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Regional Director of Sales

2 months ago

Miami, United States Driftwood Hospitality Management Full time
Job Summary

This role is specifically designed 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.

Key Responsibilities
  1. Lead the region's sales efforts and maximize revenue through the development, implementation, and execution of sales and marketing and revenue management strategies and functions.
  2. Work closely with all levels of management to ensure that these strategies positively impact both the top (revenue) and bottom (GOP) lines.
  3. Develop, implement, and manage strategies for new company/guest acquisition through internal and external marketing efforts. Identify resources for direct marketing research and opportunities.
  4. Work with Regional Ops Managers, Regional Revenue Management, and hotel General Managers to manage all sales activities and meet revenue objectives.
  5. Stay current on market and economic conditions as well as new and existing competition within each market and adjust strategies and activities accordingly.
  6. Participate in setting hotel sales goals and assist in the achievement of those goals, at both the individual property level and at the company level.
  7. Develop, recruit, hire, train, and manage the on-property sales teams.
  8. Develop and maintain relationships with affiliated franchise/brand national sales support people and effectively utilize those relationships and resources to drive bookings and revenue.
  9. Ensure hotels in the 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 – engage with Social Media representatives, both in-house and third-party. Review schedules, monthly metrics, and campaign results.
  19. Work 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. Assist General Managers in the completion of yearly annual reviews for Sales team members.
  22. Assist the Senior Vice President of Commercial Strategy in all advertising, public relations, and promotional activities.
  23. Perform other services and duties as requested by the Vice President 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.
Requirements
  1. Minimum of 5+ years of 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.
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.

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.