Director of Sales – Luxury Partners

Mangia's; Palermo; In loco; EUR 90.000 - 130.000; Tempo pieno

Descrizione del lavoro

Mangia's Hotels & Resorts is seeking a senior commercial leader to define and drive the luxury intermediary channel (wholesale TOs, consortia, DMCs, luxury networks) across the 5‑star and 5‑star portfolio. You will work with GMs and HQ to achieve revenue goals and shape strategic partnerships with top luxury partners.

You will negotiate complex contracts, align with Marketing, and lead a dedicated commercial team to optimize production, ADR, and conversion while representing the group at major

Competenze

• Degree in Economics, Management, or STEM; Master’s a strong plus.
• 8–10 years in commercial/sales roles in international luxury hospitality; at least 4 years as Director.
• Strong network in luxury travel (TOs, consortia, DMCs).
• Deep knowledge of international luxury leisure markets.
• Strong knowledge of main distribution channels.
• Able to develop strategic plans for the segment.
• Able to negotiate and understand complex commercial agreements.
• Analytical skills and knowledge of key commercial/financial indicators.
• Strong negotiation, leadership, organizational, teamwork and team-management skills.
• Fluent English; Italian plus a second language (French or German) is a plus.

Mansioni

• Define and implement the channel strategy for luxury intermediaries (wholesale, consortia, DMCs).
• Achieve annual revenue budgets with GMs and HQ stakeholders.
• Negotiate contracts and rate conditions with leading international luxury partners.
• Build and maintain strategic relationships with key luxury accounts.
• Coordinate the commercial team and set targets, KPIs, and development plans.
• Monitor channel performance and define corrective actions with RM.
• Represent the Group at international luxury travel trade shows and roadshows.
• Partner with Marketing on luxury channel materials and content.

Conoscenze

Strategic planning

Negotiation

Leadership

Team management

Relationship building

Market knowledge

Fluent English

Formazione

Master's degree in Economics/Management

Bachelor's degree in Economics/Management

Strumenti

CRM systems

Descrizione del lavoro

Lead and develop the commercial strategy for the luxury intermediary channel (wholesale tour operators, DMCs, luxury consortia, travel designers) across the Mangia's Hotels & Resorts 5 _and 5_L portfolio, maximizing revenue and brand positioning in the high-end segment.

Key Responsibilities:

• Define and implement the channel strategy for luxury intermediaries (wholesale, consortia, DMCs, luxury networks), in line with the Group's revenue and brand positioning goals.
• In conjunction with GMs and other HQ stakeholders, achieve annual revenue budgets.
• Negotiate commercial agreements, framework contracts, and rate conditions with leading international luxury partners.
• Build and maintain strategic relationships with key accounts in the luxury/wholesale segment (e.g., Virtuoso, Traveller Made, American Express FHR, luxury DMCs).
• Coordinate the dedicated commercial team and set targets, KPIs, and development plans.
• Monitor channel performance (production, ADR, conversion) and define corrective actions with Revenue Management.
• Represent the Group at international luxury travel trade shows, workshops, and roadshows.
• Partner with Marketing on materials and content dedicated to the luxury channel.

Requirements:

• Degree in Economics, Management, or other STEM majors; a Master's degree is a strong plus.
• At least 8-10 years of experience in commercial/sales roles in international luxury hospitality firms, with a focus on the intermediary/wholesale channel, including at least 4 years as Director.
• Established network of relationships in the luxury travel segment (wholesale TOs, consortia, DMCs).
• Strong knowledge of international luxury leisure markets.
• Strong knowledge of the main distribution channels.
• Ability to develop strategic plans for the segment.
• Ability to negotiate and understand complex commercial and legal agreements.
• Analytical skills and knowledge of key commercial and financial indicators.
• Strong negotiation, leadership, organizational, teamwork, and team-management skills.
• Fluent English; Italian and a second language (French or German) is a plus.