4+ years of hotel sales experience or a college degree with relevant experience.
Experience in multi-brand/multi-market sales environments.
Valid driver's license required.
Excellent verbal and written communication skills for negotiation and persuasion.
Strong grasp of professional selling techniques and strategies.
Analytical skills to assess and strategize sales deployment effectively.
Proficiency in Microsoft Office and general computer skills.
Capacity to manage multiple tasks independently and effectively.
Strong organization and presentation skills.
Ability to engage with diverse teams and resolve complex issues.
Advanced knowledge of sales/marketing principles in hospitality.
Stress management proficiency in high-pressure situations.
Understanding of financial information and basic arithmetic.
Responsibilities
Build positive relationships with clients and ownership groups.
Influence hotel sales and marketing strategy while preserving brand standards.
Monitor and evaluate revenue performance against established budgets and benchmarks.
Maximize revenue through managing group, transient, and catering sales.
Oversee annual budget and related marketing/sales programs for multiple hotels.
Conduct strategic sales trips to key markets to identify revenue growth opportunities.
Lead proactive sales initiatives, tours, and client entertainment efforts.
Negotiate contract terms and understand their implications.
Assess market conditions to predict revenue opportunities and adapt strategies.
Review performance of key accounts to identify market trends.
Conduct on-site evaluations of hotel sales leadership and compliance.
Meet both individual and team sales goals and budgets.
Train Directors of Sales on leveraging sales opportunities and improving performance.
Collaborate with HR to manage talent within the sales division.
Comply with budget and forecasting guidelines as part of the management function.
Participate in regular meetings and provide necessary training to staff.
Foster communication across hotel collection to achieve strategic goals and partnerships.
Maintain strong relationships with operational leadership and communication with the team.
Weekly travel as needed for performance enhancement.
Benefits
Comprehensive health, dental, and vision insurance.
401(k) plan with company matching contributions.
Paid time off for vacations, holidays, and personal days.
Employee discounts at a wide range of hotel brands.
Professional development and growth opportunities within the company.
Full Job Description
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.
Comply with attainment of individual goals, as well as team goals and budgeted metrics.
Train all respective Directors of Sales within assigned portfolio(s) on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
Partner with hotel/sales leadership and/or Corporate HR, manage Human Resources in the division in order to attract, retain and motivate the Associates; hire, train, develop, empower, coach and counsel, conduct performance and salary reviews, resolve problems, provide open communication vehicles, discipline and terminate, as appropriate.
Actively understands budgeting and forecasting principles.
Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management, providing training on a rotational basis.
Maintains professional working relationship and promote open lines of communication across your collection of hotels to achieve initiatives with respective marketing partner(s) and other internal departments (i.e. Second Wave, Aimbridge Digital, or Branded field marketing).
Maintain a strong relationship and line of communication with the General Manager with regards to assigned Director of Sales associate(s).
