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Rome, Italy

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REF1043L

Director of Sales (M/F) | Orient Express La Dolce Vita

Region

Europe and North Africa

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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.

Arsenale Group
Arsenale is a multi-brand Group capable of providing a comprehensive service to the largest and most renowned luxury global market operators who wish to expand in Italy. Founded and supported by internationally renowned entrepreneurs and investors, Arsenale aims at creating the leading luxury hospitality group in Italy. To pursue that ambition, the Group launched an impressive investments plan to boost tourism and made-in-Italy through the acquisition, re-development and enhancement of iconic hotels and hospitality solutions in the most beautiful locations of the country. 
Arsenale Express SpA is the Division of the Group dedicated to luxury train cruises. On June 15th, 2021, the project “Il Treno della Dolce Vita” has been officially launched, in collaboration with Trenitalia SpA – Gruppo Ferrovie dello Stato. The Train has been conceived to show up the beauty of Italian peninsula and its territory through a luxury offer based on a new hospitality concept of the highest level. 
As a result of the Term Sheet signed on December 6th, 2021, between Arsenale SpA and ACCOR S.A involving Trenitalia SpA and Fondazione FS Italiane, a strategic partnership has been settled between the Groups further enhancing the luxury trains project as “Orient Express – Il Treno della Dolce Vita”. 
Two Trains will be operating mid-2024 and the entire fleet of 6 trains will be operating by the end of 2026. The trains will cover more than 16.000 km of railway, 15 Regions will be crossed, and 128 cities will be reached. Each trip will be of 1-3 nights with the highest comfort and quality standard. 


Job Description


Reporting Line
The Director of Sales reports directly to the General Manager with a dotted line to the VP Sales & Marketing at Orient Express Trains & Cruises.

Location
Rome (travel abroad is to be anticipated).

Mission
The Director Sales (DOS) is responsible and accountable for the revenue of the business. To maximize this revenue, the DOS will establish strategic action plans and be responsible for their implementation globally for all market segments. As the sales leader, the DOS will ensure his/her team is aligned to the sales objectives.

The DOS will establish, submit, and oversee the budget related to his/her activity and ensure the best ROI. Furthermore, he/she will provide regular reports on their activity and competition and ensure all stakeholders are consulted and kept informed on the continuity of the approved strategic and action plans and will take corrective actions when required.

Roles and responsibilities

  • Establish a strategic action plan for all trade segments: Leisure, MICE, Corporate, Entertainment, special interest close groups.
  • Work closely with the marketing department to ensure messages and assets are aligned with the brand.
  • Submit annually a budget in terms of costs and revenue in line with the business plan.
  • Be responsible for the respect of budget allocated to sales.
  • Ensure the sales team is well equipped and trained to face challenges and set the KPIs for the team.
  • Maintain a sharp and regular business intelligence on competition.
  • Establish regular reports on activities and prepare periodical business reviews.
  • Work closely with Revenue Management at the product and brand levels.
  • Work closely with the reservation deck and have regular meetings to update the team on upcoming activities and promotions.
  • Interact and keep informed all departments in the business (operations, finance, legal etc…).
  • Be directly involved in key account management and update the CRM tools.
  • Identify and develop new business streams through both trade and direct sales.
  • Organize, coordinate, and attend all key trade events and exhibitions globally and involve the team when necessary.

Qualifications


Knowledge and experience

  • Bachelor's degree (and preferably a Master’ degree) in Hospitality Management, Business Administration, or a related field (a relevant combination of education and experience will be considered).
  • Additional certifications or specialized training in sales and marketing will be highly valued.
  • Fluent in Italian and English (French is a plus).
  • Proven track record of success in driving sales and achieving revenue targets within the luxury hospitality industry, preferably with a minimum of 5 years of experience in a senior sales management role.
  • Comprehensive understanding of the ultra-luxury hospitality market and a keen sense of market trends, competitor analysis, and customer preferences.
  • In-depth knowledge of luxury brand standards and an ability to align sales strategies with the product’s unique positioning and target customer segments.
  • Proven ability to develop and maintain strong relationships with luxury travel agencies, corporate clients, event planners, and other key stakeholders within the luxury travel industry.
  • Experience in formulating and executing strategic sales plans to drive revenue growth, expand market share, and achieve financial targets.
  • Strong analytical skills and the ability to leverage market intelligence and data to identify opportunities, optimize pricing strategies, and maximize revenue potential.
  • Proficiency in forecasting and budgeting, with a focus on maintaining a healthy mix of business across various market segments while minimizing displacement and maximizing profitability.

Competencies

  • Demonstrated ability to lead and inspire a high-performing sales team, setting clear goals, providing guidance, and fostering a culture of collaboration and accountability.
  • Possesses a strong international multi-cultural orientation, with an ability to work with a diverse team, experience in working with international clientele, knowledge about trends and market dynamics globally.
  • Strong leadership skills with a focus on mentoring and developing sales professionals to achieve exceptional results.
  • Exceptional verbal and written communication skills, with the ability to articulate the trains’ value proposition and engage with clients at all levels.
  • Strong negotiation and presentation skills, including the ability to develop compelling sales proposals and deliver persuasive presentations to potential clients.
  • Collaborative approach to working with internal stakeholders, including the marketing, revenue management, and operations teams; but also with the Brand and Owner companies, to ensure alignment and drive synergies.
  • A genuine passion for hospitality and a commitment to delivering exceptional guest experiences.
  • Ability to cultivate strong client relationships, anticipate client needs, and provide personalized service and attention to detail throughout the sales process.

La diversité et l’inclusion pour Accor, c’est accueillir chacun et chacune dans le respect de ses différences en donnant la priorité aux seules qualités et compétences. Notre ambition est de développer l’emploi, mieux accueillir, offrir d’excellentes conditions de travail et  favoriser l’évolution de l’ensemble des collaborateurs et notamment des personnes en situation de handicap. N’hésitez pas à nous faire part de vos éventuels besoins spécifiques afin que nous puissions les prendre en considération lors de votre processus de recrutement.

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