Regional Director of Sales

2 weeks ago

Chicago, IL, United States Atira Hotels Full time
Regional Director of Sales (Hilton & Marriott Portfolio | Full-Service + Limited-Service Hotels)

Position Summary

The Regional Director of Sales is responsible for driving top-line revenue performance across a multi-property portfolio of Hilton- and Marriott-affiliated hotels, including both full-service and limited-service assets. This leader provides strategic sales direction, establishes disciplined sales processes, and partners with property leadership to grow market share across key segments (Corporate, Group, SMERF, Government, and Select Leisure where applicable). The role ensures brand-aligned sales execution while maximizing profitability through effective mix management, account strategy, and performance coaching.

Who We Are - Atira Hotels

Atira Hotels is a hospitality management company focused on operational excellence, owner value, and guest experience. We manage a growing portfolio of branded hotels and pride ourselves on an accountable, performance-driven culture-where leaders are empowered, supported, and expected to deliver results. Atira teams collaborate across disciplines (Sales, Revenue, Operations, Finance) to execute strategies that improve performance and elevate service.

Key Responsibilities
  • Portfolio Sales Leadership: Lead and execute regional sales strategy across assigned Hilton and Marriott branded hotels, ensuring consistent performance and brand-compliant sales practices.
  • Revenue Growth & Market Share: Deliver revenue goals (Rooms, where applicable total hotel revenue), improve market penetration, and optimize segment/channel mix based on demand patterns and competitive set intelligence.
  • Account Strategy & Business Development: Build and execute regional account plans; identify and win new business; grow production from top accounts; negotiate key contracts; and maintain strategic relationships with major demand generators.
  • Property-Level Enablement: Partner with GMs and property sales leaders (DOS/CSM) to develop monthly/quarterly action plans, sales initiatives, and deployment strategies tailored to each hotel's positioning, seasonality, and business model (full-service vs. limited-service).
  • Group & Catering Collaboration (Full-Service): Support group strategy, pace management, and need-period selling; align with events/catering teams (where applicable) to drive conversion and maximize total revenue opportunities.
  • Performance Management: Establish KPI dashboards and routines (pace, pickup, production, RFP conversion, account performance, call volume/quality, pipeline health). Conduct structured sales reviews and enforce accountability.
  • Forecasting & Budgeting: Lead input and validation for sales forecasts and annual budgets; ensure assumptions are data-driven and aligned with property goals and market conditions.
  • RFP & Contract Oversight: Manage regional RFP responses and negotiation support; ensure terms protect profitability, reduce displacement risk, and align with brand standards and owner objectives.
  • Brand & Systems Compliance: Ensure property teams follow Hilton and Marriott brand standards, use required systems/tools (e.g., CRM and brand reservation/sales platforms) and execute brand initiatives appropriately.
  • Training & Coaching: Recruit, train, mentor, and develop sales talent; implement best practices and standardized sales playbooks across the portfolio.
  • Cross-Functional Partnership: Collaborate with Revenue Management, Marketing, Operations, and Ownership/Asset Management to align strategy and remove barriers to growth.
  • Travel & Market Presence: Represent the hotels in-market through client visits, industry events, associations, chamber groups, and brand or regional sales programs as needed.
Qualifications
  • Experience: 5-10+ years of hotel sales experience with progressive leadership responsibility; multi-property or regional oversight strongly preferred.
  • Brand Expertise: Demonstrated success working within Hilton and/or Marriott brand environments, including brand standards, reporting, and sales systems.
  • Hotel Types: Proven ability to drive results in both full-service and limited-service operating models.
  • Commercial Acumen: Strong understanding of segmentation, pricing impacts, displacement, market mix, and distribution/channel dynamics.
  • Leadership: Track record of leading teams, building accountability, and coaching for measurable improvement.
  • Communication: Excellent presentation, negotiation, and relationship-building skills with internal and external stakeholders.
  • Tools: Proficiency in hotel CRM and sales platforms, Excel/reporting, and dashboard-driven performance management.
  • Travel: Ability to travel regularly within the region to support properties and key accounts.
Key Performance Indicators (Examples)
  • Portfolio RevPAR/Market Share Index (MPI/ARI/RGI where applicable)
  • Rooms revenue growth vs. budget and prior year
  • Account production, retention, and new account acquisition
  • Group pace, conversion rate, and need-period success (full-service)
  • RFP win rate, contract profitability, and pickup performance
  • Sales activity quality/quantity and pipeline health
  • Team performance, turnover, and training completion

Work Environment

This is a field-facing regional role supporting multiple hotels, requiring frequent travel and on-property engagement. Schedule flexibility is expected to support client needs, market events, and peak planning cycles.

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