Regional Director of Sales

About the Role

The Regional Director of Sales supports the sales efforts for hotels within CSM's Lodging portfolio. This role works closely with the VP of Sales, hotel General Managers, property Sales teams, Marketing, and Revenue Management teams to develop and execute strategic sales plans that drive occupancy, increase RevPAR, and boost account volume production. The position provides interim coverage for vacant sales roles, trains Sales Professionals, and offers expertise to improve sales performance.

Responsibilities

• Property Support:
  • Travels to assigned properties at least 50% of the time to educate hotel Sales teams and General Managers on sales best practices.
  • Develops strategic action plans to address sales and market share challenges at assigned hotels.
  • Plans and leads sales meetings to support and strategize with hotel management teams.
  • Advises and implements changes to sales efforts for assigned hotels.
  • Monitors productivity, activity reporting, pace, and key account development strategies for each hotel.
  • Supports Direct Booking and Lead Generation efforts for hotels within assigned markets.
• Sales:
  • Serves as the subject matter expert on the hotel sales process.
  • Partners with General Managers and Sales teams to analyze and negotiate business, and attends site visits/sales calls to strengthen client relationships.
  • Reviews daily, weekly, and monthly reports and sales forecasts to identify market share trends.
  • Identifies new market trends and opportunities, implementing strategies to address them.
  • Develops and leads special events and sales blitzes to showcase hotels to potential clients.
  • Maintains community relationships with local schools, universities, Chambers of Commerce, Convention and Visitors Bureaus, and other organizations.
• Leadership:
  • Participates in hiring Sales Professionals.
  • Trains Sales Professionals in CSM Standard Operating Procedures and best practices.
  • Provides ongoing feedback to General Managers, hotel Sales teams, and corporate leadership on sales performance.
  • Supports and develops Directors of Sales, focusing on leadership and coaching of their property sales teams.
• Self/Workload Management:
  • Manages workload effectively with clear written and verbal communication skills.
  • Promotes collaboration and a positive, professional work environment.
  • Adheres to CSM Standard Operating Procedures and maintains effective communication with field leaders and corporate teams.
• Financial Responsibility:
  • Follows CSM procurement guidelines and applies sound business judgment to partnerships, agreements, and purchases.
  • Prepares and manages the Lodging Corporate Sales budget.
  • Manages company assets to stay within budget guidelines.
  • Partners with the VP of Sales in developing annual budgets and ensuring fiscal responsibility.

Requirements

• Education: BA/BS Degree or equivalent experience.
• Experience/Knowledge/Skills/Abilities:
  • 5+ years of Sales experience at Extended Stay, Select Service, or Full-Service hotels.
  • Multi-brand and multi-property experience preferred.
  • Detail-oriented with strong self-organization and communication skills.
  • Excellent cross-functional collaboration skills.
  • Creative problem-solving and follow-through.
  • Previous hotel Operations experience preferred.
  • Experience leading teams and mentoring/coaching other leaders.
  • Preferred experience with CRM tools such as CI/TY, Delphi, Envision, TravelClick (Demand 360 and Agency 360), and CoStar.
• Travel Requirements:
  • Remote position requiring up to 50% travel.
  • Candidates must be based in or open to relocating to one of the following states: Minnesota, Wisconsin, Michigan, Illinois, Iowa, Massachusetts, or Florida.
  • Must be conveniently located near a major airport to support direct travel throughout the assigned region.