Regional Sales Manager

Lead our Regional Sales Team!

The Regional Sales Manager is responsible for developing and executing strategic sales and marketing plans aligned with hotel budgets and forecasts to maximize revenue through direct sales and marketing, e-commerce channels, public relations, and community partnerships. Success will be measured by: new business conversion, incremental revenue generation for the specific portfolio, and increased customer value and ROI. The ideal candidate must also be able to influence, develop, and empower employees to achieve sales objectives while maintaining a thriving work environment. This role is based in the Greater Tampa Bay area and is not a remote or hybrid position.

Essential Duties and Responsibilities:

Direct Sales:

• Responsible for revenue maximization for assigned hotels including group, contract, transient and catering (where applicable).
• Complete weekly, monthly, and quarterly sales activities.
• Plan travel into assigned market(s)
• Aggressively solicit new business to exceed revenue goals.
• Maintain consistent verbal and written communication with clients.
• Conduct site tours and/or digital presentation to potential clients.
• Implement strategic account management; develop multiple contacts, research/qualify various departments and divisions with the organization for full account qualification.
• Execute strategic sales plans to positively affect revenues within assigned portfolio
• Review/monitor brand reports and tools to assist in identifying potential businesses and activities within the market
• Respond to all customer inquiries within 4 business hours.
• Be aware of new business opportunities in and around your market; monitor through local newspapers, business journal, trade publications, internet resources, and Google Alerts, etc.
• Weekly and monthly networking, with organizations that will assist with the development of future opportunities.

Sales and Communication:

• Collaborate with operation partners to deliver revenue results.
• Partner with Marriott/Hilton/IHG and other brand Account Executives—refer leads and use as an extension of the Sales Team.
• Be familiar with competitors’ and their selling strategies (SWOT). Recognize what opportunities exist to shift share from the competitors.
• Accurately communicate details on accounts to the operating departments as needed.
• Understand the hotel’s operations, including room types, meeting capacities, services, features and benefits.
• Communicate with Revenue Management to ensure that pricing is appropriate and adjust selling strategies as needed.

Sales Administration:

• Enter all sales activities into Delphi.fdc. Commit to 100% adoption and update account information daily.
• Compile and complete monthly/quarterly reports as assigned.
• Attend Sales Training as scheduled.
• Observe and strategize administrative activities around prime selling time.
• Monthly mileage and expense reports.
• Maintain brand compliance.

Leadership Support:

• Make recommendations for the recruitment, hiring, and terminations.
• Manage and motivate sales efforts for the entire team, including a systematic and comprehensive business plan.
• Eliminate barriers to successful selling, streamline operations, recommend improvements, and develop SOP's.
• Involvement with front-line training, including Front Desk staff and On-Site Coordinators
• Attend Monthly Team Meetings at your portfolio's properties when needed.
• Be a leader and role model to all employees.

Corporate Support:

• Participate, as requested, in the planning and implementation of Naples Hotel Group sales policies and programs
• Participate in company-wide sales efforts, trade shows, corporate meetings, and any other event or activity deemed to be in line with the overall revenue goals
• Allocate both dedicated and shared sales resources to achieve maximum revenue return on invested sales dollars by focusing efforts on those customers who are the most profitable
• Perform other duties or tasks as assigned by Naples Hotel Group Principals

Education and/or Work Experience Requirements:

Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession. This includes knowledge required for the management of people, complex problems, and efficient sales activities. Make decisions within the standards of the position, which can impact more than one department. Must possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.

Standard Qualifications:

• Four-year degree or equivalent experience
• 3 years within the multi-hotel sales discipline preferred
• Prior sales experience with multiple major brands such as Marriott, Hilton, and IHG, preferred.
• Ability to read, write, and speak English, with excellent grammar and communication skills (written and verbal)

Additional Qualifications:

• Capable of handling and leading multiple hotels’ sales and marketing efforts
• Travel required: This role may require travel, including overnight visits. Up to 25% of the time.
• Hours Required: This is a salaried position; 45 hours per week are required
• Available to meet guests outside the scope of regular business hours
• Well organized and detail-oriented
• Must be able to work independently and multi-task, prioritizing as appropriate
• Display initiative, perseverance, and analytical skills.
• Team player and ability to get along with others
• Must have the ability to communicate issues and concerns at all levels of the organization
• Must have planning and problem-solving skills that include the ability to tie strategies and planning actions to results
• Requires working knowledge and experience using Microsoft Office 365, including SharePoint, OneNote, Word, Excel, and Outlook.
• Must be able to scan and assess the competitive arena to refine/improve the customer value proposition
• Excellent customer service skills: the ability to manage the customer decision and relationship process

PhysicalRequirements

While performing the duties of this job, the employee is regularly required to sit; stand; bend; walk; use hands or finger; or feel objects, tools or controls; lift boxes (up to 15 pounds); talk and hear. Vision abilities required by this job include close vision to a computer screen.

OTHER Requirements:

• Employee must maintain a neat, clean and well-groomed appearance (specific standards available).
• Regular attendance in conformance with the standards, which may be established by Naples Hotel Group from time to time, is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.
• Upon employment, all employees are required to fully comply with Naples Hotel Group rules and regulations for the safe and efficient operation of the hotel facilities. Employees who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment

As a family-owned business built on genuine relationships, Naples Hotel Group places immense value on the character and quality of our team. We are dedicated to creating an environment where associates serve each other, our partners, and the community with kindness and respect, working together toward meaningful shared success. Our tight-knit team structure ensures every voice is heard, fostering a collaborative culture rich with opportunities for career advancement and personal development.

Comprehensive Benefits Package for Full-Time Employees

• Paid Time Off: 2 weeks of vacation in the first year and 4 sick days per year
• Paid Time Off: 3 weeks of vacation in year three, 4 in year four, then 5 in year five, and beyond.
• Comprehensive health, dental, and vision insurance, plus disability and life coverage
• 401(k) with employer match
• Exclusive global hotel discounts
• Career growth opportunities across our hotel portfolio
• Additional perks, including paid volunteer time and lifestyle discount