Regional Director of Sales

Lodging Dynamics•,

4d•$140,000 - $150,000

About The Position

The Regional Director of Sales (RDOS) is a strategic leader responsible for driving topline revenue growth across a portfolio of assigned hotels. The role oversees and collaborates with on-property and corporate leadership to ensure optimal market positioning, effective execution of sales strategies, and strong revenue performance. The RDOS works closely with Revenue Management, Marketing, and Operations teams to develop and implement strategies that maximize market share, profitability, and customer satisfaction. The position provides leadership and support to property-level Sales teams, coordinates sales staffing and deployment, monitors performance and forecasts, and develops sales talent. It collaborates with General Managers, Sales leaders, corporate leadership, and the VP of Sales & Marketing on budgets, business plans, companywide initiatives, and sales processes. The role requires 75% travel and includes regular property visits, industry representation, and participation in owner presentations. The position requires a bachelor's degree from an accredited university or equivalent experience in a related field and at least five years of supervisory sales experience in the hospitality industry. Advanced proficiency with Delphi, Cvent, Meeting Broker, Knowland, Amadeus TravelClick, and Brand Distribution systems is required. The role also requires strong hospitality sales, leadership, analytical, budgeting, forecasting, communication, and team-development capabilities.

Requirements

Bachelor's degree from an accredited university or equivalent experience in a related field.
At least five years of supervisory sales experience within the hospitality industry.
Advanced proficiency with Delphi, Cvent, Meeting Broker, Knowland, Amadeus TravelClick, and Brand Distribution systems.
Proven performance leading a sales team to achieve sales goals and grow market share.
Deep understanding of hospitality industry trends, market dynamics, guest segmentation, and distribution channels.
Ability to budget and forecast effectively and accurately, and strong financial literacy and business acumen.
Ability to articulate strategies for topline revenue generation and lead teams to achieve ambitious financial targets.
Strong understanding of market segmentation, revenue management, and hospitality sales strategy.
Strong analytical skills, including the ability to interpret complex data and translate it into actionable insights; expertise in business intelligence tools and hotel management software.
Excellent leadership, communication, and interpersonal skills, including the ability to influence and collaborate across departments and levels of management.
Strategic thinking and decisive action in a fast-paced, changing environment; results orientation and commitment to continuous improvement and innovation.
Adaptability, proactivity, and ability to lead during change or uncertainty and respond effectively to evolving work environments and customer requirements.
Commitment to exceptional guest experiences, business performance, a positive and professional working environment, and a culture of excellence.
Ability to work effectively in a culturally diverse environment and support diversity and inclusion.
Strong time management, organization, and ability to manage multiple priorities and frequent interruptions or distractions.
Ability to recognize emergency situations and take appropriate action.
Emotional intelligence and ability to build strong working relationships with team members at all levels.
Ability to build and motivate teams, foster collaboration, and inspire high performance.
Analytical, problem-solving, accuracy, and precision skills.
Ability to develop and implement business strategies and interpret and create policies, procedures, and manuals.
Ability to listen effectively and resolve concerns and challenges raised by management, team members, or customers.
Coaching, counseling, mentoring, and team-development skills.
Ability to identify revenue-generating opportunities while managing costs and resources effectively.
Ability to develop and execute business strategies aligned with brand identity and guest expectations.
Knowledge of industry trends, best practices, regulations, and the current industry landscape.
Ability to engage diplomatically with third-party operators and owners, respond appropriately to partner feedback, and help resolve issues.
Negotiation and public-speaking proficiency.
Basic math skills.
Basic knowledge of Google Docs or Microsoft Word, Google Slides or Microsoft PowerPoint, and Gmail or Microsoft Outlook.
Proficiency in Google Sheets or Microsoft Excel.
Ability to understand and follow oral and written directions, communicate effectively in English, and interact successfully with internal and external customers.
Ability to travel 75% of the time.
Ability to perform the physical demands described in the posting, including standing, walking, pushing, pulling, lifting, talking, hearing, hand and finger use, repetitive motion, and close and color vision.

Responsibilities

Work with General Managers and Sales leaders to optimize Sales staffing and deployment at each hotel.
Develop and implement strategic sales plans to meet or exceed revenue goals across the assigned portfolio.
Work with Sales leaders to establish and track booking goals and booking pace, and ensure effective sales strategies are in place.
Review Delphi bookings, pace, and sales activities for each assigned seller weekly or monthly, and work with General Managers and Sales leaders to address performance gaps.
Analyze market trends, competitive intelligence, and hotel performance data to adjust sales strategies and maintain market competitiveness.
Visit properties regularly to review sales performance, coach teams, and support strategic objectives.
Conduct weekly or bi-weekly one-on-one meetings with Sales leaders for training, development, accountability, and process improvement.
Establish and execute quarterly sales action plans with Sales leaders for assigned hotels.
Provide leadership, guidance, and support to property-level Sales teams to align their work with company goals and initiatives.
Monitor monthly group crossover goal progress and strategize with Sales leaders to improve pace and achieve goals.
Conduct portfolio reviews with property teams and corporate leadership to report progress and address sales challenges.
Review and analyze group, contract, and corporate transient revenue forecasts for assigned hotels during each forecast cycle, and improve forecasting processes and accuracy with Sales leadership.
Evaluate Sales & Marketing expenses, budgets, forecasts, and use of sales subscriptions for assigned hotels.
Identify cross-selling, upselling, and property-synergy opportunities.
Recruit, mentor, and develop Sales professionals to achieve results and foster a positive sales culture.
Lead or participate in Sales huddles and Commercial Strategy field calls.
Oversee an effective Request for Proposal (RFP) process for each hotel, including strategy and adherence to due dates.
Collaborate with the VP of Sales & Marketing on companywide sales initiatives, quarterly sales blitzes, recognition and bonus programs, and Sales Standard Operating Procedures and job aids.
Conduct regular team meetings with Sales leaders to address training gaps and foster collaboration.
Collaborate with General Managers, Sales leaders, and Revenue Management to establish annual budgets and business plans.
Ensure efficient use of Sales and Marketing systems, tools, and resources, and deliver a strong return on investment for initiatives.
Assist the VP of Sales & Marketing with assigned business development and due diligence projects.
Represent the company at industry events, trade shows, and networking opportunities.
Attend owner presentations as requested and work with hotel teams to prepare effective presentations; review sales materials in advance for accuracy, organization, and detail.
Maintain professional appearance and attire in accordance with company standards; communicate effectively with team members and management; and attend team meetings.
Follow safety and emergency procedures and applicable company, federal, and state regulations; complete required company training and compliance courses; and adhere to company policies and procedures.
Perform other related duties and responsibilities as assigned.
Oversee and coordinate department activities, set goals and methods, address issues, ensure regulatory compliance and productivity, and manage the department budget.
Create policies, procedures, and manuals; assign, monitor, and review work; evaluate performance; recruit and interview; orient and train; issue corrective action and recommend termination; and investigate and resolve concerns and complaints.