Group Head of Sales & Distribution (Hotels & Leisure)

An international company in the hospitality & entertainment industry has an open vacancy for a Group Head of Revenue, Sales & Distribution based in JHB North.

• Providing integrated strategic leadership across Sun Internationals Hospitality Revenue Management, Distribution, CRM and Sales portfolios (International, National, Sports, Events & Entertainment).
• Driving total non-gaming revenue performance (Rooms, Conferencing, Events, Ancillary)
• Maximising RevPAR, RGI, occupancy, conversion and channel profitability
• Leading customer acquisition, retention and CRM strategies
• Integrating pricing, distribution, and sales strategies into a single commercial engine
• Building a high-performance commercial organisation across all units
• This role consolidates revenue optimisation, demand generation, channel strategy and sales execution into one central commercial function to drive sustainable revenue growth across the portfolio.

• Understand the companys Hospitality strategy and develop an integrated Revenue, Distribution and Sales roadmap aligned to non-gaming revenue objectives.
• Provide commercial thought leadership across revenue optimisation, sales growth, CRM and channel strategy.
• Translate macro and microeconomic variables into short-, medium- and long-term commercial strategies.
• Create synergy and alignment between pricing, distribution and sales strategies across all hospitality and resort operations.
• Identify need periods and implement integrated commercial plans to drive occupancy, footfall and total spend.
• Influence future product, service and platform positioning through market insight and trend analysis.
• Revenue Optimisation & Pricing Governance
• Establish and maintain a Group Revenue Management Value Chain and revenue management cycle to optimise RevPAR, RGI and ancillary revenue.
• Develop and implement pricing strategies
• Distribution & Channel Management
• Develop and execute Group Distribution Strategy across OTA, GDS, Direct and emerging channels.
• CRM, Customer Lifecycle & Digital Integration
• Lead CRM strategy across acquisition, retention, loyalty and post-stay monetisation.
• Contact Centre, Inventory & Systems Oversight
• Oversee Contact Centre and Inventory teams managing leisure, corporate, gaming and tour operator bookings.
• Drive service excellence, conversion rates and operational efficiencies.
• Sales Leadership & Demand Generation
• Lead and integrate International, National, Corporate, Government, MICE, Sports, Entertainment and Event Sales portfolios.
• Develop and execute strategic sales plans aligned to revenue targets and EBITDA objectives.
• Financial & Commercial Governance
• Oversee consolidated budget, forecast and expense control for Revenue & Sales portfolios.
• Partnerships, Negotiation & Commercial Representation
• Build and manage strategic relationships with key suppliers, partners, sponsors and system providers.
• Negotiate commercial agreements, pricing and contract deliverables.
• Leadership, Talent & Culture
• Lead Revenue, Sales, Contact Centre and Inventory teams to optimise performance.
• Drive a high-performance commercial culture aligned to governance and ethics standards.

• Minimum 3-year Degree in Hospitality, Sales, Marketing, Business or Communications.
• Postgraduate qualification or additional Business Degree advantageous.
• Post graduate degree or an additional business degree is an advantage
• 1215 years senior experience in Hospitality Revenue Management and/or Sales, including 3 years at a senior management level
• Previous experience or knowledge of CRM processes and data analytics is preferable
• Demonstrable experience leading multi-functional commercial teams (Revenue management, Sales, Distribution, CRM).
• Proven track record in pricing strategy, demand generation, channel optimisation and EBITDA delivery.
• Demonstrable experience managing a team
• Seasoned commercial executive with advanced, specialised expertise in hospitality revenue management, sales strategy, distribution economics, CRM and related regulatory frameworks.
• Demonstrates the conceptual ability to integrate diverse commercial functions (Revenue, Sales, Distribution, Marketing, Contact Centre and Operations) to achieve unified business goals and revenue targets.
• Accountable for medium-term commercial planning (1224 months), translating strategy into executable growth plans that optimise new business, market share and profitability.