Northeast and Southwest Regional Sales Leader

1 week ago

Portsmouth, Virginia, United States Opal Corporate Office Full time
Job Overview

Position: NE/SW Regional Director of Sales

Compensation: $180,000-$190,000, based on experience

Opal Corporate Office is in search of an innovative and results-driven leader to fill the role of Regional Director of Sales, overseeing the Northeast and Southwest territories. This pivotal position entails directing and managing daily sales operations across various segments, including group and business transient sales for our hotel portfolio. The Regional Director will be accountable for the guidance and development of the sales team while establishing effective sales strategies.


Key Sales Responsibilities:

  • Supervise Sales Managers responsible for business transient accounts, LNR accounts, and National accounts, alongside Group Sales.
  • Possess comprehensive knowledge of our Opal Luxury Collection of Hotels.
  • Understand the Marriott, IHG, and Hilton brands thoroughly.
  • Analyze competitive sets in each market to identify gaps and opportunities.
  • Evaluate sales trends and implement necessary adjustments to enhance profitability.
  • Conduct educational sessions with Directors and participate in regional Familiarization trips.
  • Ensure that business is booked within hotel guidelines and appropriately allocated across the portfolio.
  • Establish monthly booking targets for sales team members.
  • Lead by example to drive revenue and achieve property goals.
  • Organize proactive market initiatives, including educational sessions, Familiarization trips, and regional trade shows.
  • Engage in local community events and national trade shows to promote the hotel portfolio and boost sales.
  • Prepare and analyze reports to forecast and track team performance, including conversion and closure ratios.
  • Review Cvent reporting regularly to maximize business opportunities.
  • Manage and approve sales budgets and forecasts.
  • Facilitate weekly Sales Roundtable discussions focused on cross-selling and team training.
  • Set and evaluate annual sales objectives with Sales Managers.
  • Review and uphold Standard Operating Procedures with the sales team.
  • Conduct quarterly reviews of Plans and Actions with Directors.

Team Development:

  • Lead a diverse team, fostering a positive work environment that enhances employee satisfaction.
  • Create an office atmosphere conducive to effective selling.
  • Hold weekly sales meetings to review performance metrics and potential business opportunities.
  • Guide the sales team in building long-term, value-based customer relationships to meet sales objectives.
  • Oversee the recruitment and training of sales managers and support staff.
  • Conduct monthly one-on-one meetings with sales managers to discuss production and target accounts.
  • Review and approve quarterly sales incentives and bonuses.
  • Assist the sales team in contract negotiations and client-related issues.
  • Ensure comprehensive training for sales managers on booking patterns and related metrics.
  • Verify adherence to Standard Operating Procedures by all staff.
  • Ensure that staff is adequately trained on all operational systems.
  • Review weekly schedules and activities of sales managers to ensure effective outreach and account penetration.

Administrative Duties:

  • Develop and manage the annual trade show budget.
  • Track monthly expenses against the developed budget.
  • Collaborate with the marketing department on promotional strategies and group incentives.
  • Approve time-off requests while ensuring office coverage.
  • Authorize procurement of sales supplies, including promotional items and office materials.
  • Enhance both guest and associate satisfaction while ensuring financial success.
  • Review and approve contract amendments in collaboration with the Legal department when necessary.

Candidate Qualifications:

  • At least 10 years of prior hotel sales experience, with the last 5 years in a senior leadership role overseeing a sales team.
  • Experience with Delphi, CI/TY, and Cvent is highly preferred.
  • Diverse experience across various brands, including Marriott, Hilton, and IHG.
  • Proven ability to lead teams to achieve set goals with a strategic approach.
  • Strong relationship-building skills with key customers and department heads; excellent communication skills are essential.
  • Demonstrated strength in training and developing sales teams, setting high expectations, and accountability measures.
  • Exhibits a hands-on leadership style and effective time management skills.

Educational Background:

  • Bachelor's Degree required; a degree in Hospitality Management is preferred.

Benefits Offered:
Medical, Dental, and Life Insurance
Supplemental insurance options including short-term disability, accident, and cancer coverage
401(K) plan
Paid Time Off (PTO)
Incentive programs
Hotel discounts for associates and their friends/family

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