Area Director of Sales

Springwood Hospitality•Bethlehem, PA

17h

About The Position

The Area Director of Sales is responsible for selling for two or more properties within the same market, focusing on developing, growing, and maintaining all assigned market segments to generate revenue for the hotels. This role involves collaborating with General Managers, Regional Sales, and property-level sales teams to maximize revenue and ensure memorable customer experiences. For markets with a single sales team member, the Director of Sales will ensure successful revenue generation across all demand segments. Where applicable, this role includes overseeing, supporting, mentoring, and coaching Sales Managers/Area Sales Managers to achieve their goals. Success is measured by the achievement of hotel revenue goals and improvements in market share compared to competitors.

Requirements

Strength in direct sales through inside and outside calls.
Ability to see a vision and not be deterred from achieving it.
Outgoing personality and great people skills, both within the hotel and with clients/guests.
Commitment to the company and the achievement of its goals.
Effective and crisp communication skills, written and verbal, including group presentations.
Very organized, with strong note-taking abilities and attention to detail.
Consistently obtain, communicate, and follow up with clients, hotel associates, and corporate staff.

Responsibilities

Develop, grow, and maintain assigned market segments to generate revenue for the hotels.
Collaborate with General Managers, Regional Sales, and property-level sales teams to maximize revenue and ensure positive customer experiences.
Oversee, support, mentor, and coach Sales Managers/Area Sales Managers to ensure they achieve their goals (where applicable).
Achieve and exceed monthly room revenue budgets by booking appropriate business based on hotel selling strategies and client needs.
Perform pre-call planning and post-call follow-up for client relationship management.
Maintain awareness of competitive sets' sales practices and take proactive steps to counter their efforts.
Gain contacts and business intelligence through involvement in industry and/or charitable organizations.
Strive to continually improve general business, industry, and job-specific skills through internal training, brand resources, and external continuing education.
Grow revenue for Springwood Hospitality by cross-selling other Springwood hotels where applicable.
Complete and exceed sales action plans in collaboration with the Springwood Regional Sales team, based on hotel budgeting requirements and feedback from General Managers and other Springwood Personnel.
Ensure weekly goals are met or exceeded and include General Manager/Springwood Regional Sales/Springwood Revenue Management on appropriate sales appointments.
Actively and appropriately use the Customer Relationship Management System (CRM) to enter sales/community information, ensure consistent traces, timely follow-up, account saturation, client potential, and bookings.
Utilize available business tools to prospect for new business (e.g., Brand database reports, Hoover’s, local newspapers, business journals).
Utilize internal lead source generators (e.g., Brand GSO) to maximize revenue production for assigned hotels.
Monitor economic/business news relevant to assigned market segments.
Understand the business rationale behind and contribute to the hotels’ rooms forecast.
Ensure all reports, internal requests for information, and special projects are submitted on or before their due dates.
Provide suggestions to Regional Sales and other Corporate-based staff regarding revenue growth.
Understand the business rationale behind the annual budgeting process (revenue generation, advertising/promotion costs).
Collect and analyze information using history, plans, decision structure, and strategies of key customers in assigned markets.
Evaluate potential business opportunities for assigned hotels and present findings/defend position to the General Manager/Springwood Regional Team.
Approach the position with a relationship-building/proactive selling mindset.
Develop and present business cases to General Managers/Springwood Regional Team, and deploy seasonal and segmented promotions and packages where applicable.
Contribute to hotel camaraderie by celebrating coworker successes.
Embrace an "Everybody Sells" culture and provide teaching and empowerment moments for all team members to contribute to revenue generation and property success.