Regional Field Sales DirectorExtended Stay AmericaNashville, TN
A property of: Extended Stay America
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Job Description

 POSITION PURPOSE AND SUMMARY

Responsible for revenue attainment, incremental revenue growth and lead generation within assigned portfolio.   Responsible for setting sales strategy, being accountable for sales activity, and assigning hotel teams (Area Operations Manager/Hotel Manager/General Manager/Guest Service Rep) in appropriate sales activities in coordination with Regional Director of Operations.

MAJOR / KEY JOB DUTIES

  -Regional Director of Field Sales is responsible for the top line revenue of the hotels within assigned portfolio. 

 - Attain in-depth understanding of the financial goals for each hotel and market.

 - Must translate understanding of financial goals into sales strategy and actionable steps that achieve goals.

 - Collaborate with all appropriate Sales, Operations, and Revenue Management team members to increase revenue within 

   assigned portfolio.

 - Generate and surface account leads both within the portfolio and across the region to be qualified by the Account Services 

   Group (ASG) or the field and pursued by the field, regional or key account teams


 OTHER DUTIES:

 - Consistently meet all outlined goals for key requirements such as revenue booking goals, lead generation activity, etc. as 

   assigned by Vice President, Sales

 Strategy and Planning:

 - Develop sales strategy, portfolio growth plans and detailed action plans; collaborate with VP of Sales, RDO and Revenue 

  Managers for assigned properties

 - Conduct bi-monthly strategy meetings with Property Manager of each represented property to review activities, action plan 

  and results  Participate with Sales, Operations and Revenue Management in guiding retail and negotiated pricing decisions

 - Constantly monitor regional performance trends and local market to identify potential revenue shortfalls; proactively advise 

  the regional team to deploy resources when needed

 Training and Coaching:

 - Reinforce and coach Operations Managers on ESH mandated sales process

 - Mentor and coach Guest Services Representatives to generate sales leads from in-house guests, walk-ins, and phone  

   inquiries

 - Conduct sales training to Guest Service Reps

 - Utilize SharePoint and Home School programs to access training and information materials and resources as needed

 - Conduct on-site visits with each market at least once a month.  Utilize the visits as coaching opportunities and coordinate 

   with RDO site visits when applicable

 - Set a high standard of professionalism and sales expertise by example for new hires and other team members

 Sales Activities:

 Leverage hotel teams to:

 - Perform prospecting activities such as cold calls, sales blitzes, and telemarketing as directed by sales and operations 

   management

 - Meet with and occasionally entertain clients. Tour prospective customers within the portfolio to create awareness and 

  acceptance of the ESH product

 - Manage Field Sales Activities (Extended Stay Hotels "The Great Eight -- Field Sales Activities")  and drive by methods and be 

  able to identify high value business and manage assigned leads

 - Review arrival reports and manage assigned leads

 - Uncover information about competitor hotel client base and devote sales time to moving any appropriate business to 

   assigned portfolio

 - Maintain and increase business from all existing local accounts through ongoing sales activities

 - Consistently meet and talk with in-house guests to understand reasons for travel and sources for potential follow up sales 

   activities

 - Conduct constant surveillance of local market through a variety of channels and sources to identify new business 

  opportunities

 - Assign and direct follow up on all opportunities to ensure capture of any related lodging expenditures

 - Surface account leads  to sell to hotels within and outside assigned portfolio

 - Assist in gathering information and completing appropriate questionnaires during the RFP process.  Utilize Lanyon to submit 

   bids as appropriate for hotels

 - Understand the different ESH property offerings and how they serve client specific needs

 - Provide weekly reports as directed by the organization regarding previous week's activity and upcoming activities

 - Maintain accurate documentation of all account contact and sales activities within CRM program and adhere to all policies 

   and procedures related to its use

 - Review and understand metrics and data included in a variety of reports to ensure maximization of revenue


BENEFITS:

Medical Insurance

Dental Insurance

Vision Insurance

Health Care and Dependent Care Flexible Spending Accounts

Employer Paid Basic Life and AD&D Insurance

Employer Paid Long Term Disability

Optional Employee Paid - Voluntary Benefits

Short-Term Disability

Buy-Up Long-Term Disability

Supplemental Life Insurance

Dependent Life Insurance

401(k) Savings Plan

Paid Time Off

Employee Assistance Program (EAP)

Competitive Pay + Bonus Plan

Job Requirements

MINIMUM QUALIFICATIONS:

* At least 6 years of outside sales experience, with a minimum of 2 years' experience in supervisory management and 4 years' experience in field sales

* At least 5 years of hotel experience is required (particularly in the extended stay niche is preferred).

* Experience in management or selling of multiple hotel sites is preferred but not required.

* Must be proactive and knowledgeable of creative sales maximization skills to appropriate business to fulfill the hotel's need dates, seasonality, patterns, or strategic objectives

* Must be self-motivated with strong time management skills and keen abilities to set and achieve priorities

* Strong problem solving skills, ability to effectively manage multiple tasks simultaneously, function well under pressure, delegate effectively, and ability to remain positive and constructive under stress

* Excellent verbal and written communication, effective listening and presentation skills

* Must be able to work a flexible and adaptable schedule to include infrequent evening and/or weekend meetings

* Must possess a valid driver's license and have reliable transportation


KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES:


LANGUAGE SKILLS:

* Ability to speak effectively before customers and employees of organization

* Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization

* Fluent in the English language

COMPUTER SKILLS:

* Ability to create and modify basic documents in Microsoft Word, Excel and Power Point

* Must be able to use Microsoft Outlook for e-mail and use the internet for client research

* Must become proficient in all internal computer programs used for sales such as CRM, Lanyon, etc.


 

Job Details

Mid level
Full-time
Salary ($65k - $75k)
Bonus Plan

About this location

class:
Economy
room Count:
101-250
location Type:
Urban

Perks

401(K) Matching
Company Discounts
Dental Benefits
Disability Insurance
Flexible Spending Account (FSA)
Health Insurance Benefits
Life Insurance
Vision Benefits
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Extended Stay America
show more
Address11525 North Community House Road, Charlotte, NC, 28277 View map
Property typeHotel 
classEconomy 
room Count101-250 
location TypeUrban 

People (1)

Kevin HenryCHRO & Executive Vice President of Human ResourcesWorking at Extended Stay America is unique and our culture is defined by a clear set of shared values. We believe that “our values make us special, and our behaviors make them real.” These values guide how we work and interact with each other and our guests every single day. In addition to serving our guests, we also support our associates by offering them unparalleled opportunities to grow professionally while working with some of the most talented professionals in the hospitality industry. As the largest hotel owner and operator in the U.S. and the leader in the mid-price extended stay hotel segment, we have a variety of job opportunities available at over 600 hotel sites located around the country, as well as our corporate headquarters located in Charlotte, NC.
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Extended Stay America