Director, MICE/Group, Worldwide Sales – Hybrid AZ

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Join BWH Hotels – Where Passion Meets Purpose

At BWH® Hotels, we don't just offer employment opportunities, we create opportunities to be part of something extraordinary. As a global leader in hospitality for nearly 80 years, our vision is to inspire travel through unique experiences. Joining our corporate team means becoming part of a dynamic and inclusive community that values innovation, collaboration, and making a meaningful impact in the travel industry.

Headquartered in Phoenix, Arizona, BWH Hotels boasts a powerful portfolio of 18 brands, including WorldHotels™, Best Western® Hotels & Resorts, and SureStay Hotels®, with approximately 4,300 hotels in over 100 countries. We take pride in our top-ranking employee engagement scores and foster a workplace culture where your contributions truly matter. Join us and be part of a team that's shaping the future of hospitality!

Job Purpose

We are looking for a Director, MICE/Group, Worldwide Sales, who will provide strategic leadership for BWH Hotels’ MICE global sales organization and drive revenue contribution through our preferred partner intermediary clients. This individual will lead business development efforts, partnership strategy, and optimization to achieve the company’s sales and revenue objectives.

Essential Job Results

  • Strategic Leadership
    • Demonstrated ability to lead a top performing sales team
    • Develops and executes global strategy for 3rd party intermediary partnerships.
    • Conducts competitive analysis, evaluates market position, and identifies strategic business opportunities.
    • Leads sales planning to increase revenue contribution and improve cost-of-sale efficiency.
    • Ensures brand and property alignment with business activation requirements, promotions and  partner commitments.

  • Business Development & Partnership Management
    • Establishes and maintains executive relationships with key 3rd party partnerships.
    • Identifies new business opportunities and partnerships that align well with BWH Hotels business objectives.
    • Drives hotelier engagement through education of marketplace dynamics and partner program expectations.
    • Ensures representation at key industry events to educate and influence marketplace direction and strengthen brand credibility.

  • Operational & Financial Accountability
    • Oversee team budget, ensuring optimal allocation of partnership fees, incentives, and marketing funds.
    • Monitors financial targets, KPI performance, and revenue contribution across all preferred partner accounts.

Team Leadership & People Development

  • Leads and develops a global sales team with a strong customer- and partner-focused orientation.
  • Guides performance management, training, hiring, retention, and succession planning.
  • Ensures alignment across sales, marketing, revenue management, operations, technology, development, and affiliate/PDR offices.

Cross-functional Collaboration

  • Partners with internal stakeholders to ensure consistent communication, alignment, and execution of sales strategies.
  • Identifies operational issues that impact partner performance and leads corrective action efforts.               
  • Supports enterprise priorities by integrating global sales strategies with broader company initiatives.
  • Collaborates closely with BWH Hotels’ international affiliate and PDR offices to ensure timely communication, alignment, and education of preferred partner agreements and partnership opportunities.
  • Ensures ongoing education, updates, and strategic guidance to affiliate offices to support local activation of global preferred partner initiatives.
  • Leverage AI tools, industry data, and insights to monitor performance, identify trends, and optimize sales revenue strategies.

Education and Experience Requirements

  • Minimum of 10 years of experience in hospitality or travel related field.
  • Demonstrated experience leading global sales teams and managing large-scale partnerships.
  • Proven success in developing and executing partnership strategies.
  • Bachelor’s degree in Business, Marketing, Hotel Administration, or related field; or equivalent experience.

Required Knowledge and Skills

  • Leadership & Communication
    • Possesses strong thought leadership skills
    • Strong executive presence and ability to communicate complex concepts clearly.
    • Skilled in team leadership, influence, and cross-functional collaboration.

  • Industry & Technical Knowledge
    • Deep understanding of competitive landscape and global MICE RFP systems.
    • Knowledge of 3rd party intermediary models, including commissions, incentives, and RFP processes.

  • Financial & Strategic Acumen
    • Strong budgeting, forecasting, and financial analysis skills.
    • Ability to evaluate ROI of partnership economics and optimize cost of sale.

  • Relationship Management
    • Ability to cultivate strong internal and external partnerships.
    • Effective in navigating organizational dynamics and influencing outcomes.

  • Problem Solving & Execution
    • Strong analytical skills and ability to drive solutions with an entrepreneurial mindset.
    • Skilled at prioritizing competing initiatives and maintaining composure under pressure.

Work Location and Schedule

  • AZ-based positions will require onsite presence Mondays, Wednesdays and Fridays at our Global Operations Center, with the option to work remote on Tuesdays and Thursdays.  This hybrid model fosters intentional collaboration, teamwork, connection, and productivity, while still providing flexibility and work life balance.  The office address is 20400 N 29th Avenue, Phoenix, Arizona 85027.
  • May travel up to 50% of work time.

This position is not eligible for immigration sponsorship. 

Benefits Summary for Full-Time Employees  

· Medical/Dental/Vision available day one 

· Vacation/Sick- accruals start day one 

· Paid company holidays and personal holidays to celebrate what’s important to you  

· 401K - company contribution and match (U.S.) 

· Registered Retirement Savings Plan (RRSP) – company contribution and match (Canada) 

· Employee discounts/hotel discounts 

· Free financial and health wellness programs 

· Tuition Reimbursement 

Equal Employment Opportunity

BWH Hotels (the "Company") maintains a policy of equal employment opportunity for all employees and qualified applicants for employment without regard to race (including hair textures and hair styles associated with race), color or pigmentation, religion, religious creed (including religious dress and grooming practices), national origin, ancestry, alienage or citizenship status, caste, age, disability, gender, gender identity or expression, sex, sexual orientation, LGBTQIA+ individuals, height, weight, pregnancy status, childbirth or related medical conditions, genetic information, uniformed service or veteran status, marital status, or any other characteristic protected by applicable federal, state, provincial, or local laws. The Company’s equal employment opportunity policy applies to all aspects of employment with the Company, including, but not limited to, hiring, promotion, transfer, benefits, discipline, and termination.