Regional Director of Sales

Performance Reporting & Analysis

Analyze STAR reports, pace reports, channel mix, digital analytics, CRM metrics, TravelClick 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.

RFP Strategy & Oversight

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.

Client Relationship Management

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.

Franchise & Brand Communications

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.

Required Skills & Qualifications

• 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. Conducts in-person calls with sales(s), business reviews, and revenue calls when required. Works 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, presentation, and interpersonal skills.
• Leadership: Strong leadership skills with the ability to motivate teams, provide constructive feedback, and assess performance objectively and consistently.
• Organization & Time Management: Highly organized with the ability to manage multiple priorities, track projects, and meet deadlines while ensuring timely follow-up.
• Portfolio Management: Proven track record of successfully leading multi-property portfolios and delivering consistent revenue growth.
• Flexibility: Willingness to travel extensively, as needed.

Education & Experience

• Associate’s Degree required, Bachelor’s Degree in Hotel/Restaurant Management, Business Administration, Management or similar degree preferred, or equivalent combination of education and experience.
• 3+ years of experience overseeing and mentoring other sales leaders.
• Proficiency in Microsoft Office Suite and industry-specific software (e.g., Opera, Delphi).

Team Leadership

Mentor sales leadership to prepare them for growth opportunities. Partners with General Managers, revenue, and operational leaders to support sales performance, ensure alignment with corporate strategy, and leads coaching, development, and accountability across all markets. Conduct regular check-ins with hotel sales teams to review goals, provide feedback, and support action plan development. Meet weekly, virtually or in person, with each direct report. Build a culture of accountability, transparency, and continuous improvement.

License or Certificates

Valid driver’s license required.

Work Environment & Travel Requirements

Travel is required to hotels, client sites, and industry events as needed. Includes overnight travel and varying schedules based on business needs. Role requires participation in on-site meetings and events; in-person presence is required for key business activities. Travels to properties for training, audits, action planning, as needed.

General Notes

The Regional Director of Sales will be required to work varying schedules as dictated by the business needs of the supported hotels. This includes attendance at all scheduled brand and job specific training sessions and meetings. May require nights, weekends, and holidays. Consistent attendance and timely participation in required meetings and travel are essential. Performance concerns will be addressed consistently with company policy, and reasonable accommodations will be considered in accordance with applicable law.