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Regional Director of Sales

Coralville, IA, USA | Hawkeye Hospitality

  • Industry:
    Hospitality, Travel, & Leisure
  • Position Type:
  • Functions:
    General Management
  • Experience:
    5-7 years
Job Description:
76 people have viewed this job

Scope and General Purpose 

The RDOS role will provide strategic sales, marketing and revenue direction to the assigned region of hotels for the purpose of achieving room and catering profits for Hawkeye Hotels. This individual will work with other corporate team members to maximize revenue and maintain strong interpersonal relationships.

Main Duties

  • Coach mentor, cultivate, and motivate a team of sales leaders to effectively optimize profit.

  • Provides guidance and direction to the Directors of Sales to maximize hotel sales revenue - rooms, banquet & catering.

  • Evaluate the sales state of the market and review the strengths and opportunities. Recognize key revenue opportunities and work with the hotel leadership team to increase performance.

  • Develop and implement targeted sales strategies designed to attack specific market segments, key accounts or identified need time periods to achieve budget and RGI growth.

  • Evaluate and track hotel revenue performance of the sales leaders and hotels within the assigned region of hotels, as compared to budget and hotel brand. Utilize STR, Delphi, Hotelligence, Knowland Group, e-Commerce reports etc.

  • Solidify relationships with c level decision makers for assigned intermediary accounts for the portfolio, with revenues > $500K each in total (corporate, travel agencies, airline, government, SMERF segments).

  • Become the brand sales expert for the company portfolio, adhering to and being knowledgeable of brand programs, resources, tools and initiatives.

  • Connect with and build relationship with franchise sales partners.

  • Assist in determining ROI of sponsorships, marketing programs, trade shows and industry events.

  • Serve as first point of contact for above property sales support to hotels in the region.

  • Create, review and approve quarterly sales and marketing action plans.

  • Participate in reviewing and approving annual hotel business plans including revenue and expense budgets.

  • Act as interim Director of Sales and or Area Director of Sales for any hotel in the company as directed by the CDOS.

  • Provide training assistance to hotel sales leaders and GMs to develop, coach and provided continuous training.

  • Create and implement new sales initiatives to recognize and increase performance.

  • Travel to assigned properties in the region conducting property visits and training, with written documentation of visits with attention to follow up.

  • To provide leadership to their assigned region projecting a professional and ethical image in all aspects of work performance and conduct.

  • Responsible for interviewing, hiring, training, and counseling/coaching assigned property management

  • To works with Property General Managers to ensure ongoing training and development for a positive and proactive approach towards all of the property’s guests.

  • To ensure human resources practices are observed in accordance with company policies and legislation while seeking advice from and keeping Hawkeye Hotel upper management informed on any potential legal issues or concerns.

  • To carry out other duties as necessary to achieve the successful management of the property and assist other members of leadership or other Hawkeye Hotels management personnel.

Qualification Requirements To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

Education and/or Experience

  • Bachelor’s degree or a combination of advanced education and equivalent work experience.

  • Minimum of 5 years overall hotel experience to include 3+ years as an Area or Market Sales Leader with Full Service, Limited Service or Extended Stay Hotels.

  • Management or senior supervisory experience in hotels or experience in the industry with transferrable skills.

  • Proven ability to sell.

Communication Skills

  • Must be able to read, write and understand the English language, write concise reports with proper format, punctuation, spelling, and grammar; speak with poise, voice control and confidence using correct English and pleasant voice tone.

  • Must be able to conduct and manage meetings, as well as speak to large groups as needed.

  • Must have an outgoing, sales minded personality with the ability to close.

Accounting Skills

  • Must be able to add, subtract, multiply, and divide.

Physical Demands 

The physical demands described here are representative of those that must be met by the employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 Requires bending, stooping, along with the mobility to climb stairs and frequently walk. Occasional lifting and/or moving light objects weighing up to 20 lbs. may be possible. Occasionally lift and/or move medium objects weighing up to 50 lbs. Requires hand/eye coordination and manual dexterity.

 Specific vision abilities required by the job close and distance vision, and the ability to adjust focus.

This position requires the employee to travel their assigned market and travel to meetings/training as required.

Computer Skills 

 The employee must have the ability to learn and be proficient in Microsoft Office. Ability to learn and be familiar with the PMS (to include Hotel Sales Pro) systems of the assigned properties is also required.

Financial Responsibility 

List monetary/accounting responsibilities applicable to this position.

 Maximizing revenue through sales efforts of the assigned locations, working closely with the Sales Staff in ensuring correct rate plans are communicated for any given season for the use of the sales department, and overseeing rate recommendations for the assigned locations through open communication with Hawkeye Corporate staff members and the property General Managers.

 Work Environment 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Unaccompanied travel – fluctuating temperatures

  • Participation in seminars/training courses/conferences/local events & meetings

  • Office environment

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