Area Director Sales OEM

Aimbridge Hospitality - Albuquerque, NM

Full-time - Mid Level

Albuquerque, NM

1,001-5,000 employees

Accommodation

About the position

The Area Director of Sales is a pivotal role responsible for planning and managing the overall sales and marketing strategies for a collection of 2-10 full-service premium select and/or independent branded hotels. This position is crucial in achieving optimal occupancy and Average Daily Rate (ADR) growth to maximize total revenue while ensuring that the hotels meet or exceed their profit objectives. The Area Director will oversee the operations of the hotel sales department, which includes direct sales, follow-up sales administration, hiring and training staff, and managing and coaching the sales team. In addition to these responsibilities, the Area Director will be tasked with developing and managing the sales and marketing budget, forecasting, and creating advertising and business plans. This role requires a hands-on approach, as management-level associates are expected to work as much of each workday as necessary to complete their job responsibilities. For OEM associates, overtime is calculated accordingly, ensuring that all efforts are recognized and compensated appropriately. The Area Director will also coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue. This includes developing and implementing sales automation efforts, ensuring a regional sales database is maintained for various email campaigns and customer solicitation efforts. The role involves initiating and developing sales trips to key feeder markets, conducting outside sales calls, and maintaining strong visibility in the local community and industry organizations. The Area Director will also be responsible for training hotel staff on recognizing and capitalizing on sales opportunities to increase occupancy and revenue.

Responsibilities

• Coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue.
• Coordinate sales automation efforts ensuring a regional sales database is developed and managed for various email campaigns and customer solicitation efforts.
• Develop, recommend, implement, and manage the division's annual budget and the advertising, public relations, marketing, and sales plans and programs for the hotel.
• Initiate and develop sales trips to key feeder markets/cities focusing on identifying accounts that can directly benefit revenue performance targets.
• Proactively conduct outside sales calls, conduct sales tours, and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms within them.
• Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within the market.
• Conduct on-property visits to hotels within the assigned collection to assess the strength of sales leadership and adherence to company standards.
• Comply with attainment of individual goals as well as team goals and budgeted metrics.
• Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
• Manage Human Resources in the division to attract, retain, and motivate employees; hire, train, develop, empower, coach, and counsel staff.
• Develop a full working knowledge of the operations and policies of the hotel including Sales, Food and Beverage, Front Office, and Reservations.
• Maintain strong visibility in the local community and industry organizations.
• Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management.

Requirements

• At least 4 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of related experience.
• Prior Director of Sales or National Sales experience selling major downtown markets is required.
• Must have a valid driver's license in the applicable state.
• Must possess highly developed verbal and written communication skills to negotiate, convince, sell, and influence others.
• Must have thorough experience with professional selling skills: opening, probing, supporting, and closing.
• Shows strong analytical skills and strategic vision in establishing appropriate sales deployment.
• Must be proficient in general computer knowledge, especially Microsoft Office products.
• Must be able to work independently and manage multiple tasks simultaneously.
• Strong organization and presentation skills are required.
• Demonstrated ability to effectively interact and manage people of diverse backgrounds while solving complex problems.

Nice-to-haves

• Experience in luxury hotel sales is a plus.
• Familiarity with digital marketing strategies and tools.

Benefits

• Medical, Dental, and Vision Coverage
• Short-Term and Long-Term Disability Insurance
• Term Life and AD&D Insurance
• Paid Time Off
• Employee Assistance Program
• 401k Retirement Plan
• Daily Pay option available after initial waiting period