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The Regional Director of Sales drives revenue growth across multiple markets and branded hotel properties by helping property level sales teams secure new business, foster client relationships, and execute corporate sales strategies to meet occupancy and RevPAR targets. This person oversees team performance for a portfolio of hotels while maintaining both an in-market presence to support client/hotel relationships as well as a corporate presence to collaborate with shared stakeholders. Travel to properties is required for training, audits, and action planning, as well as industry events/conferences as needed. Duties include conducting in-person calls with sales(s), business reviews, and revenue strategy calls when required. The RDOS will work with the commercial strategy teams and operations teams to set aggressive but achievable goals and work with hotel general managers to ensure property level sales people stay motivated and are held accountable to performance.
Essential Functions
PERFORMANCE REPORTING & ANALYSIS
- Analyze STAR reports, pace reports, channel mix, digital analytics, CRM metrics, TravelClick reporting and RFP performance to identify trends and growth opportunities.
- Evaluate and have input on weekly sales activities as well as quarterly and annual plans and objectives.
- Drive data-informed decision-making across the organization by turning performance data into actionable insights.
- Lead monthly performance updates with senior leadership and quarterly updates with ownership groups.
- Review, audit, and support all key RFP submissions to ensure alignment with revenue strategy, capabilities, and rate guidelines.
- Work with franchise sales teams, revenue managers, and property-level stakeholders to enhance win rates and client retention through RFP cycles.
- Support property-level teams in the development of account strategies and top account management.
- Personally engage with top clients and accounts to maintain relationships, resolve issues, and maximize revenue opportunities.
- Lead quarterly and annual sales production reviews with hotel owners as needed.
- Act as a point of contact with franchisor sales departments and maintain a relationship with the brand support teams (e.g., Marriott, Hilton, IHG, etc.).
- Coordinate marketing co-ops, brand initiatives, and compliance with franchise standards.
- Collaborate with partners and in-house teams to produce creative content, seasonal offers, and promotional materials.
- Revenue Generation & Strategy: Drive top-line revenue, maximize occupancy, and optimize Average Daily Rate (ADR) through proactive and value-focused sales efforts for both short-term and long-term growth.
- Account Management: Help identify, secure, and grow new accounts while ensuring existing relationships with corporate, group, and, if applicable, SMERF (Social, Military, Educational, Religious, Fraternal) clients are saturated and maintained.
- Leadership & Support: Mentor, train, and coach on-site sales teams to meet or exceed objectives. Conducts in-person calls with sales(s), business reviews, and revenue calls when required. Works with hotel general managers to maintain sales team motivation and accountability.
- Market Analysis & Reporting: Analyze competitor sets, market trends, and financial reports to adjust sales strategies.
- Collaboration: Work closely with align strategies with other corporate teams. That alignment will include property-specific and portfolio-wide revenue goals; monitoring progress against WSRs/QAPs and taking corrective action where necessary.
- Relationship Management: Represent the company at trade shows, networking events, and client meetings to build strong industry relationships and expand business opportunities.
- Experience: Proven experience in hotel sales, with a track record of meeting revenue targets, often requiring 3+ years in multi-property sales.
- Industry Knowledge: Deep understanding of the hospitality industry, segmented and company specific sales data, franchise resources, and CRM tools.
- Communication: Excellent negotiation, presentation, and interpersonal skills.
- Leadership: Strong leadership skills with the ability to motivate teams, provide constructive feedback, and assess performance objectively and consistently.
- Organization & Time Management: Highly organized with the ability to manage multiple priorities, track projects, and meet deadlines while ensuring timely follow-up.
- Portfolio Management: Proven track record of successfully leading multi-property portfolios and delivering consistent revenue growth.
- Flexibility: Willingness to travel extensively, as needed.
- Associate’s Degree required, Bachelor’s Degree in Hotel/Restaurant Management, Business Administration, Management or similar degree preferred, or equivalent combination of education and experience.
- 3+ years of experience overseeing and mentoring other sales leaders.
- Proficiency in Microsoft Office Suite and industry-specific software (e.g., Opera, Delphi).
- Mentor sales leadership to prepare them for growth opportunities.
- Partners with General Managers, revenue, and operational leaders to support sales performance, ensure alignment with corporate strategy, and leads coaching, development, and accountability across all markets.
- Conduct regular check-ins with hotel sales teams to review goals, provide feedback, and support action plan development.
- Meet weekly, virtually or in person, with each direct report.
- Build a culture of accountability, transparency, and continuous improvement.
Valid driver’s license required.
WORK ENVIRONMENT & TRAVEL REQUIREMENTS:
- Travel is required to hotels, client sites, and industry events as needed. Includes overnight travel and varying schedules based on business needs.
- Role requires participation in on-site meetings and events; in-person presence is required for key business activities.
- Travels to properties for training, audits, action planning, as needed.
- The Regional Director of Sales will be required to work varying schedules as dictated by the business needs of the supported hotels. This includes attendance at all scheduled brand and job specific training sessions and meetings. May require nights, weekends, and holidays.
- Consistent attendance and timely participation in required meetings and travel are essential. Performance concerns will be addressed consistently with company policy, and reasonable accommodations will be considered in accordance with applicable law.
- This job description is not intended to be all-inclusive, additional details will be specified by the supervisor. The employee will also perform other reasonable business duties as signed by the supervisor.
- Management reserves the right to change this job description, job responsibilities, duties, and working hours as needs prevail.
- If requested in accordance with applicable law, Brandt Hospitality Group provides reasonable accommodation to known physical or mental limitations of an otherwise qualified team member with a disability to allow him/her to perform essential functions of the job unless the accommodation imposes an undue hardship on Brandt Hospitality Group.
- Brandt Hospitality Group is an at-will employer. This job description is a guideline and does not constitute a written or implied employment contract.
