AIC Global Sales Director

Company Description

We are looking for Global Sales Director to join the All Inclusive Collection's Sales team at Ennismore.

Based in Miami, Florida and reporting out Vice President of Lux Sales and GSO All Inclusive Collection (AIC), this role is responsible for responsible for driving revenue growth, market penetration, and luxury brand positioning across the LATAM and U.S. markets for Rixos & All Inclusive Collection Hotels. This role leads strategic sales initiatives, key account development, and high-value partnerships while serving as a senior brand ambassador and commercial leader for the Rixos and AIC portfolio.

Why This Role Matters Now

Rixos & All Inclusive Collection Hotels are entering a pivotal growth phase in the LATAM and U.S. markets, with increasing demand for differentiated luxury and all-inclusive experiences. As competition intensifies and traveler expectations continue to evolve, this role is critical to accelerating market penetration, securing high-value strategic accounts, and strengthening long-term brand loyalty.

Job Description

More detailed scope of the role

Business Development & Market Penetration

• Brand Advocacy & Representation: Act as a brand ambassador for Rixos & All Inclusive Collection Hotels, promoting the brand’s unique value propositions and brand experiences at major LATAM/ USA market segment events, trade shows, and client engagements. Foster strong relationships with industry influencers and partners to enhance brand visibility and reputation.
• Aligned Sales Strategy: Work closely with global, regional, and property-based sales teams to elevate market visibility and optimize our presence in the LATAM/USA market segment.
• Strategic Sales Strategy Development: Development and execution of strategic sales initiatives and detailed reporting. Maintain a robust pipeline and seek continuous improvements to enhance the experience in alignment with brand goals.
• Strategic Partnerships: Identify and develop partnerships with key stakeholders, and leverage these relationships to drive revenue and brand positioning as a luxury brand.
• Prospective Accounts: Identify and evaluate potential LATAM/USA accounts by analyzing data, conducting account interviews, and developing tailored action plans to optimize engagement and sales conversion.

Strategic Account Management

• Product Familiarity: Maintain an in-depth understanding of Rixos & All Inclusive Collection Hotel's luxury offerings, rates, and promotions, ensuring proactive cross-selling across segments as needed.
• Competitive Analysis: Stay updated on competitors' offerings and market trends, delivering regular insights on competitive positioning to inform sales strategies.
• Customer Relationships: Build and sustain long-term relationships with key accounts, focusing on the LATAM/USA market as a priority. Work collaboratively with the Director of Luxury Sales & Global Sales Team on market-specific strategies.
• Customized Experiences: Design and implement tailored sales strategies and packages that cater to the specific needs and preferences of LATAM/USA market clientele.

Sales Execution & Market Intelligence

• Sales Blitzes: Lead and participate in city and outstation sales blitzes, driving revenue through proactive outreach in targeted geographies.
• Market Intelligence & Competitive Positioning: Continuously analyze market trends, competitor offerings, and customer preferences to inform strategic decisions.
• Proposal Development: Supporting in identifying and developing proposals for new LATAM/USA market segments.

Reporting, Planning & Accountability

• Weekly, Monthly and Yearly Reporting: Prepare accurate weekly, monthly and year-to-date revenue reports, highlighting insights for potential growth opportunities.
• Forecasting: Complete timely monthly forecasts, expect-to-turn reports, and prepare cost-effective sales trip budgets to maintain pipeline health.
• Regular Updates: Develop and submit comprehensive call and monthly reports, detailing activities, competitive insights, and forecasted figures.

Customer Service & Follow-Through

• Customer Support: Respond to all client inquiries within 24 hours, ensuring a seamless customer experience and building strong rapport with clients during site visits and events.
• Action Plans & Goals: Execute and track action plans for key accounts to meet sales targets, specifically focusing on high-priority markets.
• Client Satisfaction & Retention: Ensure exceptional service across all client touchpoints, establishing Rixos & All Inclusive Collection Hotels as a premier destination for LATAM/USA clients. High client satisfaction and retention rates are essential success indicators for this role.

Team Leadership & Development

• Mentorship & Skill Building: Act as a mentor to the sales team, providing guidance, skill development opportunities, and industry-relevant training to enhance team performance.
• Performance Tracking & Reporting: Establish and monitor key performance indicators (KPIs) to evaluate sales performance and team effectiveness. Utilize data analytics to provide insights and actionable recommendations for strategic adjustments, driving continuous improvement in the team outcomes.
• Team Motivation & Cohesion: Promote a collaborative, high-performing work environment. Recognize achievements, foster open communication, and ensure team alignment with shared goals.
• Talent Growth & Succession Planning: Partner with the T&C Regional team to identify and nurture high-potential team members, supporting their career progression and contributing to a strong pipeline of future leaders within the sales team.

Revenue & Rate Management

• Occupancy & Rate Maximization: Focus on maximizing hotel occupancy and average rates through strategic, selective selling.
• Yield Management: Collaborate with other Commercial team stakeholders to optimize pricing strategies and implement effective yield management practices tailored to LATAM/USA clientele.
• Rate Policy Compliance: Ensure all special deals comply with company guidelines, coordinating approvals as needed with the Director of Luxury Sales & Global Sales Team.

Key Performance Drivers

• Revenue Growth: Drive Rixos & All Inclusive Collection Hotels’ growth within the LATAM/USA market segment by enhancing market visibility, securing key accounts, and fostering long-term client loyalty.
• Brand positioning: Positioning Rixos & All Inclusive Collection as a preferred choice for LATAM/USA clients through strategic account management and continuous market analysis.

Administrative Excellence & Reporting

• Efficiency in Communications: Optimize administrative duties, ensuring an average of 5-7 face-to-face and 10 phone interactions daily without compromising correspondence efficiency.
• Technical Upkeep: Regularly update Electronic Distribution Systems in line with hotel operations.

Additional Responsibilities

• Task Force Participation: Participate in task force teams for new openings as required.
• Miscellaneous Duties: Execute other responsibilities as assigned by leadership, contributing to the overall success of Rixos & All Inclusive Collection Hotels’ LATAM/USA market sales strategy.

Qualifications

• 8+ years of senior sales experience within luxury and/or lifestyle brands.

• Proven track record of driving revenue growth and managing strategic/key accounts, ideally across LATAM and/or U.S. markets.

• Strong commercial expertise in luxury or all-inclusive resort sales, including pricing and selective selling.

• Demonstrated ability to build and leverage high-value partnerships and close complex commercial agreements.

• Experience operating in a global, matrixed organization, collaborating with regional and property-level teams.

• Executive presence and credibility to serve as a senior brand ambassador for Rixos & All Inclusive Collection Hotels.

• Data-driven mindset with hands-on experience in forecasting, pipeline management, and performance reporting.

• Willingness to travel extensively across LATAM, the U.S., and internationally.

• Fluent in English and Spanish, with the ability to conduct business negotiations and client presentations in both languages.

Additional Information

What's in it for you...

• The opportunity to bring exciting hospitality concepts to market and have a real impact on success.
• Join an innovative, fast-growing, international group that’s committed to not just building new hotels but building global brands.
• The chance to challenge the norm and work in an environment that is both creative and rewarding.
• Become part of a team that’s very passionate about creating great hospitality experiences and building a portfolio of brands.
• Great discounts across the entire Ennismore family.
• A competitive package and plenty of opportunity for development.
• This is a very special opportunity to join an exciting company, which is growing rapidly, and teams who work hard but above all have fun doing it.