Regional Director of Sales

2 weeks ago

Miami, United States Driftwood Hospitality Management Full time

Driftwood Hospitality Management’s company culture empowers our associates to take initiative, be proactive, and contribute to the success of their property with well-defined strategies and objectives. Driftwood Hospitality Management is renowned for our fully integrated approach to hospitality services — all with outstanding client service. Our team is made up of the best talent in the hospitality industry, down to every employee, position, and hotel.

Job Summary

THIS ROLE IS SPECIFICALLY FOR THE MIAMI/SOUTH FLORIDA MARKET.

The Regional Director of Sales has direct oversight of the sales operations of the hotels they are assigned to. The RDOS has a primary responsibility to maximize profit, expand business relationships with targeted prospects and large clients; work with property teams to develop and implement strategy, sales plan, budgets, and forecasts for overall business development.

Essential Job Functions

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.

  1. Leads the region's sales efforts and maximizes revenue through the development, implementation and execution of sales and marketing and revenue management strategies and functions.
  2. Works closely with all levels of management to ensure that these strategies positively impact both the top (revenue) and bottom (GOP) lines.
  3. Develops, implements, and manages strategies for new company/guest acquisition through internal and external marketing efforts. Identifies resources for direct marketing research and opportunities.
  4. Works with Regional Ops Managers, Regional Revenue Management and hotel General Managers to manage all sales activities and meet revenue objectives.
  5. Stays current on market and economic conditions as well as new and existing competition within each market and adjusts strategies and activities accordingly.
  6. Participates in setting hotel sales goals and assists in the achievement of those goals, at both the individual property level and at the company level.
  7. Develops, recruits, hires, trains and manages the on-property sales teams.
  8. Develops and maintains relationships with affiliated franchise/brand national sales support people and effectively utilizes those relationships and resources to drive bookings and revenue.
  9. Ensure hotels in region are effectively managing all group, transient and catering sales enquiries to maximize revenue for hotels.
  10. Drive levels of sales activities and revenue conversion across all regional hotels, ensuring targets are met, managing performance improvement where required.
  11. Prepare, implement, and compile data for Strategic Sales Plans, Month End Reports, Annual Goals, Sales and Marketing Budget, Forecasts and other reports as directed/required.
  12. Review group rate structure, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.
  13. Develop and implement SMART Plans for assigned regional hotels with the Hotels’ Directors of Sales. Responsible for assisting and monitoring the results of monthly SMART Plans.
  14. Ensure systems and procedures are established and in place to respond to customer needs within a defined response period. These may include, but are not limited to telephone inquiries, bids, proposals, confirmation of bookings, follow up letters, etc.
  15. Certify all sales call activities are recorded and kept up to date, using the company’s sales account management system.
  16. Monitor hotels sales meetings are taking place regularly, with proper items being discussed and follow-up actions in place.
  17. Participate and contribute in monthly hotel business reviews, analyzing market segmentation, business pace, market share and required actions to meet budget targets.
  18. Social Media – engages with Social Media representatives, both in house and third party. Reviews schedules, monthly metrics, and campaign results.
  19. Works closely with outside PR agencies and outside marketing efforts to ensure maximum exposure and creativity.
  20. Assist Regional Ops Manager in the preparation of regional forecasts, annual budgets, and marketing plans.
  21. Assists GM’s in the completion of yearly annual reviews for Sales team members.
  22. Assist the Sr. VP of Commercial Strategy in all advertising, public relations and promotional activities.
  23. Perform other services and duties as requested by the VP of Sales and Marketing. May be called upon to host functions and participate in, or conduct sales blitzes, travel and work extended hours to achieve departmental goals.
Knowledge, Skills & Abilities

The Hotel may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below, when applicable.

  1. Minimum of 5+ years hotel management experience of Department Head or above.
  2. Proficiency in the following systems preferred:
    1. Profit Sword
    2. Delphi
    3. CI/TY
    4. C-vent
    5. TravelClick Agency 360 and Demand 360
  3. Excellent verbal and written English communication and listening skills.
  4. Ability to read and communicate verbally and in writing and prepare complex occupancy reports.
  5. Strong computer skills in MS Word, Excel, PowerPoint with an understanding of the hotel systems preferred.
  6. Bi-lingual preferred.
PHYSICAL DEMANDS
  1. Ability to stand and move throughout front office and continuously performs essential job functions.
  2. Lifting up to 25 pounds maximum.
  3. Occasional twisting, bending, stooping, reaching, standing, walking.
  4. Frequent talking, hearing, seeing and smiling.
Benefits
  1. 401(k)
  2. Dental insurance
  3. Disability insurance
  4. Employee assistance program
  5. Flexible spending account
  6. Health insurance
  7. Life insurance
  8. Paid time off
  9. Vision insurance
  10. Room Discounts
  11. Employee Food and Beverage Discounts.

EEO: Driftwood Hospitality Management is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.

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