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The Regional Director of Sales is a partner in the development and implementation of consistent company-wide directives, marketing initiatives, owner relationships, strategic positioning of hotels and all other business activities related to Sales, Catering, and Convention Services. This individual is responsible for planning and managing the overall sales and marketing for a region and/or portfolio of multiple verticals. This position will provide guidance and direction to hotel Directors Sales to achieve optimal occupancy and ADR growth to maximize total revenue while meeting/exceeding hotel profit objectives for the entire collection of hotels.
This individual will be responsible for partnering with hotel Operations leadership to develop short and long term planning and operations of the hotel sales division including, but not limited to, direct sales efforts, follow-up, and proper sales administration and training. This role will collaborate with the hotel leadership team to ultimately influence the marketing, advertising, sales plans, activities, programs, strategic plan and annual budget for their region and/or portfolio of hotels; manages within approved plans and budgets. Management-level associates are expected to work as much of each workday as is necessary to complete their job responsibilities.
Qualifications
At least 4 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 1 year of related experience; or a 2-year college degree and at least 2 years of related experience.
Prior multi-brand/multi-market and/or complex sales experience is required.
Must have a valid driver’s license in the applicable state.
Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.
Must have thorough experience with professional selling skills: opening, probing, supporting, closing
Shows strong analytical skills and strategic vision in establishing appropriate sales deployment
Must be proficient in general computer knowledge especially Microsoft Office products
Must be able to work independently and simultaneously manage multiple tasks
Strong organization and presentation skills
Demonstrated ability to effectively interact and manage people of diverse socioeconomic, cultural, disability and ethnic backgrounds while solving complex problems and creating a productive sales team
Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession in addition to the ability to develop others to gain the same knowledge.
Must work well in stressful, high pressure situations; maintain composure and objectivity under pressure.
Must be able to work with and understand financial information and data, and basic arithmetic functions.
Job Responsibilities
Cultivate and maintain positive relationships with the clients and respective ownership groups.
Influences the development of hotel sales & marketing plans and actions to maximize enterprise value while maintaining brand identity and standards
Evaluates and tracks hotel revenue performance of assigned hotel region against budget, brand benchmarks and assigned portfolio
Monitor group, transient, and catering sales solicitations and bookings to maximize overall revenue.
Oversee and audit sales automation efforts to maximize overall revenue.
Oversee the management of the division's annual budget and the advertising, public relations marketing and sales plans and programs for the hotel to maximize rate, occupancy and food & beverage opportunities thus ensuring the hotel meets/exceeds management and owner revenue/profit goals and expectations.
Initiate and develop sales trips to key feeder markets / cities with a focus on identifying accounts that can directly benefit revenue performance targets at all hotels located within the cluster. In addition, work directly with property based Directors of Sales to help with coordination of on property direct sales efforts.
Understand the content reflected in contracts and how to negotiate terms therein.
Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
Monitor production of all top accounts and evaluate trends within your market.
Conducts on property visits to hotels within assigned collection to assess strength of sales leadership, strategic culture and adherence to Aimbridge Hospitality’s established regulations, company standards, sales standards and sales metrics.
