Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com.

Overview

The Regional Sales Manager is primarily responsible for driving top line revenue for customary sales, through direct sales efforts, related segments to include group & volume transient and is responsible for overseeing and managing area sales activities for 5 hotels. The individual is expected to stay ahead of market trends and help monitor market share movement through ongoing competitive hotel analysis. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace. The Regional Sales Manager is also responsible for assisting in developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotels, as well as managing the sales and marketing budget that supports revenue attainment. This position will primarily support the La Quinta cluster of hotels in the PHX area.

This regional role is an ideal steppingstone toward gaining multi-hotel oversight experience in preparation for regional leadership responsibility.

Responsibilities

• Assesses & reacts to market trends, market share & the competitive hotel environment.
• Assist with the development and implement a marketing communications plan designed to achieve the desired positioning of the hotel, as well as manage the sales & marketing budget that supports all initiatives.
• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization.
• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.
• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance.
• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply.
• Understand GEO source & ability to develop a plan to penetrate the primary markets.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Develop sales goals designed to achieve budget & market share targets.
• Manage group pace measurement and set sales production goals.
• React to negative trends in the market place by implementing blitzes or promotions.
• Manage sales activity & travel schedule.
• Must be able to travel fluidly around the PHX Metroplex.

Qualifications

• Prior hotel sales experience preferred.
• Area/Regional sales oversight of multi-hotels preferred.
• Wyndham Brand Experience preferred.
• Experience dealing with/communicating with ownership groups and asset management.
• Proficient in managing/using sales automation (i.e. DELPHI, STS or alternative) & Brand PMS systems.
• Experience working collaboratively with revenue management & operation teams.
• Well-rounded knowledge of all market segments and channel distribution sources, as well as ability to develop a strategic plan for each.
• Excellent communication and presentation skills.
• Strong interpersonal skills and ability to work in a team environment.
• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines