Regional Director of Sales And Marketing

Responsible for overall revenue strategy and performance for the assigned hotel cluster. Leads market positioning, segment strategy, pricing alignment, and business acceptance decisions. Directs and develops Area Sales Managers and Sales Coordinator support to achieve revenue goals.

Essential Functions

• Establish and adjust segment ownership across the cluster based on performance, workload, and market opportunity.
• Lead strategy for National Corporate, Local Negotiated Corporate, and major group or social opportunities.
• Review segment production quarterly and realign resources as needed.
• Evaluate all leads and determine acceptance, pricing, concessions, and displacement strategy.
• Oversee cluster response strategy for Onesource, CVENT, Delphi, Engine, HotelPlanner, and brand systems.
• Ensure response time and conversion standards are met.

Revenue strategy & commercial decisions

• Partner with Revenue Management and General Managers to evaluate pace, need periods, and market conditions.
• Recommend pricing strategy, inventory controls, and business mix adjustments.
• Approve displacement decisions and high‑value business opportunities.
• Lead Monday pipeline review, including wins/losses, cross‑sell opportunities, and weekly goals.
• Distribute Friday pace and pickup reporting (5‑15).
• Hold the team accountable for activity levels, conversion, new production, and need‑period performance.

Business reviews & performance management

• Lead cluster business reviews with General Managers and Revenue Management.
• Monitor market share, revpar index, segment mix, and budget performance.
• Adjust strategy based on performance trends.
• Conduct outside sales calls and maintain relationships with key accounts and decision makers.
• Participate in community, industry, and networking events to strengthen market presence.Conduct or participate in major site tours and client presentations.
• Maintain working knowledge of hotel operations, including Front Desk, Housekeeping, and Food & Beverage (if applicable).
• Meet and greet key clients and groups when on-site.
• Support guest recovery and service standards using company guidelines.
• Ensure accurate production tracking, forecasting, and reporting.
• Oversee CRM utilization and account management discipline.
• Direct social media strategy and demand‑generation messaging (execution may be delegated).
• Monitor top account production and market trends.

Team leadership

• Create a sales environment conducive to learning, accountability, and performance.
• Provide coaching, direction, and performance management for Area Sales Managers.
• Ensure Sales Coordinator resources are effectively utilized for administrative support.

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