Director Global Sales Strategy, Planning

il y a 2 semaines


Bruxelles, Région de Bruxelles, Belgique Radisson Hotel Group - Corporate Office - Sales Temps plein

Radisson Hotel Group is one of the world's largest hotel groups with nine distinctive hotel brands, and more than 1,600 hotels in operation and under development in 120 countries.

The Group's overarching brand promise is Every Moment Matters with a signature Yes I Can service ethos.

People are at the core of our business success and future.

Our people are true Moment Makers and together we bring the culture, spirit, environment and opportunities that empower you to be your best, every day, everywhere, every time.

Together, we make Every Moment Matter.


We are looking for a
Director of Global Sales Strategy, Planning and Support to join the passionate RHG Global Sales Team.


Job Location:
Brussels or Marid


The Director of Global Sales Strategy, Planning and Support is responsible for developing and executing RHG sales strategies across the Centre of Excellence (from now onwards CoE) aiming to generate demand, increase market share, strengthen relationships, drive loyalty and consumption from RHG's global corporate account portfolio, Leisure Travel, Luxury Travel and Meetings & Events segments into the Radisson Hotel Group.


Furthermore, the Director of Sales Strategy and Planning is responsible for steering the strategic transformation project as define in our 5-year plan.

This role requires as well to undertake the performance management, drive the commercial relationship with our outsourced vendors, elaboration and monitoring of Sales operating plans, Sales incentive plan and identification of new business opportunities.


Proactive management of the team, relationships with key accounts (direct and third party), associations and internal stakeholders such as SVP Sales, SVP Revenue Management, Regional Directors of Sales, Director of Data & Business Intelligence and ownership groups, will be critical to thrive in this role.

The Director of Global Sales Strategy, Planning and Support must possess extremely strong communication skills, be an articulate presenter in both small and larger groups (meetings and on stage) and be current in industry trends both within the hotel segment and within the various business segments that he/she is help responsible for.


Key Responsibilities:

Steering of 5-Year Plan & Sales Value Creation project (45%)

  • Lead Sales Transformation through the supervision & adjustments to the 5Year Plan execution
  • Drive the Sales Value Creation (SVC) initiatives planning and rollout across the extended Sales teams
  • Steer relevant guidelines for Account management and ensure an optimal Account portfolio assignment across areas
  • Lead the central commercial relationship with the outsourced vendor monitoring the management of SME Accounts & RFP admin processes
  • Pursue the ongoing strategic plan to develop & activate B2B Leisure partners aligned with RHG strategy to drive rate and dynamic pricing
  • Together with Area Director of Sales, identify initiatives and new markets to play in across EMEA, INDIA and SEAP
  • Provide support and share specific knowledge to Sales teams in areas to boost Sales at a local level
  • Ensure the department has accurate, up to date information about the marketplace, industries and segments and using it to seek opportunities and optimize incremental revenue generation.

Performance Management (25%)

  • Supervise B2B CRM (SAP Sales Cloud) developments to ensure optimal tool usage by Sales teams (incl. M&E agents)
  • Continuous improvement of performance measurement by leveraging internal technological & data tools, and oversee general reporting
  • Steer the improvements of Sales tracking tools & dashboards with the Reporting Tool (Pulse) environment by aligning with Revenue management priorities
  • Monitoring of the Sales incentive plan (SIP) to foster account portfolio production, business pipeline and CRM usage
  • Set targets & monitor the performance of the outsourced vendor and engage with corrective actions jointly with the vendor and the Director of Sales when relevant.
  • Ensure that measurement systems are available, actionable and robust, to track accurately the production of all targeted global accounts across all theatres including traditional business as well as cross and upselling efforts.

Supervise Budget controlling & governance (15%)

  • Handling and controlling the Sales cost budget on an annual basis.
  • Perform the review of the SHERPA budget governance to develop a costefficientmodel allowing for sustainable / profitable sales growth and flexible scaling of our sales effort in relevant regions.
  • Propose the relevant arbitrations along the year to ensure the relevant use of financial resources
  • Build business cases to request additional investments (Opex & Capex) when relevant
  • Staying abreast of and reacting to business trends to prioritize, focus and enhance the contribution from the EMEA International sales teams.

Professional Management Activities (15%)

  • Spotting sales talent within the team/company and develop


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