Summary
A Canadian privately owned hospitality group with a multi-brand portfolio is seeking a senior commercial leader to join its executive team. The organization has grown steadily over the past five decades, operating across Canada, the United States and is built on a strong service culture and a belief that people drive long-term success. This is a senior enterprise sales leadership role responsible for driving hotel revenue strategy across a multi-property portfolio. The Vice President of Sales will own top-line commercial performance, with accountability for revenue growth, market share expansion, key account development, and the overall effectiveness of the sales organization. This leader will oversee the national sales function and work closely with regional and property-based sales teams, as well as Revenue Management, Marketing, Food & Beverage, and Operations, to ensure a fully aligned commercial strategy across all segments. The mandate is clear: build a more disciplined, data-driven, high-performance sales culture that consistently delivers profitable growth. $160K to $190K - Bonus
Description
Commercial Strategy
- Define and execute the national sales strategy aligned with enterprise revenue goals
- Identify new business opportunities, partnerships, and underdeveloped markets
- Contribute to long-range planning with executive leadership, including expansion initiatives
Revenue Performance
- Lead growth across all key segments including corporate, group, meetings and events, government, entertainment, transportation crew, and wholesale / FIT
- Analyze market trends, competitive activity, and demand patterns to guide strategy
- Own forecasting, KPIs, sales budgets, and overall revenue performance
- Lead account segmentation and prioritization strategy
Leadership & Team Development
- Lead and develop a geographically distributed national sales organization
- Partner closely with regional sales leadership to ensure alignment across all markets
- Establish clear performance standards, accountability structures, and operating rhythms
- Support compensation planning, incentive design, and performance management frameworks
- Strengthen succession planning and leadership development within the sales function
Client & Partner Relationships
- Build and maintain senior-level relationships with major corporate clients, travel partners, sourcing organizations, and industry stakeholders
- Lead negotiation of strategic agreements and key commercial contracts
- Represent the organization at key industry events, trade shows, and client forums
Cross-Functional Integration
- Partner with Marketing, Revenue Management, and Operations to ensure commercial alignment
- Support new openings, repositioning strategies, and portfolio growth initiatives
- Ensure consistency in brand delivery and customer experience across all channels
Analytics & Reporting
- Deliver clear, consistent reporting on sales performance to executive leadership
- Drive CRM discipline, pipeline visibility, and conversion tracking across teams
- Leverage sales analytics and insights to refine strategy and execution
- Embed stronger adoption of sales tools and technology across the organization
Success Measures
- Sustained, profitable revenue growth across priority segments
- Increased market share and stronger account penetration
- Improved pipeline visibility, forecasting accuracy, and conversion performance
- Stronger sales discipline and operating rhythm across all levels
- Development of a high-performing, accountable national sales team and future leaders
Requirements
- Bachelor’s degree in Business, Hospitality, or related field; MBA considered an asset
- 10+ years of progressive hotel sales leadership experience
- Proven success driving revenue across multi-property or multi-market environments
- Strong understanding of hotel distribution, segmentation, and revenue management principles
- Experience leading large, dispersed sales teams
- High proficiency with CRM systems and commercial analytics tools
- Strong executive presence with advanced negotiation and communication skills
Core Competencies
- Strategic thinking with strong execution discipline
- Commercial and financial acumen
- Leadership and talent development capability
- Relationship building and stakeholder influence
- Market awareness and adaptability
- Results-oriented mindset with strong accountability standards
Corporate Culture
- Competitive executive compensation package with performance-based incentive
- Comprehensive health, dental, and vision coverage
- Travel privileges and hospitality discounts
- RRSP matching program
- Life and disability insurance coverage