Regional Director of Sales

Kinseth Hospitality Companies - Janesville, WI

Full-time - Mid Level

Janesville, WI

Accommodation

About the position

This position is focused on overseeing the sales efforts of area properties, specifically in the Madison, WI and Minneapolis, MN regions. The individual will assist the Director of Sales and/or General Manager/Assistant General Manager (AGM) in increasing revenues and training property GMs/AGMs. The role requires extensive travel, approximately 90% of the time, to designated hotels to enhance sales efforts and provide support to the sales teams at various properties. The candidate must have a valid driving record and be prepared to engage in outside sales calls, working closely with corporate and regional sales teams to grow revenues and document activities in a recap format via Basecamp. The essential duties include planning and documenting travel and sales activities, training new and existing General Managers and property sales representatives, and conducting sales audits. The individual will also be responsible for setting individual sales goals with General Managers, monitoring their sales activities, and ensuring adherence to predetermined rate strategies. The position requires a proactive approach to community involvement and marketing initiatives, as well as participation in sales blitzes and trade organizations. The candidate will also be expected to prepare regular reports for the Corporate Director of Sales and Director of Operations, ensuring a positive public relations image with local communities. The role demands a strong understanding of hotel operations, sales strategies, and the ability to handle crises effectively. The individual must maintain a professional image and adhere to company policies and procedures, ensuring that all sales activities align with the organization's standards and goals.

Responsibilities

• Travel to designated hotels to increase sales efforts and oversee area hotels.
• Work with Corporate Director of Sales on scheduling.
• Collaborate with regional sales teams to grow revenues and document activities in Basecamp.
• Plan travel and sales activities for individual property visits and communicate with General Managers and Directors of Operations.
• Document and share weekly schedules via Basecamp with corporate sales staff.
• Train new and existing General Managers and property sales representatives, providing support and sales assistance.
• Conduct outside sales calls on selected accounts and new business sources.
• Coach and train General Managers in conducting outside sales calls in their local markets.
• Assist with new property ramp-up as necessary.
• Conduct sales audits when appropriate.
• Act as KHC Reservation Coach when needed.
• Set individual sales call and production goals with General Managers.
• Monitor and ensure General Managers are actively performing sales calls and reporting weekly to Basecamp.
• Negotiate rates and services on behalf of General Managers based on predetermined rate strategies.
• Research and stay familiar with individual communities and markets.
• Coordinate and document quarterly marketing plans with all hotels in the region.
• Ensure General Managers participate in hotel marketing projects and initiatives.
• Assist in training hotel teams on sales systems like Delphi FDC and Delphi Standard.
• Reach out to Corporate Delphi Admins for license changes or freezes.
• Coach General Managers on local community involvement with CVB, Chamber, and local groups.
• Plan Internet/GDS marketing initiatives.
• Participate in sales blitzes and promotions.
• Perform regular sales audits for all hotels within the region.
• Engage in designated trade and travel organizations.
• Disseminate information regarding market developments and competitors' activities.
• Prepare regular and special reports as required by Corporate Director of Sales and Director of Operations.
• Respond promptly to all customer inquiries.
• Ensure adherence to credit and deposit policies.
• Complete expense vouchers as outlined by corporate travel department and hotel accountant.
• Develop special promotional packages and programs as assigned.
• Maintain a positive public relations image with local communities.

Requirements

• At least 5 years of hotel experience.
• Full-service hotel experience, including Food & Beverage experience.
• Ability to travel 90% of the time.
• Experience with Delphi FDC and/or Delphi Standard Sales Systems.
• Multi-brand experience preferred but not required.
• Hoteligence/Agency 360 experience preferred but not required.
• Prior management of a sales team preferred but not required.
• Associate degree (AA) or equivalent from a two-year college and 3-5 years' experience; or bachelor's degree and 1-2 years related experience; or equivalent combination of education and experience.
• Ability to read, analyze, and interpret general accounting reports, policies & procedures, and instructions.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to complaints or inquiries from groups of managers, customers, employees, and the public.

Nice-to-haves

• Multi-brand experience
• Hoteligence/Agency 360 experience
• Prior management of a sales team

Benefits

• Health insurance
• 401k retirement plan
• Paid time off
• Professional development opportunities