Regional Director of Sales

3 weeks ago

Plano, Texas, United States Aimbridge Hospitality Full time
Job Summary

The Regional Director of Sales will be a key partner in the development and implementation of consistent company-wide directives, marketing initiatives, owner relationships, strategic positioning of hotels, and all other business activities related to Sales, Catering, and Convention Services.

This individual will be responsible for planning and managing the overall sales and marketing for a region and/or portfolio of multiple verticals. They will provide guidance and direction to hotel Directors of Sales to achieve optimal occupancy and ADR growth to maximize total revenue while meeting/exceeding hotel profit objectives for the entire collection of hotels.

Responsibilities
  • Cultivate and maintain positive relationships with clients and respective ownership groups.
  • Influence the development of hotel sales and marketing plans and actions to maximize enterprise value while maintaining brand identity and standards.
  • Evaluate and track hotel revenue performance of assigned hotel region against budget, brand benchmarks, and assigned portfolio.
  • Monitor group, transient, and catering sales solicitations and bookings to maximize overall revenue.
  • Oversee and audit sales automation efforts to maximize overall revenue.
  • Oversee the management of the division's annual budget and the advertising, public relations, marketing, and sales plans and programs for the hotel to maximize rate occupancy and food and beverage opportunities, thus ensuring the hotel meets/exceeds management and owner revenue/profit goals and expectations.
  • Initiate and develop sales trips to key feeder markets/cities with a focus on identifying accounts that can directly benefit revenue performance targets at all hotels located within the cluster.
  • Proactively conduct outside sales calls, conduct sales tours, and entertain clients.
  • Understand the content reflected in contracts and how to negotiate terms therein.
  • Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
  • Monitor production of all top accounts and evaluate trends within your market.
  • Conduct on-property visits to hotels within assigned collection to assess the strength of sales leadership, strategic culture, and adherence to Aimbridge Hospitality's established regulations, company standards, sales standards, and sales metrics.
  • Comply with attainment of individual goals as well as team goals and budgeted metrics.
  • Train all respective Directors of Sales within assigned portfolio(s) on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
  • Partner with hotel/sales leadership and/or Corporate HR to manage Human Resources in the division, including attracting, retaining, and motivating Associates; hiring, training, developing, empowering, coaching, and counseling; conducting performance and salary reviews; resolving problems; providing open communication vehicles; disciplining; and terminating as appropriate.
  • Actively understand budgeting and forecasting principles.
  • Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management, providing training on a rotational basis.
  • Maintain professional working relationships and promote open lines of communication across your collection of hotels to achieve initiatives with respective marketing partners and other internal departments.
  • Maintain a strong relationship and line of communication with the General Manager with regards to assigned Director of Sales associate(s).
  • Travel on a weekly basis as required.

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