Global Director - Business Travel & Entertainment Sales

Viceroy Hotels

Viceroy Hotels & Resorts offers a fresh take on hospitality, centered on the richness of experiences and cultural connection. A leader in modern luxury, Viceroy is committed to creating unique, immersive experiences that allow guests to craft unforgettable narratives rooted in the authenticity of each destination. Viceroy’s portfolio of hotels and resorts can be found in a diverse array of breathtaking and inspiring locations, including Los Cabos, Santa Monica, Chicago, Riviera Maya, Kopaonik, Snowmass, Washington, D.C., St. Lucia, Portugal’s Algarve, and the recently opened Sun Valley resort in Idaho.

Location

Viceroy Hotels Corporate Office - New York

Overview

Viceroy Hotels & Resorts is expanding its global commercial organization and investing in an enhanced internal sales platform designed to strengthen customer ownership, accelerate portfolio-wide revenue growth and build deeper relationships across priority Business Travel and Entertainment segments.

The Global Director, Business Travel & Entertainment Sales will lead the development and growth of Viceroy's strategic relationships across corporate travel, travel management companies and the entertainment, media and production industries. Reporting to the Vice President, Global Luxury & Leisure Sales and Business Travel & Entertainment Sales, this highly visible role will be responsible for identifying and developing high-value accounts, increasing production from established partners, opening new sources of demand and connecting enterprise relationships with the Viceroy hotels and destinations best positioned to benefit from them.

This is a business-development role at its core. The successful candidate will combine an established network and exceptional relationship skills with strong commercial judgment, account discipline and an understanding of how negotiated rates, demand patterns, pricing and portfolio needs come together to generate profitable revenue.

This role will be based in New York City. Remote work outside of New York City may be considered based on qualifications and experience.  Travel for this role is expected to be 30-40% based on business needs. 

Responsibilities

Strategic Account Leadership & Revenue Growth

• Own and develop a portfolio of Viceroy's priority Business Travel and Entertainment accounts across the global portfolio.
• Develop and execute strategic account plans with measurable revenue, room-night, market-share and account-growth objectives.
• Identify and convert new sources of business while increasing share from established corporate and entertainment relationships.
• Build multi-property opportunities by matching account demand patterns with appropriate Viceroy hotels and destinations.
• Maintain a disciplined pipeline of target accounts, opportunities and business-development initiatives and be accountable for converting that pipeline into measurable production.
• Evaluate account performance continually and redirect time and resources toward relationships capable of delivering meaningful commercial value.

Business Travel

• Develop and manage relationships with priority corporate travel buyers, procurement leaders, travel managers, TMCs, TMC account leaders and other relevant corporate travel intermediaries.
• Identify corporate accounts with meaningful portfolio-wide potential and develop strategies to establish or expand Viceroy's preferred and negotiated relationships.
• Partner with Revenue Management and property commercial teams on negotiated-rate strategy, account qualification and annual RFP processes.
• Evaluate account value beyond topline production, considering rate, demand patterns, need periods, hotel participation and broader portfolio opportunity.
• Identify opportunities to increase Viceroy's share of corporate transient demand across existing and emerging markets.
• Support hotels in converting global account relationships into locally relevant production while maintaining centralized ownership and visibility of the broader relationship.

Entertainment, Media & Production

• Build and manage strategic relationships across priority entertainment, media and production segments, including relevant studios, production companies, streaming and media organizations, entertainment travel buyers, specialist TMCs and agencies, and other high-value industry partners.
• Identify and develop transient opportunities generated by film, television, music, media, fashion, sports and related production activity where commercially relevant to the Viceroy portfolio.
• Establish Viceroy as a trusted hospitality partner for entertainment-industry clients requiring discretion, flexibility, responsiveness and highly personalized service.
• Develop preferred relationships and portfolio agreements capable of producing recurring business across multiple Viceroy destinations.
• Partner closely with property-level Entertainment and Business Travel sales leaders to deploy enterprise relationships locally, avoiding duplication while improving access, coordination and conversion.
• Maintain visibility into emerging productions, projects, travel patterns and industry activity capable of generating future demand.

Commercial Strategy & Revenue Optimization

• Partner closely with Revenue Management, property commercial leadership and corporate Sales to ensure account strategies support both revenue growth and profitable business mix.
• Use production history, rate performance, market intelligence and future demand to determine where Viceroy should pursue, expand, renegotiate or decline account opportunities.
• Support annual negotiated-account strategy and RFP processes across participating hotels.
• Understand account demand by market, day of week, season and booking behavior and use those insights to improve account deployment across the portfolio.
• Provide commercial intelligence that helps hotels make informed decisions regarding pricing, availability, account participation and need-period strategy.
• Balance account growth with rate integrity and long-term portfolio value.

New Business Development

• Proactively identify corporate, entertainment and media relationships where Viceroy has limited or no existing penetration.
• Develop relationships with senior decision-makers rather than relying solely on inbound opportunities or established procurement processes.
• Create strategies for converting high-potential prospects into productive portfolio accounts.
• Identify white-space opportunities created by new hotel openings, new destinations, changes in corporate travel patterns, productions and evolving entertainment-industry demand.
• Support pre-opening and ramp-up hotels by connecting them with qualified enterprise accounts early in their commercial development.

Portfolio & Property Collaboration

• Serve as the enterprise connection between Viceroy's global organization and property Business Travel and Entertainment sales teams.
• Develop a clear understanding of individual hotel priorities, need periods, account opportunities and commercial challenges.
• Provide property teams with account intelligence, introductions and enterprise access while enabling them to manage local conversion and servicing effectively.
• Coordinate portfolio-wide opportunities so clients experience Viceroy as one commercial organization rather than a collection of unrelated hotels.
• Establish clear account ownership and communication protocols to minimize duplication between Global Sales and property sellers.
• Partner cross-functionally with Revenue Management, Marketing, Operations, Finance and hotel leadership where account strategy requires broader organizational coordination.

Industry Engagement & Market Intelligence

• Represent Viceroy at relevant corporate travel, TMC, entertainment, media and industry events.
• Conduct targeted sales missions, account reviews, client meetings and market-development activities.
• Maintain active knowledge of corporate travel trends, entertainment-industry activity, competitive positioning and changes in travel procurement and distribution.
• Translate market intelligence into actionable recommendations for Viceroy's corporate and property commercial teams.
• Build Viceroy's visibility and credibility within priority Business Travel and Entertainment communities.

Commercial Intelligence & Accountability

• Maintain disciplined ownership of all assigned accounts, contacts, opportunities, RFPs and activities within Viceroy's CRM platform.
• Develop and maintain strategic account plans and a clearly defined pipeline of existing and prospective business.
• Track account production, room nights, revenue, rate performance and other agreed KPIs.
• Measure the effectiveness of account-development initiatives and industry participation.
• Provide regular account, pipeline and market updates to the Vice President, Global Luxury & Leisure Sales and Business Travel & Entertainment Sales and relevant hotel commercial leaders.
• Use data alongside relationship intelligence to prioritize resources and drive measurable commercial outcomes.

Qualifications

• Minimum 7 years of progressive experience in luxury hospitality sales, global sales, corporate travel, entertainment sales or a related commercial discipline, with demonstrated ownership of strategic accounts and measurable revenue production.
• Demonstrated success developing strategic corporate, Business Travel and/or Entertainment accounts and generating measurable revenue growth.
• Established relationships within corporate travel, TMC and/or Entertainment, Media and Production communities strongly preferred.
• Strong understanding of negotiated corporate travel, annual RFP processes, account production and commercial rate strategy.
• Experience selling a multi-property luxury hotel or resort portfolio highly desirable.
• Experience within luxury or upper-upscale hospitality strongly preferred.
• Strong commercial acumen, including the ability to interpret account production, rate performance, revenue data, demand patterns and market trends and translate those insights into account strategy and action.
• Strong understanding of how negotiated corporate and entertainment business interacts with Revenue Management, pricing strategy, need periods and profitable business mix.
• Excellent strategic account-management, relationship-building, negotiation, presentation and communication skills.
• Demonstrated CRM discipline and experience managing complex account pipelines, RFPs, contacts and opportunities.
• Ability to build productive relationships with senior corporate travel buyers, procurement leaders, travel managers, TMC leadership and relevant entertainment-industry decision-makers.
• Ability to work independently while collaborating effectively with Revenue Management, corporate functions and property commercial teams.
• Exceptional discretion, judgment and professionalism when working with confidential, high-profile or sensitive clients and business.
• Bachelor's degree or equivalent combination of education and relevant professional experience.
• Ability and willingness to travel approximately 30–40%, including overnight domestic travel and occasional international travel.

Benefits

Highgate offers the following benefits package for this position:

• Medical insurance, dental insurance, vision insurance, life insurance, short-term and long-term disability insurance
• 401(k) Retirement Plan with employer matching contributions
• Paid holidays
• Paid vacation
• Paid sick leave (provided in accordance with applicable law)
• Employee assistance program (EAP)
• Tuition reimbursement
• Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law

Please click here for additional benefit details for the states of Washington, Colorado, and California.

Posting Date

This job opening was posted on November 9, 2026 and will remain open for at least 14 days.

Compensation: 140000 to 150000 (USD)