Regional Director of Sales And Marketing

Summary: The Regional Director of Sales is a key member of the senior leadership team and functions as the direct sales business leader for the company.  The Regional Director of Sales provides guidance, support, leadership and training to the property level sales professionals.  Supporting the CRO of Sales & Marketing, the Regional Director of Sales will achieve the company’s goals and demonstrate a commitment to these goals through work ethic, integrity, passion, and respect for the Company and its associates.   This person uses direct sales expertise and industry knowledge to create a competitive, enjoyable, and successful sales culture.   

The Regional Director of Sales is responsible for assisting the Directors of Sales & Marketing, Sales Teams, and the General Managers with short and long-term planning and day to day operations of the hotel’s sales & marketing department, including talent acquisition and management, strategic planning, development and execution of focused action plans, and evaluation of productivity and performance. 

Essential Duties and Responsibilities:  

• Primary objective is to shift share to hotels by measure or the STR Report and Hotelligence (if provided)
• Develop a high performing, competitive sales organization to meet the demands of the business, with creativity and a competitive spirit to produce best in class results
• Support the short and long-term direct sales effort by providing guidance to the Sales Teams on the overall solicitation efforts for the Group, Negotiated Transient and Catering segments including goal setting, identifying targeted accounts, developing focused strategies, executing a SMART plan, and measuring results. 
• Play a key role in recruiting, hiring, training, coaching, and retention of the Regional Directors of Sales, property Directors of Sales and assist the DOSs in these HR functions for the entire sales team.  Coach and develop individuals to enhance productivity and growth.
• Actively participate in the solicitation and direct customer interaction of top accounts at the property, brand, and enterprise levels.  
• Assist the hotel teams in effective distribution through brand programs, e-commerce initiatives, and hotel marketing efforts.
• Consult with the brands and identify appropriate third party vendors to ensure the sales associates have the tools and training they need to be most effective in their roles.  Work with vendors to ensure a positive ROI from products and services purchased.  
• Assist the hotels with effective and prudent sales & marketing expense management, including staffing levels and sales & marketing expenses.
• Understand the revenue management strategies to encourage and support the right mix of business based on seasons and market conditions.  
• Work in tandem with the Regional Directors of Revenue Management to ensure the portfolio is receiving the necessary attention to support defined strategies and action plans.
• As needed, complete the orientation and on-boarding of new Directors of Sales & Marketing joining the company.
• Review the Sales Productivity for each hotel, identifying deficiencies, and work with the ROLs, GM and DOS to develop plans to improve performance and productivity.
• Demonstrate an expertise in the Sales Systems.
• Keep current with all brand sales and marketing systems, tools, standards, and programs and ensures the sales team takes advantage of the brand resources.
• Active involvement in underperforming assets, transitions, and rebranding
• Communicate key market information and sales and marketing trends to Senior Leadership.
• Participate in the development of the annual business plan, providing guidance on the mix of sales, F&B contribution, competitive positioning, and overall strategic vision to achieve the desired performance.
• Complete the annual RFP process in conjunction with hotel and DORM
• Complete all brand required training and initiatives