Regional Director of Sales
1 month ago
Job Details
Job Location:
San Antonio, TX
Position Type:
Full Time
Description
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Job Description
Regional Director of Sales & Marketing
Position Summary
The Regional Director of Sales and Marketing leads revenue generation strategies across various segments including room bookings, banquets, and catering. They oversee market trends, competitor analysis, and direct sales teams to meet goals. Responsibilities include hiring, training, managing sales teams, analyzing metrics, overseeing advertising and public relations efforts, and managing sales activities for home hotel and regional properties. The ideal candidate should possess strong leadership skills, a solid understanding of sales strategies, market analysis, and revenue management. They should be proactive, results-driven, and possess excellent communication and negotiation skills. Additionally, they should have experience in managing multiple sales teams, developing marketing plans, and driving revenue growth in the hospitality industry. A candidate with a proven track record of achieving revenue targets, managing budgets, and fostering positive relationships with clients and internal stakeholders.
Reports To
Vice President of Sales, Marketing and Revenue
Status
Exempt
Job Responsibilities
Lead and drive top-line revenue for regional properties across all sales segments, including room bookings, banquets, and catering.
Monitor and respond to market trends, market share, and competitive hotel landscape for all regional properties.
Identify opportunities for sales team efficiency and implement changes to maximize selling time.
Oversee sales training programs to ensure teams have necessary tools and adopt best practices.
Develop strategies to penetrate primary markets and understand GEO source for regional properties.
Monitor and distribute monthly production metrics for pace, turndowns, and revenue.
Actively participate regularly in sales discussions and meetings.
Actively participates and drives local marketing efforts to assist in room & food and beverage revenues.
Manage group strategies and policies across distribution channels.
Ensure participation in brand revenue management and marketing initiatives.
Ensure adherence to hotel credit procedures and audit guidelines.
Coordinate cross-sell opportunities within the portfolio.
Maintain involvement with community organizations for client solicitation and relationship building.
Manage sales and marketing expenses in alignment with annual business plan.
Develop and execute integrated sales and marketing plans supporting revenue objectives.
Measure business plan results quarterly and report findings to executive leadership.
Coordinate with other departments to support sales and marketing initiatives.
Foster positive relationships with leadership and senior management.
Utilize Smith Travel Research data and financial reports for informed decision-making.
Collaborate with revenue teams to maximize revenue and room night goals.
Manage group inventory and cut-off dates according to contracts.
Attend trade shows and major events to promote new business opportunities.
Develop and implement key segment strategies and manage key accounts.
Partner with revenue managers to meet appropriate group ceilings and market mix goals.
Drive quarterly and annual revenue goals for the hotels.
Develop and maintain departmental budget.
Complete month-end reports with detailed analysis and action plans.
Recruit, train, mentor, and give feedback to direct reports.
Analyze industry trends to improve offerings, processes, and procedures.
Stay updated on emerging technologies and trends in group sales and marketing.
Conduct performance appraisals and ensure compliance with company standards.
Motivate, coach, counsel, and discipline management personnel as needed.
Ensure fair and equitable treatment of all employees.
Respond promptly to guest requests and ensure satisfaction.
Maintain a professional image and adhere to attendance guidelines.
Foster a positive and collaborative team approach within the sales team and across departments.
Ensure compliance with all federal, state, and local laws and regulations.
Perform other related duties as assigned.
Job Requirements
Valencia Hotel Group measures success in the standards: Revenue Generation, Financial Management, Client Relations, Quality Management, Professionalism/Communication, Leadership & Managerial Skills, Safety and Security, and Self-development.
Qualifications
Required Skills/Abilities:
Bachelor’s Degree and/or equivalent work experience
7+ years management experience in Sales & Marketing
Independent Hotel Experience preferred
Excellent verbal and written communication skills and ability to work with public relations professionals and journalists
Extensive knowledge of the principles, procedures, and best practices in the hospitality industry
Must be a pro-active, self-starter able to work independently and can take ownership of projects from start to finish while also working well in a team environment
Excellent organizational skills and laser-focused attention to detail
Experience in providing effective team leadership and creating a positive, collaborative, and productive work environment
Strong analytical and problem-solving skills
Proficient with Microsoft Office Suite
Must have a valid driver's license
Proficient with Hotel PMS Systems, Sales Systems (Delphi), and other related software in the industry
Able to travel regionally and nationally as required
Must be available to work some nights/weekends
Strong leadership skills including coaching, mentoring, training, etc.
Physical Requirements:
Standing/Walking: Frequently. Walking up to three miles per day on cement, asphalt, tile, and carpet, to and from parking garage, and monitoring hotel as needed.
Crouching (bend at knees): Occasionally.
Climbing: Occasionally. Climb stairs as needed.
Reaching (overhead/extension): Occasionally.
Handling/Grasping: Frequently. Doing inventories and handling documents.
Pushing/Pulling: Average weight occasionally 15 lbs. Maximum weight occasionally 30 lbs.
Lifting/Carrying: Average weight frequently 10 lbs. Maximum weight occasionally 30 lbs. Luggage
Typing, Reading, and talking on the telephone
Sitting: Frequently. Working on the computer, completing paperwork, attending meetings, viewing monitor
Driving
Traveling is required, including car travel, airline, and all aspects of travel, including overnight accommodations as necessary
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