Regional Director of Sales

Description

SUMMARY: As a Regional Director of Sales, you will fill a vital role by implementing the total sales and marketing efforts for 10 or more hotels, including securing new accounts, maintaining existing accounts, supervising activities of sales personnel, and executing sales and marketing strategies to maximize the profitability of a specific hotel portfolio while maintaining customer satisfaction. Leading the Sales team in accordance with hotel policies and procedures, in efforts to uphold the culture of McNeill Hotel Company “People Serving People”. 

ESSENTIAL DUTIES AND RESPONSIBILITIES: Primary Responsibilities include but are not limited to the following:  

• Cultivates a respectful workplace by maintaining respect of attendance, respect of performance, respect of behavior and respect of common sense and judgement    

• Directs the activities of the regional sales teams, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the generation of hotel sales/revenues. 

• Empowers hotel sales teams to develop and maintain relationships with key clients to produce group and/or convention business, to include room sales and, if applicable, food & beverage sales and catering/banquet services. 

• Develops the departmental budget and monitors sales activities/performance to ensure actual sales meet or exceed established revenue plan; accurately reports variances/projections. 

• Develops regional tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs. 

• Develops and maintains good relationships with officials and representatives of local community groups and companies and attends out-of-town conventions to generate convention and group business. 

• Assists Vice President of Sales in the development of sales strategies, initiatives and business plans. 

• Conducts at least 10 sales calls a month to drive revenue to the assets they work with. 

• Recruits, hires, trains, and provides career development for all sales personnel; conducts performance evaluations and provides feedback to employees using company hiring standards and guidelines. 

• Maintain a professional image at all times through behaviors, communication, appearance, and dress. 

• Conduct weekly sales/revenue calls covering: GRC, rate strategies, future outlook, STR and action plans. On a monthly basis cover: STR, CNR & LNR tracking, and discuss trends celebrating positive growth and continue with strategy and/or ways to improve performance. 

• Evaluation of weekly, monthly and quarterly sales activities and sales action plans executed and achieved.  

• Ensure marketing dollars are spent within budget and have clearly defined ROI expectations. 

• Ensure all collateral truly represents the appropriate image and tone for the properties. 

• Provide leadership in determining the overall strategic direction of the sales department at each hotel. Maintain a good awareness of market conditions, pricing trends, seasonality, and mix. 

• Set goals to Exceed budgeted rooms revenues and demonstrate positive RevPAR penetration growth for each hotel and the region. 

• Willing and able to frequently travel each month to properties in region and events as assigned by supervisor or management 

• Ensures fair treatment and respect of employees and guests 

• Other duties as assigned by supervisor or management 

Qualifications

REQUIRED SKILLS AND QUALIFICATIONS:  

Regional Director of Sales possess a highly developed sense of customer service and interpersonal skills including high integrity, respect for all individuals (customers, vendors and associates), solid communication skills, strong critical and analytical thinking skills, and appreciation for diversity.  

• Have thorough knowledge of negotiation and sales procedures as they relate to the hotel industry.  

• Be a strong team player as well as master the ability to work independently.  

• Possess a high level of prioritizing/organization capabilities to achieve objectives, oversee multiple projects and manage direct reports.  

• Excellent communication, negotiation, and presentation skills 

• Ability to travel 50% or more of working hours to regional properties as well as attendances to national meetings and training meetings 

PERFERED EDUCATION AND/OR EXPERIENCE:  

• Bachelor’s degree and a minimum of 2 years in hotels sales preferred.  

• Proven track record of achieving or exceeding sales targets 

• Have 5 or more years of progressive Hotel Sales Management experience, preferably in Marriott, Hilton brands and experience in managing multiple properties 

• Relevant experience or equivalent combination of education and experience is also acceptable. 

SKILLS:  

• Strong Conflict resolution skills with a focus on customer service  

• Working knowledge of standard office administrative practices and procedures including exhibiting exceptional written and verbal communication skills 

• Be friendly, customer centric, smile and able to work in a team environment. 

• Be competitive, self-motivated and a self-starter. 

• Have fully functional computer skills including experience with Word, Excel and PowerPoint. 

• Innate sense of urgency 

WORKING CONDITIONS: 

• Must be able to operate an automobile for local travel to various properties  

• Prolonged periods sitting in a stationary position  

• Using hands/fingers constantly operate a computer and other office productivity machinery, such as calculator, copy machine and computer printer 

• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc. 

PHYSICAL/COGNITIVE ACTIVITES:  

This description of physical and mental activities is not intended to describe essential job functions. Rather, its purpose is to give the job applicant a feel for the physical and mental activities of the job to the end that an applicant with a disability can determine whether he or she will be able to do this job either with or without accommodations. 

The major responsibility in this position is to clean, sort, and store laundry for the hotel. This person must understand the practices, techniques and technologies required in the work they are performing or monitoring. 

While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl, talk and hear. The employee is occasionally required use sense of smell. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust or focus. 

A significant portion of time will be spent moving about the hotel and frequent lifting and carrying up to 50 pounds. 

This job description is not designed to cover or contain a comprehensive listing of activities,   

duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. 

MHC#414