Regional Sales Director for NE/SW Regions

7 days ago

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

Position: Regional Director of Sales for Northeast and Southwest

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

Opal Corporate Office is in search of a proactive and skilled leader to fill the role of Regional Director of Sales, responsible for the Northeast and Southwest territories. This pivotal position entails overseeing daily sales operations across various segments, including group and business transient sales for our hotel portfolio. The Regional Director will be tasked with managing and nurturing the sales team while devising effective sales strategies.

Key Sales Responsibilities:
  • Supervise Sales Managers focusing on business transient accounts, LNR accounts, and National accounts, in addition to Group Sales.
  • Familiarize with the Opal Luxury Collection of Hotels.
  • Understand the Marriott, IHG, and Hilton brands thoroughly.
  • Analyze the competitive landscape in each market to identify opportunities and gaps.
  • Monitor sales trends and implement strategies to enhance profitability.
  • Conduct educational sessions with Directors and participate in regional Familiarization trips.
  • Ensure bookings align with hotel guidelines and promote cross-selling within the portfolio.
  • Establish monthly sales targets for team members.
  • Lead by example to drive revenue and achieve property goals.
  • Coordinate proactive marketing initiatives, including educational sessions and regional trade shows.
  • Engage in local community events and national trade shows to promote the hotel portfolio.
  • Prepare and evaluate reports to forecast performance and track team productivity.
  • Review Cvent reports regularly to capitalize on business opportunities.
  • Manage and approve budgets and forecasts.
  • Facilitate weekly Sales Roundtable discussions focusing on training and team efforts.
  • Set and assess annual sales objectives with Sales Managers.
  • Review and enforce Standard Operating Procedures with the sales team.
  • Conduct quarterly reviews of Plans and Actions with Directors.
Team Development:
  • Lead a diverse group of professionals, fostering a positive work environment that enhances employee satisfaction.
  • Create a conducive office atmosphere for effective selling.
  • Hold weekly sales meetings to discuss performance metrics and potential business opportunities.
  • Guide the sales team in building lasting, value-driven 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 review performance and account strategies.
  • Evaluate quarterly sales incentives and approve bonuses.
  • Assist the sales team in contract negotiations and resolving client issues.
  • Ensure comprehensive training for sales managers on booking patterns and operational standards.
  • Verify adherence to Standard Operating Procedures by the staff.
  • Ensure staff is adequately trained on all relevant systems.
  • Review weekly schedules and activities of sales managers to ensure effective outreach and account penetration.
Administrative Duties:
  • Oversee the development of the annual trade show budget.
  • Manage the expense budget and track monthly expenditures.
  • Collaborate with the marketing department on promotional initiatives and group incentives.
  • Authorize time off while ensuring operational coverage.
  • Approve sales supplies, including promotional items and office necessities.
  • Enhance both guest and employee satisfaction while ensuring financial success.
  • Review and approve contract modifications in collaboration with the Legal department as necessary.
Candidate Qualifications:
  • At least 10 years of 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 track record of successfully leading teams to achieve set goals with a strategic approach.
  • Strong relationship-building skills with key clients and department heads; excellent communication skills are essential.
  • Demonstrated ability in training and developing sales teams, setting high expectations, and maintaining accountability.
  • Exhibits a hands-on leadership style and effective time management skills.
Educational Background:
  • Bachelor's Degree is required; a degree in Hospitality Management is preferred.
Benefits:

Includes Medical, Dental, and Life Insurance, supplemental insurance options, 401(K), Paid Time Off (PTO), an incentive program, and hotel discounts for employees and their friends/family.

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