Vice President of Sales

Position Description

Vice President of Sales

Position Overview

The Vice President of Sales is a senior commercial leader responsible for driving sales strategy, revenue performance, and market positioning for The Fifth Avenue Hotel, while supporting the continued growth of Flâneur Hospitality.

As a member of the Executive Committee, this leader plays a central role in shaping hotel strategy, performance, and culture. The role demands an entrepreneurial, highly hands-on operator with a strong commercial instinct and the ability to move seamlessly between strategic leadership and disciplined execution.

The Vice President of Sales oversees the Director of Sales and Director of Reservations, ensuring full alignment across sales strategy, reservations, revenue optimization, and the guest booking journey. The role establishes clear commercial priorities, accountability, and performance standards while remaining directly engaged in key accounts, business development, and market activity.

In close partnership with the COO, CEO, and Creative Director, this leader helps shape the continued evolution of The Fifth Avenue Hotel and Flâneur Hospitality brands. Responsibilities include ensuring that commercial strategy, partnerships, and client relationships reinforce the brand’s distinctive identity, creative vision, and luxury positioning.

Beyond The Fifth Avenue Hotel, the Vice President of Sales partners with the COO on future management opportunities, acquisitions, and portfolio expansion. The role contributes to market evaluation, commercial strategy development, and the positioning and launch of future Flâneur properties.

This is not a traditional sales leadership role. It requires an owner-operator mindset—a leader who understands the direct relationship between revenue, profitability, brand equity, guest experience, and long-term asset value, and who acts decisively to drive results.

Key Responsibilities

Executive Committee Leadership

• Serve as an active, high-impact member of the Executive Committee.
• Shape hotel strategy, financial performance, culture, and operational priorities.
• Bring a strong commercial lens to all executive decision-making.
• Partner with leadership to optimize revenue, profitability, guest experience, and brand positioning.
• Maintain a holistic understanding of hotel performance across operations, finance, and guest experience.
• Act beyond functional boundaries when required to drive business success.
• Operate with urgency, ownership, and a solutions-first mindset.

Sales Strategy & Revenue Leadership

• Own and execute the hotel’s comprehensive sales strategy aligned with budget and long-term positioning.
• Drive revenue across luxury leisure, corporate, entertainment, group, consortia, and strategic accounts.
• Set clear production targets, priorities, and accountability standards across the sales organization.
• Identify and convert new business opportunities, markets, and revenue channels.
• Partner with Revenue Management on demand trends, pricing strategy, and need periods.
• Balance short-term revenue optimization with long-term rate integrity and brand positioning.
• Monitor market share, competitive performance, and account productivity.
• Maintain deep awareness of competitive positioning, pricing, and market dynamics.
• Make decisions grounded in both revenue growth and profitability impact.

Leadership & Departmental Oversight

The Vice President of Sales provides direct leadership to the Director of Sales and Director of Reservations, ensuring full commercial alignment.

• Lead, coach, and hold the Director of Sales accountable for revenue delivery and account performance.
• Oversee Reservations to ensure conversion excellence, service standards, and revenue optimization.
• Align Sales, Reservations, Revenue Management, Marketing, and Operations.
• Define and enforce KPIs across sales production, conversion, response time, and account growth.
• Evaluate team structure and scalability as the portfolio expands.
• Recruit and retain top-tier commercial talent.
• Build a high-performance, accountable, and collaborative culture.
• Maintain a visible, engaged presence with both team and market.

Account Development & Relationship Management

• Personally manage and grow key high-value accounts.
• Build and deepen relationships with luxury travel advisors, agencies, consortia, corporate buyers, and entertainment partners.
• Expand share within existing accounts while securing new strategic relationships.
• Ensure disciplined account segmentation and ownership across the team.
• Conduct regular performance and opportunity reviews.
• Represent the hotel in key industry forums, events, and client engagements.
• Develop partnerships that enhance both revenue and brand equity.

Brand Elevation & Strategic Partnerships

In partnership with the COO, CEO, and Creative Director, elevate brand presence and market positioning.

• Align sales strategy with brand vision and creative direction.
• Identify partnerships that strengthen revenue and brand relevance.
• Translate market intelligence into brand and positioning insights.
• Expand visibility among high-value luxury consumers, advisors, and cultural influencers.
• Ensure consistent, compelling articulation of the brand story across all sales channels.
• Collaborate across Sales, Marketing, PR, and Creative for unified market presence.
• Balance commercial opportunity with long-term brand integrity.

Luxury Leisure & Travel Trade

• Strengthen engagement with luxury travel advisors and key agency networks.
• Maximize performance through preferred programs, consortia, and luxury channels.
• Maintain strong visibility with top-producing advisors and partners.
• Drive high-value suite and premium room demand.
• Partner with Marketing and PR to align sales relationships with brand activations.

Group, Corporate & Entertainment Sales

• Grow high-value corporate, entertainment, and group segments while protecting rate integrity.
• Develop and manage strategic corporate accounts.
• Evaluate group business based on total revenue contribution and displacement value.
• Partner with Revenue Management and Events on pricing and conversion strategy.
• Maintain strong relationships with key corporate and entertainment decision-makers.

Flâneur Hospitality – Growth, Management & Acquisitions

In partnership with senior leadership, contribute to Flâneur Hospitality’s expansion strategy:

• Evaluate management opportunities and acquisitions from a commercial standpoint.
• Assess new markets, demand drivers, and revenue potential.
• Support due diligence, feasibility, and underwriting processes.
• Develop revenue assumptions and commercial positioning for new assets.
• Contribute to owner and investor presentations.
• Build scalable sales frameworks for future properties.
• Support pre-opening and launch commercial strategy.
• Leverage portfolio-wide relationships to drive cross-property value.
• Help shape a unified, high-performance commercial culture across the portfolio.
• Contribute to the development of future commercial leadership structure.

Commercial Collaboration

• Partner closely with COO, CEO, Creative Director, Revenue Management, Marketing, Operations, and Finance.
• Participate in weekly commercial and revenue strategy sessions.
• Provide actionable market intelligence and competitive insights.
• Collaborate on demand strategy, compression periods, and premium inventory optimization.
• Align marketing and creative initiatives with commercial objectives.
• Ensure operational delivery consistently matches sales promise.

Key Performance Indicators

Performance will be measured across:

• Rooms revenue, ADR, and RevPAR
• Market share and RevPAR Index
• Segment performance vs. budget and prior year
• New business acquisition and account growth
• Group conversion and production
• Luxury leisure and consortia performance
• Corporate and entertainment revenue
• Premium room and suite contribution
• Reservations conversion and optimization
• Sales pipeline strength and velocity
• Team productivity and performance
• ROI on sales initiatives and partnerships
• Overall profitability contribution
• Brand positioning impact
• Contribution to Flâneur growth initiatives, acquisitions, and new openings

Leadership Profile

The ideal candidate is:

• Entrepreneurial, decisive, and execution-driven
• Commercially sophisticated with strong profit orientation
• Highly networked and relationship-led
• Strategic yet deeply hands-on
• Proactive, curious, and opportunity-focused
• Polished, credible, and influential with luxury clientele and stakeholders
• Highly accountable and performance-oriented
• Creative in business development and market approach
• Collaborative, low-ego, and team-oriented
• A talent builder who elevates standards and performance
• Comfortable in a fast-growing, entrepreneurial hospitality environment
• Passionate about luxury hospitality, design, culture, and modern luxury travelers

The Vice President of Sales serves as a commercial leader, brand ambassador, and growth architect—driving performance at The Fifth Avenue Hotel today while helping shape the future of Flâneur Hospitality alongside the COO, CEO, and Creative Director.

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