Regional Director of Sales

From comfortably casual to lavishly appointed, AHC Hospitality represents a diverse array of hotels, restaurants, and resorts. Our team members provide exceptional experiences that delight our guests at every touchpoint. Whether hosting a meeting for several hundred, serving a table for two, or creating a beautiful space for our guests to enjoy, AHC Hospitality is full of opportunities for our guests, as well as our associates. We invest in supporting your growth and are a company who sees your success as our success. Choose a property that fits your personality: the Amway Grand Plaza, JW Marriott Grand Rapids, AC Hotel by Marriott, Courtyard by Marriott Downtown - and start your unstoppable career here. Please note that this position has a planned start date of approximately 1/1/25. This opportunity includes a competitive starting base salary, dependent on experience, with robust bonus potential. This position is eligible for full benefits (medical, dental & vision), 401K, paid vacation, DailyPay, free downtown Grand Rapids parking, free employee meals, hotel and restaurant discounts and more. POSITION OVERVIEW The Regional Director of Sales is a salaried position with benefits. Position will be required to work a varied schedule that may include evenings, nights, and weekends. Frequent travel is required as this position oversees several markets. Position is based in West Michigan and/or Central Florida but does provide remote work flexibility with an option for office space. The Regional Director of Sales (RDOS) is a position required to establish a support system for on-property Sales Managers and Directors at many of our AHC Hospitality managed properties. The RDOS will assist in establishing a client base of corporate individual travel business as well as leisure business through direct outside and inside sales efforts. This Director will develop and nurture relationships with key clients in order to maintain and grow production as well as research demand generators within the local markets to identify opportunities to gain market share. The RDOS oversees property-level Directors of Sales and Sales Managers through mentoring, check-ins, guidance, client information sharing, attending networking events, and uncovering business opportunities that will benefit individual properties and grow revenue. The RDOS should be familiar with using reports and data analysis to monitor market conditions and opportunities. The RDOS should have experience leading professionals in management roles. Implementation and development of strategic plans and actions that support the goals of the market as well as individual Sales Manager goals with a heavy focus on outside sales including client entertainment, in-house events, presentations, networking and attendance at industry events is required. This individual must be able to negotiate guest room rates and execute contracts along with developing comprehensive, creative proposals that address client needs. ESSENTIAL FUNCTIONS Assist with AHC prospective projects; conduct research and analysis on new markets of interest Assist with AHC preopening project activities including conducting pre-sales Assist in the development of full Sales and Marketing plans for each property in addition to updated business plans (including annual projected sales expenses) during the annual budget season Monitor internal account production to gauge success of each hotel and each Sales Manager across multiple markets and hotel brands (3-6 hotels including limited and full-service). Chart out sales calls, sales blitzes and sales targets while routinely evaluating RFP processes with on property teams; actively engage in on property sales processes including making account visits Create lead generating programs for each property; aid with creating unique sales/marketing ideas based upon market to grow hotel revenue Ensure property training is being conducted (including brand specific training) Act as above property representative for AHC properties, top accounts/clients and CVB contacts Ensure routine on property sales reporting (weekly, monthly, annual) is in place, routinely completed to above property personnel Retain, recruit, and hire for open sales roles Provide sales coverage for properties during periods of turnover Assist GM/AGM with annual reviews of sales teams Create and review property contracts/agreements to ensure AHC and brand consistency and compliance Consistently make cold calls Actively pursue new accounts on a weekly, monthly, quarterly, and yearly basis Process daily, weekly, and monthly reporting as needed by stakeholders Develop prospecting goals specific to each sales manager/director per role and market and adjust as necessary including; new account goals, maintenance accounts touches, uncovering new business, and appointment goals Must become familiar with hotel layout, products, services, amenities, and history Make onsite, virtual, and field presentations to prospective clients Become actively involved in local communities to develop and retain business Support a team of 6-12 onsite Sales Managers & Directors across multiple markets and properties REQUIRED SKILLS To build and maintain all components of the sales process including but not limited to prospecting to contracting whether corporate RFPs or leisure group contracts. Although the RDOS will not always be direct selling, the ideal candidate would have a thorough knowledge of useful tools to uncover potential new business and hold property-level sales managers and directors to their goals and those of stakeholders across multiple ownership groups. Further job requirements include but are not limited to: Must be able to close the sale and able to meet unique business travel sales targets. Must be able to develop strategic plans to positively impact leisure and business travel markets Facilitate any introductions of new clients to onsite sales managers and directors Ability to process Rate for Proposals (RFPs) in a timely and accurate manner and the oversee the timeliness of these responses performed by onsite sales managers Persistent, flexible, outgoing, and self-motivated individual with an approachable personality EDUCATION & EXPERIENCE Thorough knowledge of sales techniques (lead generation, prospecting, overcoming objections, closing, and relationship building) Previous experience overseeing multiple properties and teams Ability to utilize Microsoft Word, Excel, and Access to produce monthly reports Ability to exercise excellent written and oral communication 4+ years of multi-property hotel sales experience or the equivalent amount of industry experience; OR equivalent level of education and work experience Knowledge of and familiarity within the Grand Rapids area market, Muskegon market, Port Huron market, and The Villages, Florida market is preferred but not required Previous Agency360 experience is preferred but not required Previous Delphi, Tripleseat, or Salesforce experience is preferred but not required Previous Marriott/Hilton/Hyatt and independent brand sales experience is preferred but not required

Created: 2024-11-02