Director of Global Sales - MICE

Mandarin Oriental is looking for a Director, Global Sales, Midwest to join our Global Sales team.

Are you a master of craft? Do you thrive in a team that succeeds together, demonstrating integrity and respect while acting responsibly? Do you embrace a growth mindset? We invite you to become a fan of the exceptional.
 

Mandarin Oriental is the award-winning owner and operator of some of the most luxurious hotels, resorts and residences located in prime destinations around the world, with a strong development pipeline. Increasingly recognised for creating some of the world’s most sought-after properties, the Group provides legendary service inspired by Asian heritage whilst representing the very cutting-edge of luxury experiences.
 

About the job
 

Reporting to the Mandarin Oriental Corporate Office in New York, working remotely with in the Midwest region, the Director of Global Sales, Midwest is responsible for managing key client MICE relationships across assigned Midwest territories, serving as the primary point of contact for top accounts including key incentive houses and corporations.

The role focuses on developing strategic account plans, driving revenue growth through high-rated and incubator accounts, and maximising group business opportunities across the Mandarin Oriental hotel portfolio. The position also includes mentoring junior colleagues, leading client events and trade shows, and ensuring exceptional customer satisfaction while achieving room-night and revenue goals.

The Director of Global Sales, Midwest reports to the VP Global Sales, The Americas.

As Director of Global Sales, Midwest you will be responsible for the following duties:

• Implement account plans to maximise revenue of prospect and target accounts to diversify the client base.
• Achieve or exceed set revenue and room-night goals for all assigned accounts.
• Effectively manage a portfolio of key accounts through planned sales activity, maximising account potential in terms of rate and/or room-nights in line with overall sales strategies.
• Focus on the development of new accounts, particularly those commanding a higher average rate.
• Drive group business from all assigned accounts within the territory.
• Develop incubator accounts from prospect or new accounts within 12 months to generate new leads across the Group’s portfolio.
• Research and develop revenues from additional geographical territories as required.
• Work closely with hotel colleagues and third-party organisations or consultants in assigned territories to maximise sales opportunities.
• Serve as the point of contact for all clients in assigned geographical region, managing and facilitating initiatives and client engagement to enhance opportunities for hotels.
• Lead annual Global Sales Calendar events in the region including roadshows and sales trips, coordinate and participate in tradeshows, workshops and client events as required.
• Host in-person business meetings, site inspections and familiarisation trips.
• Maintain strong relationships with relevant airlines and National Tourism Organisations (NTOs).
• Ensure compliance with Mandarin Oriental standard policies and programmes.
• Develop and maintain a clean, accurate database of contacts in assigned markets.
• Ensure Salesforce is updated daily with activities and that traced actions are executed in a timely manner.
• Produce and analyse reports relevant to assigned markets as required.
• Attend internal meetings including, but not limited to, weekly sales meetings, quarterly segment update and weekly one-to-one meetings.
• Secure, analyse and evaluate economic and market information relevant to assigned territories.
• Monitor competitor sales activities and report findings during sales meetings.
• Provide assistance and support to Global Sales department operations as needed.
• Maintain professional appearance, communication and demeanor while representing the brand.
• Perform any other reasonable request as required by the VP Global Sales, The Americas.
• Comply with Mandarin Oriental standard policies and programmes.
   

As Director of Global Sales, Midwest, we expect from you:
 

Basic Qualifications   

• Bachelor’s degree required, preferably in Hotel Management, Business Administration or Marketing.
• Minimum of 8 years’ experience working in hotels, travel trade or a similar fast-paced industry.
• Global or regional sales experience is strongly preferred.
• Remote-based role requiring regular travel. Candidate must reside in Midwest US and be within one hour drive of a major airport.
   

Preferred Qualifications

• Proven track record of overachievement against ambitious revenue and growth targets.
• Strong sales leadership capabilities, with the ability to influence, develop and empower colleagues to achieve shared goals through a collaborative approach.
• Highly responsive and adaptable to changing workloads, timelines and business priorities.
• Strong interpersonal skills, with the ability to build effective relationships at all levels using diplomacy and tact.
• Demonstrated experience building and maintaining C-level agency and client relationships.
• Excellent written, verbal and presentation skills in English.

Our commitment to you

• Learning & Development. Your success is our success. We craft unique learning and development programmes for various stages in your career so that you grow, continuously.
• MOstay. When you work as hard as our colleagues do, it’s important to take time off. As a member of the #MOfamily, you can stay with us wherever you go in the world. The MOstay programme offers complimentary nights and additionally attractive rates on rooms for you and your loved ones.
• Heath & Colleague Wellness. Finding the right work-life balance is important. Your wellbeing matters to us. A variety of health benefits and wellness programmes are offered to all our colleagues, globally.
• Retirement Plans. When you show commitment to us, we reciprocate. We offer different retirement plans depending on the length of your service and your role.

$110,000 - $150,000 USD per annum, commensurate with qualifications and experience.

This is a remote role based out of Chicago.

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