Regional Director of Commercial Strategy

Overview: Responsible for providing overall leadership, expertise, and strategic direction for the assigned portfolio/region of hotels for sales, marketing, revenue strategy and digital marketing. Proactive prospecting and sales coverage as needed. This position is up to 90% travel. 

Responsibilities:

• Lives and promotes the culture of the company and the core values: Commit and Care, Create Value for Stakeholders, Be Actively Curious, Be Transparent and Accountable and Embrace Growth and Make a Meaningful Difference. 
• Serves as a member of the Leadership Team, which includes strategic planning, team leadership and community involvement.
• Proactive direct sales abilities with proven success
• Develops and oversees the execution of the ABP, Annual Business Plan sales strategies and activities enabling the property to achieve its budgeted room night and revenue goals.
• Establishes departmental goals and motivates the sales team to achieve outlined goals.
• Ensures that the team has the appropriate business tools to be successful.
• Studies industry trends to effectively anticipate/identify potential new markets or market shifts to remain competitive in promotions and group rates.
• Attends calls and works closely with Revenue Management Team to ensure appropriate representation and message in the marketplace.
• Ensures proper representation of the hotel and Management Company is achieved through all communication, professional meetings, sales trade shows and other outside venues and meetings.
• Establishes and ensures training and development opportunities are available to all team members.
• Oversees development of advertising and collateral in tandem with the SVP Commercial Strategy.
• Works closely with on-property teams, revenue management, and other Aperture Hotels leadership team. 
• Develops and maintains relationships with brand, community, and industry leaders.
• Maintains a positive and fair work environment following Open Door Policy to minimize turnover with department employees.
• Stays current with the trends and developments in hospitality sales, revenue and digital marketing.
• Meets all assigned deadlines in a timely manner.
• Holds teams accountable to meet deadlines and goals.
• Assist General Manager’s with hotel responsibilities when needed.
• Plan and assist executing sales calls and blitzes.
• Develop Focus on Success plans for sales leaders in need of additional support to improve results.
• Provides, positive and constructive feedback on an ongoing basis.
• Travel as needed to hotels with a plan in place for the visit. Up to 90% travel required.
• Look for creative solutions to help the teams exceed expectations.
• Partner as needed with on-site sales personnel for the following:
  • Proactive Prospecting -Identify and contact demand generators in the market, conduct competitive set research to secure new group and local accounts, and negotiate rates.
  • Respond to Leads - Respond to all incoming sales inquiries.
  • Manage the RFP Process - Ensure all RFPs are completed sent via brand channels, create compelling business cases for preferred accounts, and collaborate with the hotel's National Account team to procure more room nights.
  • Account Maintenance -Sustain on-going, consistent communication with your current clients to strengthen relationships and loyalty.
• Assists with ongoing hiring, training, and mentoring of all sales personnel to ensure that Aperture Hotels policies and procedures, as well as brand compliance, are implemented and maintained.
• Performs other duties as assigned.

Qualifications:

• Possesses demonstrated visionary leadership skills and the ability to develop strategic plans.
• Possess effective written and verbal communication skills.
• Must have strong presentation and public speaking skills.
• Possess the ability to develop interpersonal relationships with all levels of team members and clients.
• Exhibits excellent listening and negotiation skills.
• Possess knowledge and experience with hospitality sales, marketing, revenue and digital strategy.
• Working knowledge of sales automation systems, brand systems and/or other sales reporting/tracking systems.
• Must remain flexible with schedule to accommodate business needs with the ability to work days, nights, weekends and holidays with up to 90% travel required.

Education & Experience: Four-year college degree or equivalent education/experience. Minimum of 4 years’ experience as a Director of Sales or Area Sales position in Hotel Sales. 

Skills and Abilities: Requires advanced knowledge of the principles and practices within the sales/marketing/catering/hospitality profession. This includes experiential knowledge required for management of people, guest service, solving complex problems and efficient sales activities.

Must possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or clients.

Travel required: up to 90% travel required on a local and national, as-needed basis.