Regional Director of Hotel Sales

Regional Director of Sales :

Is this the role you are looking for If so read on for more details, and make sure to apply today.

We are seeking a dynamic leader for a Regional Director of Sales position to join our team overseeing the Northeast and Southwest regions.

The primary function of the Regional Director is to lead and manage the day-to-day activities related to all sales efforts to include group and business transient segments for all hotels.

Sales Responsibilities :

• Oversee Sales Managers that sell to include the business transient segment, LNR accounts, and National accounts in addition to Group Sales segments.
• Know and understand our Luxury Collection of Hotels.
• Know and understand Marriott, IHG, and Hilton brands.
• Know and understand the Comp Set in each market, identifying any gaps or opportunities to sell against them.
• Analyze sales trends and implement adjustments to maximize profitability.
• Conduct Lunch & Learns with Directors; attend regional FAMs.
• Ensure business is booked within hotel parameters and ensure all business is placed at the proper hotel by cross-selling the portfolio.
• Set monthly booking goals for sales team members.
• Lead by example to drive revenue and meet property objectives.
• Organize all proactive market initiatives to include Lunch and Learns, FAMs, and Regional Tradeshow efforts.
• Attend local community events such as Chamber of Commerce, CVB etc., and national tradeshows (when needed) to promote hotel portfolio and increase sales.
• Prepare and analyze reports in order to forecast, understand pace, track team’s production to include conversion reports and closure ratios.
• Review and analyze Cvent reporting on a monthly and quarterly basis to ensure the company is expounding on every opportunity to close business.
• Manage and approve budgets / forecasts.
• Lead the weekly Sales Roundtable discussion focused on cross-selling, training, and weekly efforts of the Sales teams.
• Set and review yearly sales goals with Sales Managers.
• Review, train, and uphold SOPs with sales staff.
• Review Plans and Actions with Directors quarterly.

Staff Development :

• Manage a diverse team of professionals creating a positive work environment resulting in high employee satisfaction.
• Create and maintain an office environment conducive to effective selling.
• Hold weekly sales meetings to review GRCs, pace, and potential business.
• Lead the sales team with a focus on building long-term, value-based customer relationships that enable achievement of hotel sales objectives.
• Oversee hiring and training of sales managers and administrators.
• Hold monthly one-on-one meetings with sales managers to discuss funnel production, need times, pace and review target accounts.
• Review quarterly sales incentives with sales managers and approve bonuses.
• Support sales team on negotiating contracts, attrition, client issues etc.
• Responsible for all sales manager training with regards to booking patterns, rooms to space ratio, rental fees, etc.
• Ensure staff is following all Standard Operating Procedures.
• Ensure staff is properly trained on all systems.
• Review sales manager’s weekly schedules and activities to ensure staff is making qualified calls, penetrating accounts and taking advantage of best practices.

Administrative :

• Responsible for development of annual tradeshow budget.
• Responsible for developing expense budget and tracking expenses on a monthly basis.
• Work with marketing department on promotions and group incentives.
• Approve time off and ensure office is covered at all times.
• Approval of sales supplies to include promotional items, VIP gifts, office supplies etc.
• Drive both guest and associate satisfaction while ensuring department's financial success.
• Approve contract addendum and work with Legal department when necessary, with regards to contracts.

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