Manager of Revenue Strategy & Market Sales

Drury Hotels•US TN Remote, TN

12d•Remote

About The Position

Under general direction, this position guides revenue strategy for hotels within assigned geographic market and provides leadership and development of market sales team members in effort to grow company revenues. This position is responsible for hotel revenue performance for hotels within assigned geographic market by way of setting revenue strategies for individual hotels, leading market sales team, and collaborating and communicating with National Sales & Corporate Partnerships, Groups & Meetings, Revenue Management, Business Development, National Call Center, Marketing, Regional Manager and General Manager.

Requirements

Requires expert knowledge of sales techniques and professional business practices.
Requires ability to communicate clearly in English, both orally and in writing.
Requires proficient computer skills including Microsoft Office.
Requires effective time management and organizational skills.
Requires ability to travel overnight and operate an automobile in the daily routine of making sales calls.
Requires minimum of 3-5 years of outside sales and account management experience, preferably in hospitality or related field.
Requires 3-5 years of sales leadership experience or completion of company leadership development program.
Requires knowledge, skill and mental development equivalent to completion of four years of college, or Bachelor’s Degree in sales, marketing business management, or related field.
Ability to read, analyze, and interpret general data and information.
Ability to write reports, business correspondence, presentations, procedures and training all for the sales discipline.
Ability to effectively present information and respond to question from team members and customers.
Ability to calculate figures and perform basic analysis of data including but not limited to percentages, budget projections, etc.
Experience with Microsoft Office, including Word, Excel, PowerPoint and Outlook.
Ability to learn and use multiple technology platforms.

Responsibilities

Establishes clearly communicated strategies for individual hotel revenue success including, but not limited to: corporate rate tiers and parameters, establishing group ceilings, group booking parameters, retail rate structure, seasonality needs, and leads the efforts of revenue strategy and market sales team to grow existing account and new account revenue from within the assigned geographic market.
Leads market sales team members to have expert knowledge of geographic market including but not limited to: top accounts, competitors, demand generators, top employers, and other economic factors that may impact hotel occupancies. Collaborates this knowledge with key stakeholders across Drury Hotels.
Directs team to follow Drury United, The Sales Difference philosophy. Holds sales team members accountable to required sales duties in designated time, including, but not limited to: quarterly sales planning, managing sales funnel, customer-facing appointments, timely follow up to customers, saturating accounts, documenting sales activity, researching and planning, being prepared for internal meetings, etc.
Takes active role in the sales process. Works closely with sales team members to identify and capture revenue opportunities within accounts that have potential for significant growth both within assigned geographic market and across the brand. Leads and encourages proactive and creative exploration across Drury sales team to capture chain-wide opportunity within all customer interactions and grow market share at Drury Hotels.
Oversees Hotel Director of Sales and onsite sales management of group destination hotels by leading relevant activites including, but not limited to, conducting daily business review, pipeline review meeting, professional development coaching of onsite group sales team, pick up review, maximizing meeting space by booking smart group patterns, establishing rooms to space ratios, leveraging relationship with local CVBs, etc.
Develops sales team members including but not limited to: sales plan reviews, performance development meetings, coaching sessions, sales meetings, annual performance reviews and mid-year touch base.
Holds self and team accountable to participation in market segment industry education and networking groups to promote brand recognition, company programs, and key business leads.
Leads relationship of market level business-to-business partnerships/sponsorships, insuring all aspects of contract are implemented and measured for return on investment.
Provides analysis of key performance indicators and implements actionable strategy and plans to improve performance. Key indicators include, but are not limited to, STAR reports, revenue pace for all segments of business, mix of business, day of week performance, premium room types, seasonality, competitor demand & renovations, ADR, and other influencing factors.
Daily leadership of team of direct reports including Hotel Director of Sales, Market Sales Executive and Sales Coordinator and indirect reports including but not limited to Sales Support Specialists.