospitality, Sales, or related field.
• Minimum 10 years of progressive sales leadership experience, including global roles
• Proven track record in global account management, handling multinational clients and strategic partnerships
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Knowledge & Competencies

The ideal candidate will be dynamic and well qualified, with a high level of motivation and enthusiasm and should possess following competencies-

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