Regional Sales Director (Remote, East Coast)

Job Description Summary

This role provides corporate oversight of sales activities and performance within the assigned region for the Sonesta Extended-Stay hotel and Select brands ( Sonesta ES Suites, Sonesta Simply Suites and Sonesta Select ). The Regional Sales Director is responsible for setting and ensuring segment-based sales strategies to maximize corporate transient, group and extended stay room revenue for all hotels within their region. Must be able to direct and collaborate with hotel teams and translate ideas into a sales strategy with actionable steps to achieve set revenue goals. This role will work closely with Regional Director of Operations (RDO), Regional Revenue Management (RRM) and Field Marketing team (FMM) members, General Managers, and Hotel Sales Team to increase revenue within their assigned region.

This role has corporate reporting responsibility and may work directly with executive leadership, asset management and other Sonesta stakeholders.

Job Description

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  Account Management

  • Ensure the accurate documentation of all sales activities and bookings within the Sonesta sales management system, Delphi Select Platform

  • Actively participate in the negotiations of and ensure the completion of RFP’s, leveraging relationships with Sonesta Global Sales as appropriate.

  • Direct the planning and implementation of corporate sales initiatives across the region.

  • Develop, implement and measure the success of SMART plans and Key Account Plans.

  Strategic Actions

  • Provide leadership in determining overall strategic direction of sales department at each hotel in order to improve performance.

  • Maintain a solid awareness of market conditions, pricing trends, seasonality and mix of business for each hotel within region.

  • Exceed budgeted rooms revenues and demonstrate positive RevPar Index penetration growth and ESPAR ( Extended Stay Brands ) for each hotel and the region as a whole.

  • Monitor individual hotel performance, trends, and local market supply and demand activity to identify potential revenue opportunities; proactively advise the hotel and regional team to deploy resources when needed.

  • Conduct ongoing strategy meetings with property direct teams to review activities, action plans and results.

  • Conduct deep dive business reviews with the RRM, RDO, RMM, General Manager and Hotel Sales Team 1x – 2x per annum to provide better guidance to the hotel General Manager and sales leaders.

  • Develop reports as requested by Head of Sales including but not limited to weekly activities, sales blitz recaps, trip reports for hotel visits.

  • Lead the development of the annual business/marketing plans, as well as participate in the annual budgeting and financial review process.

  
  Talent Management

  • Determine Sales Leadership staffing needs. Direct the recruiting, selecting, and hiring of hotel sales team members in coordination with General Managers. Leverage Sonesta Sales Training relationships to assist with individual sales development.

  • Provide training and sales development coaching.

  • All hotels within the region are to be managed via telephone and video conference calls on an ongoing basis. Property level visits are to be approved by the Sr. Director of Extended Stay Sales. Focus Hotels are the top priority for regional property visits.

  
  SUPERVISORY RESPONSIBILITIES AND LEADERSHIP QUALIFICATIONS:

  • Acts in a direct supervisory capacity for the sales leaders within the dedicated region.

  • Assists the Executive Sales Leadership team when appropriate with national and regional programs and strategy.

  • Management experience with deep knowledge on how to support and oversee a team in a remote environment.

  • Project Leadership and Management: Must be able to lead and run projects.

  • Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views

  • Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.

  • Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

  • Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

  • Dependability - Follows instructions, responds to management direction; Takes responsibility for actions; Keeps commitments.

  • Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

  • QUALIFICATIONS AND REQUIREMENTS:

  • Bachelor’s degree in Hotel Administration, Business Administration, or related field or 5+ years in an Area/Regional Sales related role.

  • 10+ Multi-Unit / Area experience.

  • Successful record of direct sales and new business development.

  • Travel to assigned hotels, clients, and related business events are a requirement of the job.

  • Travel at times will be up to 50% including overnight travel

  • Travel to supporting hotels on a rotating schedule or as deemed necessary by the Head of Sales

  • Travel booked two weeks in advance, preferred, based on timing of assignments.

  • Knowledge of systems, technologies, and research and distribution channels related to sales preferred (e.g., Delphi, Meeting Broker, Cvent, Construct Connect/Dodge Analytics, ZoomInfo).

  • Valid driver’s license required.

  • Frequently standing up, bending, climbing, kneeling, and moving about the facility.

Additional Job Information/Anticipated

Pay Range

pay range: $115,000 to $130,000. Base pay offered may vary depending on various factors including but not limited to job related knowledge, skills, and job specific/overall experience

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.