Director, Worldwide Sales, Business Travel

Director, Worldwide Sales, Business Travel

The Director, Worldwide Sales, Business Travel is responsible for leading the global strategy, performance, and growth of the Business Travel segment across all regions. Reporting to the Vice President, Worldwide Sales, Group and Business Travel, this role oversees a portfolio of globally managed accounts within the Americas and provides strategic direction and leadership for accounts across EMEA and APAC. With one direct report based in London, the Director will drive global alignment, deliver strong commercial results, and ensure regional relevance in execution.

A key focus of this role is to grow the segment through the acquisition of new high-value accounts and the expansion of existing relationships. Strong negotiation skills and commercial acumen are essential for maximizing ADR, optimizing room-type strategies, and achieving Non-Last Room Availability (NLRA) targets.

The successful candidate will possess a deep understanding of the global corporate travel landscape and the varying needs of companies across regions. By partnering closely with Account Directors and hotel stakeholders, this leader will attract, retain, and grow top-tier business travel accounts across the global portfolio.

What You'll Be Doing:

Strategic Sales Leadership

• Develop and execute the global sales and marketing plan for the Business Travel segment, ensuring alignment with overarching commercial goals.
• Lead strategic initiatives to drive performance in the Negotiated Corporate segment, including setting MBOs and collaborating on property-level strategies.
• Oversee the Americas WSO contribution to annual property Commercial plans with impactful events, familiarization trips (FAMS), and sales call programming.
• Achieve global revenue goals for Business Travel and deliver on key strategies to improve account performance and growth.
• Provide strategic support to new, renovated, and existing hotels to grow their Business Travel footprint.
• Drive innovation in a traditionally transactional market segment by introducing new approaches and optimization tactics.

Team Leadership & Collaboration

• Directly manage an Account Director; set and monitor revenue and performance goals.
• Lead performance reviews, development and succession planning processes.
• Lead global Business Travel team meetings to foster alignment, collaboration, and knowledge sharing across regions.
• Partner with select hotels to drive increased volume in the Business Travel segment.

Account Management & Revenue Growth

• Personally manage key global accounts, overseeing all aspects from selling and negotiating to relationship management and issue resolution.
• Lead the planning, execution, and evaluation of Business Travel events and activations, ensuring responsible budget oversight and clear ROI tracking.
• Use strategic rate negotiations, room-type planning, NLRA, and direct connectivity to increase average daily rates across key accounts.
• Apply strong yield management practices to maximize performance of assigned accounts.

Sales Operations & Optimization

• Oversee the global RFP process with a balance of administrative efficiency and strategic alignment.
• Ensure accurate and optimized GDS listings and rate structures.
• Leverage key sales tools and platforms (Account Evaluator, RevFinder, Agency 360, GDS, Lanyon, Hotelligence, Opera BI) to inform and enhance sales strategies.

Market Intelligence & Industry Presence

• Represent the brand as the global lead for Business Travel in client meetings and industry events, positioning the company as a strategic partner.
• Maintain deep knowledge of the global hotel portfolio that books Negotiated Corporate business and competitor strategies within the Business Travel segment.
• Build relationships and expand visibility through participation in relevant industry events.

Communication & Enablement

• Deliver compelling, content-rich presentations to clients, internal stakeholders, and industry audiences.
• Act as a subject matter expert, sharing strategic insights and recommendations with sales teams and leadership.

What You Bring:

• 7+ years of progressive sales leadership experience in the Business Travel market, preferably within hospitality or travel.
• Proven ability to lead regional sales strategy, manage sales teams, and achieve ambitious revenue goals.
• Bachelor's degree in business, marketing, hospitality, or related field

Key Behavioural Competencies:

Strategic Leadership & Influence

• Proven ability to lead and inspire teams, particularly in decentralized setting.
• Demonstrates accountability and ownership, while supporting others to succeed.
• Skilled at influencing sales behavior and driving performance through clear leadership.

Cross-Functional Collaboration & Stakeholder Management

• Builds effective cross-functional relationships and fosters a collaborative team culture within the WSO.
• Maintains strong, trust-based relationships with customers and internal stakeholders.
• Brings emotional intelligence, approachability, and likeability to all interactions.

Drive, Resilience & Innovation

• Highly motivated by achievement and continuous improvement.
• Thrives under pressure and maintains composure in fast-paced environments.
• Brings a resourceful, innovative, and determined mindset to solving challenges.

Key Functional Competencies:

Communication

• Exceptional written and verbal communication skills.
• Delivers compelling, high-impact presentations to diverse audiences.
• Clearly articulates complex ideas in an engaging and accessible manner.

Time Management & Problem Solving

• Manages time effectively, balancing multiple projects and deadlines.
• Demonstrates strong analytical and decision-making skills.

Industry & Business Acumen

• Deep level understanding of Business Travel segment; Knowledge of market trends, competitor landscape and sales strategies and customer business needs.
• Strong understanding of business drivers including technology, incentives, and budgets.
• Leverages data, reporting tools, and customer insights to drive team productivity and performance.

Technical Skills and Knowledge:

• Strong computer skills in a PC environment including MS Office (Word, PP, Excel, Teams, SharePoint, Power BI), Salesforce, Social Media, Golden Sales and Catering.
• Exceptional presentation skills.
• Adept at learning new applications.

Travel Required:

• Approximately 40% of time.

Base Salary Range:

• $180,000 - $200,000 USD

This role will be a Hybrid working model, which will require 3 days per week in office at the Four Seasons New York Sales Office located at 1 Rockefeller Plaza Suite 620 New York, NY.

Four Seasons is an Equal Opportunity, Affirmative Action employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply.