Summary Description:

As the Global Head of Corporate Sales at B&B Hotels, you will drive the strategic expansion
and coordination of our corporate sales efforts across multiple countries. This role is critical in
growing our base of SME and large multinational corporate clients by developing a standardized
global offering. You will be responsible for leading high-impact RFPs from major clients, setting
sales forecasts and strategic plans on a global level, and equipping our sales teams with the
tools they need to succeed. You’ll work closely with Product, Technology, Marketing and CRM
teams to ensure that our corporate sales approach is both innovative and competitive.
This role is integral to B&B Hotels’ growth in the corporate market, bringing together strategic
sales expertise, strong leadership capabilities, and an ability to innovate within a global
framework.

Key Responsibilities:

1. Strategic Sales Leadership

• Lead, coordinate, and harmonize corporate sales efforts across international teams to drive client acquisition and sales growth.
• Drive the expansion of our SME client portfolio in collaboration with international teams, identifying market opportunities and developing targeted approaches for growth in this segment.
• Develop and implement a standardized global offer tailored to attract large national and multinational corporations, ensuring consistency in value proposition and service delivery.

1. RFP and Bid Management

• Oversee and lead the response process for cross-border RFPs from large corporate clients, ensuring timely and competitive proposals.
• Collaborate with internal stakeholders to build compelling, value-driven proposals and presentations that address client-specific needs and position B&B Hotels as a preferred partner.

1. Sales Planning and Forecasting

• Set global corporate sales targets and create comprehensive sales plans to achieve them, balancing regional goals with overall growth objectives.
• Provide strategic insights and forecasting models to support decision-making at executive levels, ensuring that revenue targets are achievable and aligned with the company’s overall business strategy.

1. Collaboration with Product and Technology Teams

• Work with Product and Technology teams to identify, develop, and implement digital sales tools that enhance the productivity and effectiveness of our corporate sales teams.
• Partner with the CRM team to leverage data and customer insights in building effective sales strategies, targeted communication, and improved client engagement.

1. Sales Enablement and Training

• Develop and roll out standardized sales tools, playbooks, and training resources for corporate sales teams globally.
• Ensure that all teams have the resources, training, and support needed to maintain high performance and achieve client acquisition targets.

1. Market Analysis and Competitive Intelligence

• Monitor and analyze market trends, client needs, and competitor activities to ensure B&B Hotels remains at the forefront of the corporate travel industry.
• Identify opportunities for product enhancements or new offerings based on customer feedback and competitive insights.

● Experience and Background

○ 10+ years in corporate sales within the hospitality, travel, or corporate services
sector, with a strong track record in winning large multinational accounts.
○ Proven experience in a global or regional sales leadership role, coordinating
teams and strategies across multiple countries.
○ Knowledge of the corporate travel market, including procurement processes,
client needs, and market dynamics.

• Bachelor’s degree in Business, Marketing, or a related field; a master’s degree is a plus.

Skills and Competencies

○ Exceptional communication and presentation skills, with the ability to build relationships at executive levels within client organizations.
○ Strong analytical and strategic planning skills, with the ability to use data to make
informed decisions and set clear sales targets.
○ High proficiency in sales forecasting, budgeting, and performance analysis.