Director, Sales / Business Development

Position Summary
The job holder is a senior sales head and key executive leader responsible for driving the formulation and execution of sales strategies, product development, and account optimization covering all HKDL sales channels for vacation and leisure business across Hong Kong and international markets. Reporting directly to the VP, Sales, the incumbent leads sustainable business growth from all distribution partners across China / Hong Kong and global source markets, which collectively drive a major portion of HKDL park attendance and hotel room night production.

Leading a dynamic sales and business development team based across China, Hong Kong, Southeast Asia and Northeast Asia, the role partners with all internal stakeholders and external business partners to execute HKDL’s Long-Range Plan and deliver full-volume and full-value sales targets, including park attendance, hotel room nights, ticket & hotel revenue, Pre-arrival sales products, Youth and BS&E event business.

The role manages diversified sales distribution channels including digital and social Direct To Consumer, E-commerce platforms, OTAs, travel agencies, transportation providers, local in-market distributors, BS&E and Youth Program partners. The incumbent possesses profound end-to-end industry knowledge and full-funnel business mindset to drive partner activation, sales conversion and inbound visitor growth across all source markets.

The job holder applies structured Building Block business analysis to optimize existing business and incubate innovative growth opportunities, continuously adapting channel strategies to evolving cross-market economic conditions, consumer trends and competitive dynamics. The role owns channel marketing promotions, partner product education, market intelligence tracking, resource allocation and distribution effectiveness reviews.

The incumbent leads the Resort’s sales digital transformation journey, formulating territory-wide e-commerce strategies, scaling digital sales capabilities, building high-level partnerships with key e-platforms, and co-developing digital commercial solutions with internal IT and Data teams.

The role maintains C-level industry relationships across global travel ecosystems to support HKDL’s long-term expansion, identify business risks and new growth opportunities, and deliver forward-looking strategic adjustments.

Leading a sizable multicultural business development team including China / Hong Kong-based cast members, overseas stationed staff, the role drives consistent execution, cross-regional alignment and unified commercial performance. The incumbent actively participates in corporate commercial councils and cross-functional working groups with Marketing and Revenue Management to co-create go-to-market strategies for all geo-markets.

Key Roles & Responsibilities
-Serve as core stakeholder for all direct and indirect channel sales products, promotions and commercial initiatives. Design end-to-end sales strategies and business roadmaps for leisure channels across China / Hong Kong and international markets; coach and lead sales leadership teams to execute plans and consistently achieve or exceed annual KPIs on park attendance, hotel room nights, pre-arrival sales products, Youth and BS&E revenue.
-Build and maintain senior-level executive relationships with top travel and tourism industry leaders, continuously monitor consumer behaviors, market shifts and competitor movements, identify emerging opportunities and mitigate market risks.
-Establish tight cross-functional partnership with executive leaders from Marketing, Revenue Management & Analytics, Communication and Public Affairs, Resort Operations, and other LOBs to align integrated go-to-market strategies, develop win-win product and promotion frameworks for HKDL and trade partners, and resolve high-level pre-arrival sales and operational issues.
-Take full fiscal accountability for team operational budgets and co-op marketing investment budgets, ensuring effective ROI and disciplined financial management of all channel promotion spending.
-Drive corporate-level e-commerce and digital transformation, formulate structured digital deployment strategies, scale digital sales competencies, expand collaboration with key online platforms, and lift digital channel contribution to overall business performance.
-Coach, train, and develop high-potential sales talents, build leadership pipelines, strengthen cross-team collaboration, and foster a high-performance, result-driven organizational culture.
 

Leadership Profile
1. Business Expertise
The incumbent must possess comprehensive industry expertise covering travel, tourism and premium hospitality commercial operations and latest market landscape. The role requires proven capability in managing large, culturally diverse, multi-location remote teams, alongside strong commercial acumen, strategic logic, and full-funnel operational thinking.

The candidate must deeply understand the positioning, strengths, and weaknesses of all types of distribution partners, enabling differentiated product tuning, promotion design and channel management strategies. The role requires acute awareness of competitive dynamics across theme parks, hotels, and integrated resort destinations globally.

With fast-growing digital and mobile travel consumption across Asia, the incumbent must demonstrate solid digital commerce mindset and expert understanding of e-commerce distribution models, OTA ecosystem operations and social commerce trends. The role must proactively collaborate with IT, Data and internal digital teams to optimize platform integration, commercial content and end-to-end transaction experience with all key digital partners. Advanced skills in stakeholder alignment, financial forecasting and business modelling are essential.

2. Problem Solving
The role continuously resolves complex inbound and cross-border business development challenges, including fierce destination competition, fluctuating travel recovery momentum, and varying partner engagement willingness across markets. The incumbent must practice high-level strategic prioritization and precise resource allocation under limited budgets and manpower to maximize business output.

With long-term structural changes to China, Hong Kong and international travel distribution landscapes post industry transition, the incumbent closely monitors market evolution, maintains regular communication with key trade partners, and local sales teams, and dynamically calibrates sales strategies, product portfolios and communication plans to fit real-time market conditions.

The role requires strong forward-looking market judgment to anticipate industry shifts, drive strategic business transformation, balance risk control and revenue maximization, and design sustainable channel and pricing architecture for long-term profitable and healthy business growth. The incumbent also resolves internal alignment challenges across geographically dispersed and culturally diverse team members.

3. Nature & Area of Impact
The sales organization led by this role delivers the majority of HKDL’s park attendance and hotel room night revenue, directly determining the Resort’s top-line business performance and annual commercial results.

The role carries critical influence over second tier and third-tier markets where direct brand marketing penetration is limited; trade distribution and channel sales serve as HKDL’s core market penetration engine and primary visitor acquisition channel. As one of HKDL’s most senior external representatives within the global travel trade community, the Director shapes, builds and elevates Hong Kong Disneyland’s premium brand positioning, industry reputation and long-term partnership ecosystem across Hong Kong, Greater China and Pan-Asia markets.

4. Interactions / Interpersonal Skills
The incumbent demonstrates polished executive presentation skills, confident business demeanor and full mastery of Resort product and commercial knowledge, paired with sophisticated negotiation capability, mature commercial judgment, and high-level business diplomacy. Exceptional C-level relationship building and stakeholder influencing skills are required to engage trade owners, senior executives, and industry decision-makers.

Within the matrix corporate structure, the role regularly interfaces with HKDL Steering Committee members, senior business leaders and cross-functional departments to align business forecasts, medium-and-long-term sales strategies, and resolve high-priority commercial and operational issues.

5. Decision Making
This role holds high-level independent decision-making authority for overall sales channel strategy, market tactics, partner portfolio management and cross-border business deployment across China / Hong Kong and all international markets. The incumbent independently owns budget allocation, co-op investment planning and channel resource prioritization decisions.

Major commercial adjustments including special product pricing and large-scale corporate event deals require consultation and final approval from VP, Sales & Distribution Marketing, or relevant senior leadership teams.

6. Special Skills
Fluent English, Cantonese and Mandarin as fully functional working languages for daily operations, executive meetings and international business negotiation. Possess highly structured, persuasive, confident and credible executive-level communication and presentation skills when engaging industry senior partners and stakeholders.

Preferred Qualifications
-Ten years of progressive sales management leadership experience within the hospitality, travel, and leisure industry, with proven exposure and market expertise across Mainland China / Hong Kong, Southeast Asia (Philippines , Thailand, Malaysia, Singapore) and Northeast Asia (Japan, South Korea, Taiwan of China), as well as long-haul markets including Australia, Europe and U.S.A.
-Highly strategic, structured, well-organized working style with strong Building Block analysis capability, full-funnel business mindset and end-to-end transaction expertise.
-Expert-level travel e-commerce business development capability with solid digital transformation and online channel operation background (Must-have).
-Fully fluent in English, Cantonese, and Mandarin as professional working languages.
-Highly performance-driven mindset, strong consumer & market insight, clear ownership, and steadfast commitment to delivering quarterly and annual sales targets and numerical KPIs.

-Exceptional people leadership and team management capability, experienced in leading large, cross-cultural, multi-market sales teams to drive consistent high performance.
-Possess high-level stable partnership and executive connections with major OTAs, airline companies and social commerce platforms across Greater China and international markets.

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