Job Summary:
The role of the Regional Director of Sales and Marketing is to identify and analyze the competitive marketplace and ensure the assigned region meets set goals and objectives. The RDOSM also drives and executes the business and revenue of the assigned sales and marketing team by implementing sales and marketing strategies aimed at continuously improving market share and profitability of the assigned portfolio. This position will work in conjunction with the Vice President of Sales, Marketing and Revenue.
Qualification Summary:
Required Experience and Education:
- Minimum five years of experience in hotels in sales and marketing leadership roles.
- Minimum ten years of progressive experience in hospitality or six years of experience with a bachelor’s degree or eight years of experience with an associate’s degree.
- Ability to travel frequently, sometimes on short notice and for extended periods of time.
- Proficient in Microsoft Office or similar computer applications.
Preferred Experience and Education:
- Experience in multi-unit leadership roles within the sales and marketing areas.
- Social media marketing experience.
- Various hotel Brand experience.
- Bachelor's degree in Business Administration, Marketing, or related major.
- Experience using Sales Force, Delphi FDC, Sales Pro and/or similar applications.
Travel:
Up to 100% travel requirement within assigned region - Greater Dallas area. Must possess a valid driver's license and the ability to travel frequently and occasionally fill in as interim Director of Sales with minimal notice.
Physical:
Frequent sitting, standing, and moving about the facilities. Handling objects, products and equipment. Using keyboards and other office computer equipment. Occasionally push, pull and lift items weighing up to 50 pounds. Must communicate information and ideas so others will understand. Must observe details at close range.
Other: Must speak English fluently. Must have excellent written and oral communication skills. Mathematical skills include basic math, budgeting, profit/loss concepts, percentages and variances. Selling problem solving, reasoning, motivating, organizational and training abilities are often used. Ability to effectively multi-task.
Duties and Responsibilities:
- Provide leadership in determining overall strategic direction of sales department at each hotel in order to improve performance.
- Maintain a good awareness of market conditions, pricing trends, seasonality and mix of business for each hotel within region.
- Exceed budgeted rooms revenues and demonstrate positive RevPar penetration growth for each hotel and the region as a whole.
- Assist in recruitment for open sales positions and participate in interviews for all sales/catering positions within region.
- Conduct regular property visits to identify areas of opportunity and develop strategic action plans with the sales team to improve performance.
- Ensure that all sales managers have current development plans and receive reviews in a timely manner.
- Ensure that all sales/catering managers understand the sales incentive plans and that all DOS’s understand how to write effective goals.
- Mentor and educate DOS’s through weekly calls; assess their level of expertise to help them grow and make sure to uncover opportunities and challenges at each property.
- Ensure that DOS’s are conducting weekly 1x1’s with each sales manager and that they are conducting effective monthly sales meetings with a training component.
- Celebrate successes with each property team when goals are achieved and when big bookings are contracted.
- Build/maintain relationships and trust with property-based team through consistent and honest communication.
- Communicate regularly with RVP regarding progress toward goals, resources needed and resources consumed.
- Model proper sales skills to others by actively participating in the sales process.
- Develop relationships with market CVB leaders for each property.
- Develop relationships with brand representatives, participate in relevant programs and gain an understanding of their specific sales tools.
- Meet and develop relationships with top accounts for each Hotel in assigned region.
- Continue to encourage and display creativity by participating in property blitzes and key site tours.
- Ensure marketing dollars are spent within budget and have clearly defined ROI expectations.
- Ensure all collateral represents the appropriate image and tone for the properties.
- Assist hotels with developing budgets and business plans.
- Assist hotels with forecasting, ensuring +/- 5% accuracy.
- Implement “Best Practice” calls with DOS’s from hotels within region.
- Make recommendations for capital improvements to enhance the assets of the company and brand loyalty.
- Maintain and uphold standards of brand and/or Raines Co. Hotels to the highest level.
- Any and all other duties as assigned.
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