Senior Director of Sales (F/M/X)

ABOUT 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. 

ABOUT ARSENALE

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 this ambition, the Group launched an impressive investments plan to boost tourism and made-in-Italy through the re-development and enhancement of iconic hotels and hospitality solutions in the most beautiful locations of the country. 

ORIENT EXPRESS LA DOLCE VITA  

Orient Express La Dolce Vita has been officially launched by Arsenale SpA 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.  

A strategic partnership has been settled between Arsenale SpA and ORIENT EXPRESSinvolving Trenitalia SpA and Fondazione FS Italiane further enhancing the luxury trains project as “Orient Express – Il Treno della Dolce Vita”. Two Trains will be operating in 2025 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. 

Orient Express La Minerva, Rome 

Considered as the beloved capital of the Orient Express legend, Rome will be home to the first Orient Express hotel, Minerva, in 2024. Orient Express, in partnership with the Italian luxury hotel group Arsenale S.p.A, has entrusted the interior architecture and artistic direction of the hotel Hugo Toro. The former Palazzo Fonseca is a sumptuous 17th-century palace with a huge, majestic façade. A place of memory still adorned with its Roman columns, sculptures by Rinaldi Rinaldo, a disciple of Casanova, and the fascinating goddess Minerva. At the end of 2024, a new décor and interior inspired by the Roman domus and the riches of the "Eternal City" will be revealed with a new touch of contemporary elegance. 

Orient Express Palazzo Donà Giovannelli, Venice 

Architect and interior designer Aline Asmar from Amman and her studio Culture in Architecture has been chosen to enhance the decor of the former Palazzo Donà Giovannelli. Located just ten minutes from Venice's Santa Lucia train station, close to the Cannaregio shopping district and rooted in the origins of the Doge's City, the Venetian palace is a treasure trove built in 1400 by the architect Filippo Calendario, who famously designed the Doge's Palace. Formerly the residence of the Duke of Urbino, a patron of the arts, it has been renovated twice by the architect Gian Battista Meduna. The hotel will offer 45 rooms and suites, all overlooking the gardens and canals of Venice. 

The Senior Director of Sales for hotels & Trains is a strategic leadership role responsible for defining, developing and executing comprehensive sales strategies. This position involves defining and implementing action plans aligned with objectives and strategies, advising on tactical activities, and overseeing various aspects of sales management. 

The Senior Director of Sales is accountable for the delivery of budgeted revenue of the portfolio and oversee activities of the sales team of each property. 

CORE RESPONSIBILITIES 

Define and Implement Action Plans 

• Develop comprehensive action plans in alignment with defined objectives and sales strategies.  
• Ensure the execution of plans to achieve long-term objectives while adapting to evolving market conditions. 

Tactical Activities 

• Advise and implement tactical activities to achieve short-term sales objectives. 
• Support, guide and collaborate closely with the sales team to drive effective and targeted sales campaigns. 

Revenue Monitoring 

• Monitor sales revenue, analyse performance data, and collaborate with revenue management to optimize pricing and revenue strategies. 
• Implement corrective actions based on data insights to enhance revenue performance. 

Professional Events Representation 

• Coordinate and represent the product at professional events to strengthen relationships with key industry stakeholders. 
• Leverage events to identify new business opportunities and enhance brand visibility. 

Account Portfolio Management 

• Oversee a portfolio of key accounts handled by property sales teams. Nurture relationships at the highest levels and maximizing revenue opportunities. 
• Monitor activities of the sales team to identify and pursue new account acquisition opportunities. 

Guidance and Training 

• Provide guidance and training to Accor global sales teams, ensuring a consistent approach and understanding of the leisure segment. 
• Ensure a flow of information is in place so that global sales teams are perfectly up to date with product news and hencements. 

Reporting and Business Intelligence 

• Gather periodic reports and business intelligence and create dashboards to track performance against objectives. 
• Utilize data-driven insights to inform decision-making and optimize sales strategies. 

Budget Management 

• Take responsibility for the budget allocated to the sales teams, ensuring effective allocation of resources to achieve strategic goals. 

Team Leadership 

• Lead and inspire the sales team, fostering a collaborative and high-performance culture. 
• Provide direction, mentorship, and support to achieve individual and team targets. 

REPORTING LINE  

The Senior Director of Sales reports directly to the management of the properties and oversee the sales teams of the Italian portfolio of Orient Express.

The Senior Director of Sales has a dotted line to the VP Sales & Marketing at Orient Express Trains & Cruises in Paris.

Educational Background: ideally master’s degree in business, sales, Hospitality, or a related field.  

Experience: Minimum of 10 years of experience in sales, with experience in a leadership role. Proven track record of success in sales within the travel and tourism industry and all segments. Experience in Luxury Train, cruising industry, tour operating is a plus.  

Industry Knowledge: In-depth understanding of the travel agencies and tour operating world. Familiarity with luxury travel, trains, and cruise segments.  

Leadership: Strong leadership and team management skills. Ability to inspire and motivate a sales team toward common goals. 

Communication: Excellent verbal and written communication skills. Ability to effectively communicate with internal and external stakeholders and at C level. 

Analytical: Strong analytical and problem-solving skills. Ability to use data-driven insights to inform decision-making. 

Sales Acumen: Proven ability to drive sales growth and meet revenue targets. 

Networking: Excellent networking and relationship-building skills within the leisure travel industry. In USA and UK in particular. 

Negotiation: Strong negotiation skills, particularly in contract negotiations with travel agencies and tour operators. 

Adaptability: Ability to adapt to changing market conditions and implement effective strategies accordingly. 

Technology Proficiency: Familiarity with sales and CRM tools. Proficient in Microsoft Office Suite.