Regional Director of Sales

Kinseth Hospitality Companies - Middleton, WI

Full-time - Mid Level

Middleton, WI

Accommodation

About the position

The Regional Director of Sales will oversee the sales efforts for hotels located in the Madison and Minneapolis areas. This role is crucial in driving revenue growth and ensuring that the properties meet their sales targets. The individual will work closely with property Directors of Sales and General Managers to enhance sales strategies and provide training and support to the sales teams. A valid driving record is required due to the extensive travel involved in this position, which is expected to be around 90% of the time. The candidate must possess a strong background in hotel operations, particularly in full-service hotels, and have experience in Food & Beverage operations. In this role, the Regional Director will be responsible for planning and executing sales and marketing activities, conducting sales audits, and developing promotional packages. They will also be tasked with monitoring the performance of General Managers and ensuring that they are actively engaging in sales activities. The position requires a proactive approach to building relationships with clients and understanding market dynamics to effectively compete in the hospitality industry. The Regional Director will also coordinate quarterly marketing plans and assist in the ramp-up of new properties, ensuring that all hotels in the region are aligned with corporate sales strategies. The ideal candidate will have a minimum of five years of hotel experience, with a preference for those who have managed sales teams or have multi-brand experience. Familiarity with sales systems such as Delphi FDC and Hoteligence/Agency 360 is advantageous but not mandatory. The role demands strong leadership skills, the ability to coach and train staff, and a commitment to maintaining a positive public relations image within local communities. The Regional Director will also be responsible for adhering to KHC policies and procedures, ensuring that all team members maintain a professional image and follow safety standards.

Responsibilities

• Travel to designated hotels to increase sales efforts and oversee area hotels.
• Work with Corporate Director of Sales on scheduling.
• Collaborate with the regional sales team on all properties to grow revenues and post activities in Basecamp when relevant.
• Plan travel and sales activities for individual property visits and communicate with General Managers and Directors of Operations.
• Document and post weekly schedules via Basecamp and calendar with corporate sales staff.
• Train new and existing General Managers and property sales representatives, providing support and sales assistance.
• Perform outside sales calls on selected accounts and new business sources.
• Coach and train General Managers in conducting outside sales calls on selected accounts and new business sources.
• Assist with new property ramp-up as necessary.
• Conduct sales audits when appropriate.
• Offer assistance as KHC Reservation Coach.
• Set up 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.
• Monitor and ensure General Managers participate in hotel marketing projects and initiatives.
• Assist in training hotel teams on the utilization of their sales systems, such as Delphi FDC and Delphi Standard.
• Reach out to Corporate Delphi Admins for license changes and/or freezes.
• Coach General Managers in local community involvement with CVB, Chamber, local groups, and associations.
• Coordinate and plan Internet/GDS marketing initiatives.
• Participate in sales blitzes and promotions.
• Perform regular sales audits for all hotels within the region.
• Participate in designated trade and travel organizations.
• Disseminate information regarding market developments and competitors' activities.
• Prepare regular and special reports as required by the 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 one to two 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

• Experience with Hoteligence/Agency 360.
• Multi-brand hotel experience.