Opal Corporate Office
NE/SW Regional Director of Sales
Opal Corporate Office, Portsmouth, New Hampshire, United States, 00215
NE/SW Regional Director of Sales
Salary: $180,000-$190,000, commensurate with experience
Ocean Properties is seeking a dynamic leader for a Regional Director of Sales position to join our team overseeing the Northeast and Southwest regions. The primary function of the Regional Director is to lead and manage the day to day activities related to all sales efforts to include group and business transient segments for all hotels. The Regional Director of Sales is responsible for the management and development of all sales associates, while setting sales strategies for the team.
Sales Responsibilities:
Oversee Sales Managers that sell to include the business transient segment, LNR accounts, and National accounts in addition to Group Sales segments.
Know and understand our Opal Luxury Collection of Hotels
Know and understand Marriott, IHG, and Hilton brands
Know and understand the Comp Set in each market, identifying any gaps or opportunities to sell against them
Analyze sales trends and implement adjustments to maximize profitability
Conduct Lunch & Learns with Directors; attend regional FAMs
Ensure business is booked within hotel parameters and ensure all business is placed at the proper hotel by cross selling the portfolio
Set monthly booking goals for sales team members
Lead by example to drive revenue and meet property objectives
Organize all proactive market initiatives to include Lunch and Learns, FAMs, and Regional Tradeshow efforts
Attend local community events such as Chamber of Commerce, CVB etc., and national tradeshows (when needed) to promote hotel portfolio and increase sales
Prepare and analyze reports in order to forecast, understand pace, track team’s production to include conversion reports and closure ratios
Review and analyze Cvent reporting on a monthly and quarterly basis to ensure the company is expounding on every opportunity to close business
Manage and approve budgets/forecasts
Lead the weekly Sales Roundtable discussion focused on cross-selling, training, and weekly efforts of the Sales teams.
Set and review yearly sales goals with Sales Managers.
Review, train, and uphold SOPs with sales staff.
Review Plans and Actions with Directors quarterly
Staff Development:
Manage a diverse team of professionals creating a positive work environment resulting in high employee satisfaction
Create and maintain an office environment conducive to effective selling
Hold weekly sales meetings to review GRCs, pace, and potential business
Lead the sales team with a focus on building long-term, value-based customer relationships that enable achievement of hotel sales objectives
Oversee hiring and training of sales managers and administrators
Hold monthly one on one meetings with sales managers to discuss funnel production, need times, pace and review target accounts
Review quarterly sales incentives with sales managers and approve bonuses
Support sales team on negotiating contracts, attrition, client issues etc.
Responsible for all sales manager training with regards to booking patterns, rooms to space ratio, rental fees, etc.
Ensure staff is following all Standard Operating Procedures
Ensure staff is properly trained on all systems
Review sales manager’s weekly schedules and activities to ensure staff is making qualified calls, penetrating accounts and taking advantage of best practices.
Administrative
Responsible for development of annual tradeshow budget
Responsible for developing expense budget and tracking expenses on a monthly basis
Work with marketing department on promotions and group incentives
Approve time off and ensure office is covered at all times
Approval of sales supplies to include promotional items, VIP gifts, office supplies etc.
Drive both guest and associate satisfaction while ensuring department's financial success
Approve contract addendum and work with Legal department when necessary with regards to contracts
Qualified candidates should meet the following criteria:
Minimum 10+ years prior hotel sales experience; last 5 years at senior leadership level with responsibility for overseeing a sales team
Delphi, CI/TY, Cvent experience strongly preferred
Diverse background with a variety of brands: Marriott, Hilton, IHG
Proven ability to successfully lead team to achieve established goals with a strategy in place
Strong ability to build relationships with key customers and department heads. Excellent communication skills required.
Proven strength in training, developing sales team, setting high expectations and accountability measurements.
Demonstrates a hands-on leadership approach and manages time effectively
Education Requirements
Bachelor's Degree required, Hospitality Management Degree preferred
BenefitsMedical, Dental, and Life InsuranceSupplemental insurance to include short term disability, accident, and cancer coverage401(K)Paid Time Off (PTO)Incentive programHotel discounts available to the associate and friends/family
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Salary: $180,000-$190,000, commensurate with experience
Ocean Properties is seeking a dynamic leader for a Regional Director of Sales position to join our team overseeing the Northeast and Southwest regions. The primary function of the Regional Director is to lead and manage the day to day activities related to all sales efforts to include group and business transient segments for all hotels. The Regional Director of Sales is responsible for the management and development of all sales associates, while setting sales strategies for the team.
Sales Responsibilities:
Oversee Sales Managers that sell to include the business transient segment, LNR accounts, and National accounts in addition to Group Sales segments.
Know and understand our Opal Luxury Collection of Hotels
Know and understand Marriott, IHG, and Hilton brands
Know and understand the Comp Set in each market, identifying any gaps or opportunities to sell against them
Analyze sales trends and implement adjustments to maximize profitability
Conduct Lunch & Learns with Directors; attend regional FAMs
Ensure business is booked within hotel parameters and ensure all business is placed at the proper hotel by cross selling the portfolio
Set monthly booking goals for sales team members
Lead by example to drive revenue and meet property objectives
Organize all proactive market initiatives to include Lunch and Learns, FAMs, and Regional Tradeshow efforts
Attend local community events such as Chamber of Commerce, CVB etc., and national tradeshows (when needed) to promote hotel portfolio and increase sales
Prepare and analyze reports in order to forecast, understand pace, track team’s production to include conversion reports and closure ratios
Review and analyze Cvent reporting on a monthly and quarterly basis to ensure the company is expounding on every opportunity to close business
Manage and approve budgets/forecasts
Lead the weekly Sales Roundtable discussion focused on cross-selling, training, and weekly efforts of the Sales teams.
Set and review yearly sales goals with Sales Managers.
Review, train, and uphold SOPs with sales staff.
Review Plans and Actions with Directors quarterly
Staff Development:
Manage a diverse team of professionals creating a positive work environment resulting in high employee satisfaction
Create and maintain an office environment conducive to effective selling
Hold weekly sales meetings to review GRCs, pace, and potential business
Lead the sales team with a focus on building long-term, value-based customer relationships that enable achievement of hotel sales objectives
Oversee hiring and training of sales managers and administrators
Hold monthly one on one meetings with sales managers to discuss funnel production, need times, pace and review target accounts
Review quarterly sales incentives with sales managers and approve bonuses
Support sales team on negotiating contracts, attrition, client issues etc.
Responsible for all sales manager training with regards to booking patterns, rooms to space ratio, rental fees, etc.
Ensure staff is following all Standard Operating Procedures
Ensure staff is properly trained on all systems
Review sales manager’s weekly schedules and activities to ensure staff is making qualified calls, penetrating accounts and taking advantage of best practices.
Administrative
Responsible for development of annual tradeshow budget
Responsible for developing expense budget and tracking expenses on a monthly basis
Work with marketing department on promotions and group incentives
Approve time off and ensure office is covered at all times
Approval of sales supplies to include promotional items, VIP gifts, office supplies etc.
Drive both guest and associate satisfaction while ensuring department's financial success
Approve contract addendum and work with Legal department when necessary with regards to contracts
Qualified candidates should meet the following criteria:
Minimum 10+ years prior hotel sales experience; last 5 years at senior leadership level with responsibility for overseeing a sales team
Delphi, CI/TY, Cvent experience strongly preferred
Diverse background with a variety of brands: Marriott, Hilton, IHG
Proven ability to successfully lead team to achieve established goals with a strategy in place
Strong ability to build relationships with key customers and department heads. Excellent communication skills required.
Proven strength in training, developing sales team, setting high expectations and accountability measurements.
Demonstrates a hands-on leadership approach and manages time effectively
Education Requirements
Bachelor's Degree required, Hospitality Management Degree preferred
BenefitsMedical, Dental, and Life InsuranceSupplemental insurance to include short term disability, accident, and cancer coverage401(K)Paid Time Off (PTO)Incentive programHotel discounts available to the associate and friends/family
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