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Regional Director of Sales

HP Hotels is a national, award winning hotel development and management company. We are offering a great opportunity to join us as we continue to grow as a Regional Director of Sales. In this role, you will be responsible for directing, coordinating, training, and supervising the Directors of Sales, Sales Managers, Catering Manager(s) and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration at assigned properties. This position is also responsible for growing existing accounts and generating new business to ensure the Rooms revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits and to improve hotel performance in the marketplace.

This position requires multi-property hotel experience, a strong sales and marketing background and excellent communication/supervisory skills. Qualified candidates must have a strong customer focus and an entrepreneurial spirit.

As this position requires a great deal of travel (75% or more), location is negotiable but must have major airpoert access.

RESPONSIBILITIES:

  • Regularly visit assigned properties according to schedule.
  • Initiate and Maintain a Direct and Aggressive Sales Effort.
  • Achieve month over month RevPar and Penetration growth for each hotel.
  • Per the HP Sales Goals & Expectations, ensure assigned staff complete telemarketing, cold calls, appointments, maintenance, follow up calls and site tours.
  • Experience with Hotelligence report and uncovering leads through direct selling with targeted travel agencies.
  • Knowledge and experience with complete RFP process and brand tools/resources.
  • Demonstrate constant follow-up to close business.
  • Review each sales department's weekly sales call plan.
  • Diligently set and maintain weekly schedule.
  • Set aggressive outside and inside sales call goals for each sales coordinator and monitor production; assist them by removing actual or perceived obstacles.
  • Evaluate current hotel performance and group pace and update monthly Sales Action Plans to target underperforming segments and/or capitalize on new opportunities.
  • Participate in outside sales calls to initiate growth.
  • Participate in weekly Revenue Management meetings with thorough understanding of Star Report, accurately forecast revenues and ability to make decisions with changes in rates, mins/maxs and LOS restrictions.
  • Understand Full Account Qualification: Know how to qualify group and transient potential, training, and catering needs in markets where HP manages hotels.
  • Prepare and execute sales blitzes.
  • Hold effective marketing meetings weekly, discussing transient strategies for upcoming 90 days, group pace and rate strategies, priority sales actions, market strength and reviewing transient and group shops.
  • Utilize your relationship with competitor counterparts to identify market trends, opportunity dates, etc.
  • Know which market segments produce effective business for the hotel, sources of business for each and understand how to balance them to maximize revenues.
  • Maintain organized and accurate HP sales filing system on all accounts.
  • Dress and maintain a professional presentation with strong leadership presence with team player attitude.
  • Ability to delegate effectively to balance work load.
  • Develop a relationship with all base / contact decision-makers for top producing accounts.
  • Effectively direct on-property training of all new sales people.
  • Develop relationships with alliance resources (National Sales, Sales Development, etc.) and use to positively impact hotel results
  • Design and coordinate advertising, public relations and promotional campaigns for hotel including Social Media, Email marketing, mailers, etc.
  • Maintain active involvement in CVB, Chamber(s) and attend networking groups.
  • Develop and utilize a "hit list" to prioritize top targeted accounts. Be able to fully qualify needs, identify and expose decision-makers, pursue, present and close the business on accounts that will meet the needs of the hotel.
  • Successfully develop and execute annual hotel Marketing plan and marketing budget.
  • Ensure that hotel front desk staff is knowledgeable about all sales programs and key accounts.
  • Produce sales department reports on a timely basis.
  • Other duties as assigned.

Requirements:

  • A minimum 6 years of progressive hotel sales experience; multi-unit experience preferred.
  • Degree preferred.
  • Full service hotel experience preferred; new openings, brand and independent hotel experience a plus. 
  • Must have a driver's license and maintain minimum required vehicle insurance.
  • Multi-brand experience with IHG/Intercontinental and Hilton (Hampton, HGI & DoubleTree), Marriott, Starwood, Choice, and Hyatt preferred.
  • Supervisory experience required.
  • Computer literate is a must. Experience with Hotel Sales Pro, ONQ, S&E, ACT, or Delphi preferred.
  • Event planning, F&B experience preferred.
  • Able to multi-task, leader and team player with property and company wide projects and trade show participating, lead sharing etc..
  • Long hours sometimes required.  75% travel on average required.  Need to be based or easily access to major airport.
  • Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
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