As a member of the CSM Lodging Corporate Sales team, the Regional Director of Sales will support the sales efforts for hotels within CSMs Lodging portfolio. The Regional Director of Sales will work closely with the VP of Sales, hotel General Managers, property Sales teams, Marketing, and Revenue Management teams to develop and execute property specific and global strategic sales plans that drive occupancy, increase RevPAR, and increase the volume productions of accounts. This individual will provide interim coverage for vacant sales positions at properties, train Sales Professionals, and provide subject matter expertise to improve sales performance where necessary.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Property Support: Travels to assigned properties at least 50% of the time or as demands require, to further educate hotel Sales teams and General Managers on sales best practices. Influences and develops strategic action plans to address sales and market share challenges at assigned hotels. Plans and leads sales meetings to support, strategize and provide direction for hotel management teams. Utilizes expertise to advise and implement changes to sales efforts of assigned hotels. Monitors the productivity and activity reporting, pace and key account development strategies for each hotel. Provides support in Direct Booking and Lead Generation efforts to hotels within assigned markets.
- Sales: Is the subject matter expert of the hotel sales process. Participates in the hotel sales process in partnership with General Managers and Sales teams at assigned properties; analyzes and negotiates business, attends site visits/sales calls to impact client relationships. Reviews daily, weekly and monthly reports and sales forecasts to identify current and potential market share and analyze sales trends. Identifies new market trends and new opportunities and implements strategies to address them through coordinated activities. Develops and leads special events and sales blitzes to showcase the hotels to potential clients. Ensures good standing in the community in partnership with the hotel General Managers and Sales teams by developing and maintaining relationships with local schools, universities, Chambers of Commerce, Convention and Visitors Bureaus, other hotels and community organizations.
- Leadership: Participates in the hiring process for Sales Professionals. Trains Sales Professionals in CSM Standard Operating Procedures and best practices. Provides ongoing feedback to General Managers, hotel Sales teams and corporate leadership on the sales performance of assigned hotels. Supports and develops Directors of Sales at assigned hotels focusing on leadership and coaching of their property sales team. \
- Self/Workload Management: Responsible for effective self/workload management. Demonstrates clear written and verbal communication skills. Promotes collaboration and positive, professional work environment. Adheres to and upholds all CSM Standard Operating Procedures. Maintains effective communication with field leaders, the Lodging Corporate leadership team, and shared services partners.
- Financial Responsibility: Follows CSM procurement guidelines and applies sound business judgment to any partnerships, agreements and purchases. Responsible for the preparation and management of Lodging Corporate Sales budget. Manages and maintains company assets to stay within budget guidelines and prolong the life of company resources. Partners with the VP of Sales in developing annual budgets and processes, with the assigned hotel management teams, ensuring fiscal responsibility and accountability.
REQUIRED SKILLS AND EXPERIENCE
Education: BA/BS Degree or equivalent experience
Experience/Knowledge/Skills/Abilities:
- 5+ years of Sales experience at Extended Stay, Select Service or Full-Service hotels.
- Multi-brand experience preferred.
- Multi-property experience
- Must be detail oriented, with strong self-organization and communication skills.
- Excellent cross functional collaboration skills.
- Creative problem solving and follow through.
- Previous hotel Operations experience preferred.
- Experience in leading teams and the ability to mentor and coach other leaders.
- Preferred experience with CRM's such as CI/TY, Delphi and Envision, TravelClick (Demand 360 and Agency 360), CoStar, (add any others)
Travel Requirements:
- This position is remote and requires travel up to 50% of the time.
- Candidates must based or open to relocating to one of the following states: Minnesota, Wisconsin, Michigan, Illinois, Iowa, Massachusetts or Florida.
- Candidates must be conveniently located near a major airport to support direct travel throughout their assigned region.
This document describes the general nature and level of work required of those assigned to this role. It is not intended to be an all-encompassing list of responsibilities, duties, and skills. Responsibilities may vary depending on brand/location. All associates are expected to deal with customers and co-workers positively and respectfully and perform duties safely and effectively.
To perform this job successfully, the individual must be able to satisfactorily perform each essential duty/responsibility and meet all criteria under physical demands, with or without accommodation.
This document does not create an employment contract, implied or otherwise, other than an "at-will" employment relationship. Management retains the discretion to add duties or change the duties of this position at any time.
CSM Corporation is an equal opportunity employer who provides employment opportunities to qualified persons without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, marital status, veteran status or any other area prohibited by applicable laws and regulations.