Senior Director of Field Sales

POSITION PURPOSE AND SUMMARY

The Senior Director of Field Sales (Florida Region) is responsible for developing and executing sales strategies to generate and support revenue growth for an assigned regional portfolio of hotels. This includes creating, maintaining, and growing relationships with assigned ESA accounts, as well as proactively identifying and winning business opportunities for the assigned portfolio of hotels within accounts owned by others. The Senior Director of Field Sales supervises, coaches, and mentors 1-2 additional field sales professionals in this effort, and is responsible for directing and leading the operations sales team in performing its assigned sales responsibilities. The Senior Director of Field Sales will be actively engaged at all times with their assigned accounts and portfolio of hotels, and will conduct market planning activities on an ongoing basis to identify need areas and create strategies and actions to grow revenue. A major focus is timely follow up on all leads with revenue potential for the portfolio, as well as generating outbound leads for other ESA hotels.

MAJOR / KEY JOB DUTIES

* Achieve revenue goals and other performance metrics for the assigned hotel portfolio.
* Generate revenue growth using a consultative selling approach to maintain and expand relationships with assigned accounts.
* Create and implement strategic market plans to grow ESA's revenue in the assigned hotels.
* Proactively work with the assigned hotels and regional leadership to identify need areas and coach the operations sales team in lead generation and other sales related activities.
* Promptly follow up on and win sales leads generated by the operations team or other parts of the sales organization.
Proactively identify additional sources of revenue for the local market.
* Work collaboratively with the Account Sales and Account Management teams to identify and generate sales opportunities for the assigned portfolio of hotels.
* Participate in team selling efforts to identify and win business opportunities within accounts owned by others.
* Use effective sales and negotiating skills to achieve rate targets in pursuing and winning business.
* Maintain strong relationships with local accounts and local contacts for accounts owned by others.
* Direct, coach, and mentor assigned field sales professionals in the execution of their duties.

OTHER DUTIES

Strategy and Planning
* Work with the regional team to create market sales plans and detailed action plans to grow revenue for the assigned portfolio of hotels.
* Identify account owners with business coming into your markets and collaborate with them to identify and win additional business opportunities within those accounts.
* Create and target a list of prospective business opportunities in the local market on an ongoing basis.

Training and Coaching
* Ensure the field sales professionals assigned to you are thoroughly trained in all aspects of their job performance including REACH sales training.
* Coach these individuals to improve their sales and professional skills on an ongoing basis.
* Seek ongoing training and coaching to improve sales effectiveness.

Sales Activities
* Meet assigned targets for growing profitable sales volume in the assigned portfolio of hotels.
* Establish productive, professional relationships with key personnel in assigned accounts.
* Identify and develop new business through personal sales efforts targeted to prospective sources of business.
* Collaborate with the rest of the sales organization to proactively identify and win additional extended stay business opportunities within accounts owned by others.
* As necessary, participate and/or lead service recovery efforts to promptly and thoroughly address customer needs, while coordinating the involvement of all necessary ESA personnel.
* Monitor and submit reports on sales productivity to ESA management and customers. Provide detailed reporting to customers and internal managers as requested.
* Maintain accurate documentation of all account contact and sales activities within the CRM program.
* Understand and use a variety of reports and sales technology aids to maximize revenue. These may include STAR data, the daily ops report, hotel lists, in-house guest lists, ProClarity reporting, ClearSlide, LinkedIn, ZoomInfo, Agency 360, etc.
* Participate in periodic sales promotions as appropriate.

Leadership and Management
* Conduct regular meetings with assigned field sales professionals to communicate sales promotions and policies, follow up on sales activities, and prioritize future sales actions.
* Establish and communicate to the assigned field sales professionals appropriate quantitative and qualitative goals for sales activity, milestones, results, and reporting.
* Monitor regional, hotel, and individual achievement to goal on an ongoing basis.
* Promptly address issues of underperformance as appropriate.
* Communicate proactively with regional leadership and hotel teams to provide needed information and support and ensure collaborative efforts across the region to drive sales effectiveness and client satisfaction.
* Earn the confidence and respect of others through a positive and energizing style.

KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES

LANGUAGE SKILLS:
* Fluent in the English language.
* Excellent verbal and written communication skills.
* Excellent interpersonal communication skills including effective listening.
* Excellent presentation skills in one-on-one and small group situations involving clients and associates.

SELLING SKILLS AND INDUSTRY KNOWLEDGE:
* Strong knowledge of business-to-business sales including prospecting, business development, and account management.
* Demonstrated ability to sell using a variety of approaches and delivery platforms.
* Thorough knowledge of hotel and travel industry.

LEADERSHIP ABILITIES:
* Self-motivated with strong time management skills and demonstrated ability to set goals and achieve priorities.
* Ability to manage multiple tasks simultaneously; must function well under pressure, delegate effectively, and remain positive and constructive under stress.

ANALYTICAL SKILLS:
* Strong problem solving skills.
* Demonstrated skills in the area of data and performance metrics.
* Ability to gather market information and analyze industry data to create market and hotel action plans and communications.

ENVIRONMENTAL JOB REQUIREMENTS
* Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.
* Some travel is required depending on the assigned hotel portfolio -- typically 25-50%.

MINIMUM QUALIFICATIONS
* Associates degree, at least 4 years of outside sales experience, with a minimum of 2 years' experience in complex sales; or the equivalent combination of the two.
* Must be pro-active and knowledgeable of creative sales activities and client interactions.
* Must be able to work a flexible schedule to include infrequent evening and/or weekend meetings.
* Must possess a valid driver's license and have reliable transportation.
* Must be proficient with Microsoft Office software including Word, Excel, and PowerPoint

PREFERRED QULIFICATIONS
* Bachelor's Degree preferred but not required.
* Hotel sales experience, particularly in the extended stay niche, is preferred but not required.