Regional Director of Sales

SUMMARY

The Regional Director of Sales drives revenue growth across multiple markets and branded hotel properties by helping property level sales teams secure new business, foster client relationships, and execute corporate sales strategies to meet occupancy and RevPAR targets. This person oversees team performance for a portfolio of hotels while maintaining both an in‑market presence to support client/hotel relationships as well as a corporate presence to collaborate with shared stakeholders.

Travel to properties is required for training, audits, and action planning, as well as industry events and conferences as needed. Duties include conducting in‑person calls with sales, business reviews, and revenue strategy calls when required. The RDOS will work with the commercial strategy teams and operations teams to set aggressive but achievable goals and work with hotel general managers to ensure property‑level sales people stay motivated and are held accountable to performance.

• Analyze STAR reports, pace reports, channel mix, digital analytics, CRM metrics, Travel Click reporting and RFP performance to identify trends and growth opportunities.
• Evaluate and have input on weekly sales activities as well as quarterly and annual plans and objectives.

• Drive data‑informed decision‑making across the organization by turning performance data into actionable insights.
• Lead monthly performance updates with senior leadership and quarterly updates with ownership groups.

• Review, audit, and support all key RFP submissions to ensure alignment with revenue strategy, capabilities, and rate guidelines.
• Work with franchise sales teams, revenue managers, and property‑level stakeholders to enhance win rates and client retention through RFP cycles.

• Support property‑level teams in the development of account strategies and top account management.
• Personally engage with top clients and accounts to maintain relationships, resolve issues, and maximize revenue opportunities.
• Lead quarterly and annual sales production reviews with hotel owners as needed.

• Act as a point of contact with franchisor sales departments and maintain a relationship with the brand support teams (e.g., Marriott, Hilton, IHG, etc.).

• Coordinate marketing co‑ops, brand initiatives, and compliance with franchise standards.
• Collaborate with partners and in‑house teams to produce creative content, seasonal offers, and promotional materials.

• Revenue Generation & Strategy: Drive top‑line revenue, maximize occupancy, and optimize Average Daily Rate (ADR) through proactive and value‑focused sales efforts for both short‑term and long‑term growth.
• Account Management: Help identify, secure, and grow new accounts while ensuring existing relationships with corporate, group, and, if applicable, SMERF (Social, Military, Educational, Religious, Fraternal) clients are saturated and maintained.
• Leadership & Support: Mentor, train, and coach on‑site sales teams to meet or exceed objectives. Conduct in‑person calls with sales, business reviews, and revenue calls when required. Work with hotel general managers to maintain sales team motivation and accountability.
• Market Analysis & Reporting: Analyze competitor sets, market trends, and financial reports to adjust sales strategies.
• Collaboration: Work closely with align strategies with other corporate teams. That alignment will include property‑specific and portfolio‑wide revenue goals; monitoring progress against WSRs/QAPs and taking corrective action where necessary.
• Relationship Management: Represent the company at trade shows, networking events, and client meetings to build strong industry relationships and expand business opportunities.
• Experience: Proven experience in hotel sales, with a track record of meeting revenue targets, often requiring 3+ years in multi‑property sales.
• Industry Knowledge: Deep understanding of the hospitality industry, segmented and company specific sales data, franchise resources, and CRM tools.
• Communication: Excellent negotiation,…