Regional Director of Sales and Revenue Growth

5 days ago

Coral Gables, Florida, United States Driftwood Hospitality Management at FIU Full time
Job Summary

This role is specifically designed for the Miami/South Florida market.

The Regional Director of Sales and Revenue Growth has direct oversight of the sales operations of the hotels they are assigned to. The primary responsibility is 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
  • Leads the region's sales efforts and maximizes revenue through the development, implementation, and execution of sales and marketing and revenue management strategies and functions. Works closely with all levels of management to ensure that these strategies positively impact both the top (revenue) and bottom (GOP) lines.
  • Develops, implements, and manages strategies for new company/guest acquisition through internal and external marketing efforts. Identifies resources for direct marketing research and opportunities. Works with Regional Ops Managers, Regional Revenue Management, and hotel General Managers to manage all sales activities and meet revenue objectives.
  • Stays current on market and economic conditions as well as new and existing competition within each market and adjusts strategies and activities accordingly. Participates in setting hotel sales goals and assists in the achievement of those goals, at both the individual property level and at the company level.
  • Develops, recruits, hires, trains, and manages the on-property sales teams. Develops and maintains relationships with affiliated franchise/brand national sales support people and effectively utilizes those relationships and resources to drive bookings and revenue.
  • Ensures hotels in the region are effectively managing all group, transient, and catering sales enquiries to maximize revenue for hotels. Drives levels of sales activities and revenue conversion across all regional hotels, ensuring targets are met, managing performance improvement where required.
  • Prepares, implements, and compiles data for Strategic Sales Plans, Month End Reports, Annual Goals, Sales and Marketing Budget, Forecasts, and other reports as directed/required.
  • Reviews group rate structure, group ceilings, and deployment strategies through review of competitive data, demand analysis, and mix management.
  • Develops and implements SMART Plans for assigned regional hotels with the Hotels Directors of Sales. Responsible for assisting and monitoring the results of monthly SMART Plans.
  • Ensures 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.
  • Certifies all sales call activities are recorded and kept up to date, using the company's sales account management system.
  • Monitors hotel sales meetings are taking place regularly, with proper items being discussed and follow-up actions in place.
  • Participates and contributes in monthly hotel business reviews, analyzing market segmentation, business pace, market share, and required actions to meet budget targets.
  • Social Media engages with Social Media representatives, both in-house and third-party. Reviews schedules, monthly metrics, and campaign results. Works closely with outside PR agencies and outside marketing efforts to ensure maximum exposure and creativity.
  • Assists Regional Ops Manager in the preparation of regional forecasts, annual budgets, and marketing plans.
  • Assists GMs in the completion of yearly annual reviews for Sales team members.
  • Assists the Sr. VP of Commercial Strategy in all advertising, public relations, and promotional activities.
Requirements
  • Minimum of 5+ years hotel management experience of Department Head or above.
  • Proficiency in the following systems preferred: Profit Sword, Delphi, Ci/Ty, C-vent, TravelClick Agency, and Demand.
  • Excellent verbal and written English communication and listening skills.
  • Ability to read and communicate verbally and in writing and prepare complex occupancy reports.
  • Strong computer skills in MS Word, Excel, PowerPoint with an understanding of the hotel systems preferred.
  • Bi-lingual preferred.
Benefits
  • Dental insurance
  • Disability insurance
  • Employee assistance program
  • Flexible spending account
  • Health insurance
  • Life insurance
  • Paid time off
  • Vision insurance
  • Room Discounts
  • Employee Food and Beverage Discounts

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