Head of Sales

Head of Group Sales & Experiences

Strategy & Brand Positioning

• Define and execute the global go-to-market strategy for experiences, buyouts and MICE, aligned with brand positioning and corporate revenue targets
• Use market segmentation, competitive analysis and data-driven insights to identify priority markets, accounts, and service propositions (e.g., buyouts, incentives, corporate retreats, milestone celebrations)
• Create compelling value propositions and commercial packages tailored for luxury and corporate clients

Sales Leadership & Business Development

• Own the full sales lifecycle: prospecting, pitching, negotiating and closing high-value group contracts and buyouts
• Build and manage a global pipeline with target account plans, conversion metrics and robust forecasting
• Build and curate tools to properly showcase the potential of each resort in a group setting
• Lead key account management and personally cultivate relationships with strategic partners, DMCs, luxury travel advisors, event planners and agency partners
• Design incentive plans, KPIs and coaching for direct and resort-based sales teams to support strategy

Partnerships & Distribution

• Develop strategic partnerships with corporate travel buyers, PCOs, incentive houses, luxury travel curators and global agencies to expand distribution
• Collaborate closely with the global sales team (CDOS) to improve conversion, improve reach and leverage local networks
• Collaborate with revenue management and digital teams to integrate offers across direct, OTA and B2B channels while protecting rate integrity and profitability

Marketing & Thought Leadership

• Work with brand marketing and digital agencies to create targeted campaigns, collateral, presentations and immersive sales tools that showcase resort capabilities and signature experiences
• Represent the brand at trade shows, industry conferences, executive forums and client events to elevate visibility and win business

Event Delivery & Cross-functional Execution

• Partner with resort operations, F&B, guest experience and events teams to ensure seamless pre-event planning and on-site delivery, meeting/exceeding luxury standards
• Implement standardized event briefing, timeline, risk and quality-control processes for buyouts and large-scale experiences
• Ensure post-event client feedback, ROI reporting and continuous improvement loops are embedded

Innovation & Product Development

• Lead ideation for new experience concepts, bespoke programming and value-added amenities that leverage unique resort assets
• Pilot and scale experiential packages or exclusive buyout concepts that drive incremental revenue and elevate brand differentiation

Key Performance Indicators (KPIs)

• Revenue for experiences, buyouts and MICE
• Pipeline conversion rate and average contract value
• RevPAR/ADR uplift from group business
• New strategic partnerships secured and pipeline contribution
• Event satisfaction (NPS/CSAT)

Qualifications & Experience

• Bachelor’s degree in Business Administration, Marketing or related field; MBA preferred
• 12+ years of progressive sales leadership within luxury hospitality or high-end experiential events
• Proven track record of creating and executing go-to-market strategies that materially grew market share and revenue
• Strong commercial acumen: sales, pricing, contracting, negotiation, forecasting
• Excellent presentation, stakeholder management and people leadership skills
• Willingness and ability to travel frequently (regional & international)
• Creative thinker who develops boutique, high-margin experiential products
• Data-driven decision maker with strong analytical skills
• Collaborative leader who can influence cross-functional teams and drive operational excellence
• Comfortable working in fast-paced, high-stakes environments serving discerning clientele