Corporate Director, Sales & Marketing, Managed Hotels

The Corporate Director, Sales & Marketing, Managed Hotels is responsible to lead the Sales & Marketing drive for revenues in the Managed Hotel portfolio.

In this role, you will ensure compliance with sales programs and initiatives, develop and implement sales strategies and expand the knowledge of our sales teams.

If you are a hotelier at heart, you will facilitate the hotel needs with the key Sales, Marketing and Distribution teams in the company.

Come represent the Choice Managed Hotel Division as well as the hotel with all of the Managed ownership groups.

Our managed hotel portfolio includes Cambria, Radisson Blu, Radisson, Radisson Red, Park Plaza, and Country Inn & Suites by Radisson. #makeityourchoice

This is a leadership role that will report to the Head of Commercial Strategy, Managed Hotels Division. The Corporate Director of Sales and Marketing, Managed Hotels Division will have two (2) direct reports and collaborate with cross functional departments on a regular basis.

RESPONSIBILITIES :

Develops and Implements Sales and Marketing Revenue Strategies for Managed Hotels (40%) :

• Leads development and implementation of sales processes designed to maximize revenue by assessing opportunities in group, transient and meeting and catering sales.
• Partners with Head of Commercial Strategy, distribution, global sales, Corporate Director Revenue Management, CRM and brand marketing teams to ensure compliance in processes, as well as develop strategies to maximize revenue.
• Partners with global sales to ensure compliance with RFP and CCF Business Case processes and leverage relationships to maximize revenue.
• Partners with Corporate Director of Revenue Management and hotel leaders to analyze market opportunities, evaluate sales results and competition within the market.
• Assesses the effectiveness of total revenue strategies and partners with hotel leadership to adjust.
• Participates in revenue and forecasting goals while monitoring and advocating activities to achieve them.
• Anticipate market trends, assist in developing and executing on strategies that will ensure success.

Leads the Managed Hotels Division Sales Teams (30%) :

• Leads the recruitment and retention of talent for Sales in Managed hotels.
• Motivate the teams to achieve goals, develop tools, training and resources, establish standards of productivity, evaluates results and coaches.
• Assesses the strengths and gaps of sales teams including evaluations, participation in key programs and initiatives, and allocates resources accordingly.
• Develops training programs working the field education and taking advantage of the programs available at the corporate level
• Collaborates with the hotels to develop and share best practices and provides task force leadership when needed.
• Lead pilot initiatives for hotels and provide insights to programs’ effectiveness.

Develops and directs the implementation of revenue enhancement and pricing strategies (20%) :

• Partners with Corporate Director Revenue Management, the global sales organization and the MHD Revenue Management team to define strategic pricing activities for Managed Hotels which maximizes revenue and profitability.
• Incorporates input from hotels, strategic alliances, Choice Hotel Corporate Teams, competitive analysis and customer research to ensure appropriate strategies are in place.
• Directs and provides ongoing evaluation / consultation for Managed Hotels sales practices in cooperation with new developments promoted with the Choice Commercial team.
• Ensures sales, marketing and revenue tools are being utilized as well as supports the filed team for implementation of the strategies at the field level.
• Coordinates and Manages pre-opening and transition leadership for new hotels in partnership with Head of Commercial Strategy.

Serves as the Sales & Marketing subject matter expert (10%) :

• Continually monitors and analyzes competitive environment, makes suggested change to Managed Hotels revenue enhancement techniques as appropriate, and keeps corporate staff and individual hotels informed on the competitive approaches.
• Develop new or use existing commercial measurement criteria and process to track revenue enhancement performance of individual properties and of the managed portfolio.
• Ensures that revenue enhancement framework and process are incorporated within Managed Hotels.
• Monitors, analyzes and directs reporting on the revenue enhancement performance.
• Represents the Choice MHD OMH sales organization to internal and external constituents (industry organizations).
• Be the owner of the Choice MHD OMH CRM solution - serving as the corporate administrator (Delphi.fdc).
• Assist in developing proformas, prelim marketing, and sales strategies for potential new hotels.

SKILLS, EDUCATIONAL BACKGROUND AND EXPERIENCE :

• Minimum of 7-10 years’ experience in Multi Unit (Regional) Sales leadership positions in a management capacity required
• BS degree in business or related, MBA highly desired
• Experience managing multiple properties is required
• Experience managing and coaching individual contributors required
• Strategic thinker that can draft successful road maps
• Strong total revenue skills including selling value of our hotels, closing deals, building relationships, strong knowledge of pricing and ability to train / mentor sales professionals of all levels.
• Working knowledge of technical systems including Tableau, IDeaS G3 RMS, CRS and GDS.
• Skilled in evaluating, using and / or interpreting hotel CRM’s (Delphi.fdc preferred), Cvent, Agency360, Demand 360, Lanyon and marketing campaigns
• Strong proven leadership
• Willingness to travel up to 75%

Your Work Location

As our Corporate Director, Sales & Marketing, Managed Hotels , you will be a remote-based associate working from home. You will be required to connect virtually with Choice team members and leadership on video via Zoom and / or Microsoft Teams, with possible periodic in-person travel to our beautiful, state-of-the-art worldwide offices in Rockville, MD, or Scottsdale, AZ.

Frequent nationwide travel will be required up to 25-50% of the time to visit conventions, franchisees, etc.

We provide flexibility and encourage ongoing communication with your leadership to establish expectations about your unique needs.

BENEFITS :

Choice prioritizes our associate well-being by offering a comprehensive benefits program that is both competitive and flexible to help you achieve your well-being goals - here are just a few :

• Competitive compensation and benefits, including medical, dental, and vision coverage
• Leave and paid time-off for holidays, vacation, personal, family, volunteer, sick, jury duty, bereavement, military, and religious observance.
• Financial benefits for retirement and health savings
• Employee recognition programs
• Discounts at Choice hotels worldwide

This role is not eligible for sponsorship

Ability to model Choice’s Cultural Values : Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity.