Vice President of Sales - Lodging Dynamics

LOCATION: Remote

JOB SUMMARY

The Vice President of Sales is responsible for driving revenue growth and developing strategic sales plans for the Lodging Dynamics portfolio. This role works closely with General Managers, Sales Leaders and Corporate Support Team Members to develop new business opportunities and partnerships resulting in topline revenue growth while fostering a positive sales culture focused on high performance. The VP of Sales implements strategic initiatives that increase market share and drive profitability through targeted sales efforts, optimized staffing & deployment, and dedicated training resources. This role may require frequent travel to properties as needed based on performance and training gaps.

ESSENTIAL JOB FUNCTIONS

• Provides leadership in determining the overall strategic direction of topline sales efforts for the company and ensures the execution at each hotel in order to improve performance. This includes taking ownership and driving initiatives surrounding the Company sales strategy as well as the hotel brand strategies.
• Reviews and assesses sales staffing models and deployment across the portfolio to ensure optimal settings and maximum targeted efforts are in place.
• Consistently analyzes opportunities to implement Cluster Sales Regions in order to drive collective revenue growth for the participating hotels while also improving operational efficiency and optimizing resources.
• Analyzes sales performance data, forecasts trends, and adjusts segment strategies in order to optimize results.
• Establishes and maintains strong relationships with key clients, partners, and stakeholders on behalf of Lodging Dynamics in order to create synergies between properties and ensure long term success.
• Spearheads Lodging Dynamics Sales Training Program to develop sales skills and increase our sales business acumen for all General Managers & Sales Team Members.
• Analyzes and identifies performance gaps within our Sales organization to ensure effective resources and training are being provided.
• Oversees implementation of Corporate Sales and Brand Sales programs and identifies revenue generating opportunities; ensures active participation across the portfolio.
• Maintains a solid awareness of industry trends, market conditions, pricing trends, seasonality and mix of business for the Lodging Dynamics portfolio of hotels. Presents trends and sales performance data to VP of Commercial Strategy.
• Reviews and updates Sales onboarding plans for General Managers and Sales Leaders to ensure the plan is current and comprehensive.
• Leads onboarding efforts for new Director of Sales entering the portfolio to include in-person training near their start date. Provides virtual onboarding for all new General Managers.
• Creates and implements applicable standard operating procedures (SOPs) as needed to ensure accurate and effective sales processes are in place.
• Reviews and validates property sales action plans on a quarterly basis to ensure strategies are specific and measurable for each hotel.
• Assists General Managers and Sales Leaders in developing and executing targeted annual business plans that are property specific to the needs of each hotel.
• Creates and rolls out group and catering booking policies for applicable hotels and assists in providing guidance for minimum acceptable rates (MARs) by season in Delphi.
• Tracks and monitors group pace for the Lodging Dynamics portfolio and presents results monthly to the VP of Commercial Strategy; works directly with hotels that are behind pace to develop strategic plans and incentives to make up pace deficits for specific time periods.
• Assists in creating company crossover goal strategy for applicable hotels; tracks progress and pace to achieve goals; and presents crossover goal results monthly to VP of Commercial Strategy.
• Responsible for leading and overseeing an organized and effective Request for Proposal (RFP) process - this includes frequent communication of RFP process timeline, training webinars, pricing tools, and overall tracking of submissions for hotels.
• Dedicates intentional time to underperforming hotels by leading deep dives into performance with the property teams. This would include property visits with a set agenda to review forecast, pace, segmentation, specific account analysis and forward-looking action items.
• Mentors and educates Sales Leaders through weekly calls to help assess their overall expertise and opportunities for development and growth.
• Ensures that each Director of Sales is conducting weekly one-on-ones with their sales managers and coordinators as well as holding daily sales huddles and weekly team meetings to ensure collaboration and cohesiveness within the team. This will also ensure the Director of Sales is in touch with the team and understands when and how to assist when needed.
• Conducts calls as needed with Directors of Sales to review department expenses and revenues, forecasts, group pace and quarterly sales strategies and action plans. Prioritizes underperforming hotels to ensure optimized time management and use of resources.
• Leads Sales section in Monthly Field Commercial Strategy calls to provide training and highlight property success as well as opportunities for improvement.
• Leads Sales huddles (regular cadence to be determined) to bring the Sales Leaders together to foster communication, networking and to highlight important training topics.
• Facilitates and maintains ongoing communication and collaboration with Sales teams at each property with the aim of achieving high levels of cooperation and service excellence.
• Participates in business development opportunities as requested to provide sales guidance and expertise in relation to proformas, due diligence, and sales analysis. This includes topline revenues as well as expenses.
• Develops relationships with Brand Sales representatives, participates in meetings, conferences, and programs and ensures solid understanding of Brand specific sales tools and resources.
• Analyzes hotel staffing, competition, and market trends to thoughtfully deploy remote/task force sales resources accordingly to drive topline sales and increase market share within the hotel portfolio.
• Serves as Delphi Corporate Administrator for access, onboarding, training, reporting, extractions, etc.
• Creates/implements Sales Incentive Program tied to booking goals for each property sales leader.
• Provides guidance to each hotel in strategic sales expense planning, budgeting, and forecasting.
• Validates Group and Business Transient 30-60-90 forecasts for underperforming or high focus hotels.
• Works closely with VP of Commercial Strategy, Revenue Strategy and Marketing Teams by attending meetings, collaborating on topline strategies and frequently communicating in an honest, open and respectful way.
• Complies with all brand, hotel, and Company policies; communicates them to field teams as needed.
• Leads the quarterly company sales blitz process. This includes theme development, tracker roll-out, executive call assignment, result recognition as well as providing feedback to hotels through the process.
• As necessary, attends any out-of-town conventions/trade shows to generate transient, group, catering and/or contract business for the portfolio.
• Assists in compiling reports and metrics for weekly/monthly/quarterly presentations for asset management/ownership; attends ownership meetings as requested.
• Maintains a professional image at all times through appearance and dress.
• Ensures that hotel Sales departments are developing and continually enhancing relationships with key corporate, business and travel industry accounts to maintain and increase hotel market share; ensures cross-promotion of key contacts for business sharing across the portfolio.
• Ensures that Directors of Sales are developing strong community and public relations by maintaining property participation in local, regional, and national organizations, trade shows, and client events.
• Oversees brand relationships to ensure that every revenue opportunity is recognized and the hotels receive proper brand support.
• Provides oversight to Sales Leaders to ensure they are utilizing all strategies for prospecting new business, including but not limited to: outside sales calls, appointments, prospecting, networking, site visits, and market blitzes.
• Partners with Human Resources to forecast, attract, develop, and retain the right people in order to support the strategic priorities of the market.
• Partners with other departments to ensure cohesive strategies and communication.
• Completes all required Company training/compliance courses as assigned.
• Adheres to Company standards and maintains compliance with all policies and procedures.
• Performs other related duties as assigned.

EDUCATION

• Bachelor's degree from an accredited university or equivalent experience in related field.

EXPERIENCE

• A minimum eight (8) years of supervisory experience in a sales leadership role required; multi-property and/or cluster/area/regional sales experience required.

SUPERVISORY RESPONSIBILITIES

Responsible for overseeing and coordinating the activities of the department. A portion of the time may be spent performing individual tasks similar to those performed by direct reports, but primary duties are supervisory or organizational goal related. Analyzes and resolves problems, determines work techniques, monitors for regulatory compliance, and maintains production. Exercises judgment within defined procedures and policies to determine appropriate action.

Specific supervisory duties include, but are not limited to the following:

• Determines and creates policies, procedures, and manuals for direct reports.
• Establishes objectives and goals for the team.
• Assigns, monitors, and reviews work; evaluates direct report's performance.
• Recruits and interviews.
• Orientates and trains.
• Issues corrective action and makes recommendations for termination.
• Investigates and resolves concerns and complaints.
• Creates department work schedules.
• Approves time records and time off requests.
• Proactively assesses risk to establish systems and procedures to protect organizational assets.
• Ensures compliance with safety regulations.

LICENSES & CERTIFICATIONS

• This position does not require licenses or certifications.

SKILLS & ABILITIES

This position requires the capability to understand and follow both oral and written directions, as well as the ability to communicate effectively with others in English and interact successfully with internal and external customers.

• Proven prior performance with consistently leading a team to drive total revenue, achieve sales goals and the ability to grow market share.
• Must be a results-oriented, strategic thinker with strong analytical skills to consistently identify ways to elevate sales across the organization.
• Outstanding customer service skills and ability to attend to guests and team members in an attentive, friendly, courteous, and service-oriented manner.
• Exhibits strong written and oral communication skills in terms of the ability to negotiate, convince, sell, and influence professionals and hotel guests.
• Must be effective at listening to, understanding, and clarifying inquiries made to guests, staff and Corporate Leaders.
• Ability to investigate and analyze current activities or information in the sales/marketing field and make logical conclusions and recommendations.
• Ability to multitask and prioritize, and delegate daily workload.
• Outstanding organizational and time management skills.
• Ability to handle sensitive material with the utmost discretion and confidentiality.
• Able to travel via car and/or air to local and national events on behalf of the Company as needed.
• Must be energetic, a self-starter, and able to work in a fast-paced environment.
• Must be detail-oriented and able to work both independently and with a team.
• Must be effective in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Must be able to show initiative, including anticipating guest or operational needs.
• Must maintain standards of attendance and punctuality.
• Able to maintain a positive and professional working environment.
• Fosters a culture of excellence.
• Able to maintain composure and objectivity under pressure.
• Recognizes an emergency situation and takes appropriate action.
• Able to lead in a culturally diverse work environment and is a champion for diversity in the organization.
• Emotional intelligence and interpersonal skills, with the ability to build strong working relationships with team members at all levels.
• Ability to motivate and inspire a team to provide extraordinary customer service.
• Excels at team building, leadership, and development.
• Ability to effectively adapt to shifting internal and external conditions.
• Advanced proficiency of Delphi FDC, ProfitSword, Cvent, Meeting Broker, Knowland, Lighthouse, ZoomInfo, Amadeus and Marriott/Hilton Sales Tools & Resources.
• Proficient in Google Docs/Microsoft Word.
• Proficient in Google Sheets/Microsoft Excel.
• Proficient in Google Slides/Microsoft PowerPoint.
• Basic math skills.
• Understands how to develop and implement business strategies.
• Ability to interpret and create policies, procedures, and manuals.
• Business acumen, including financial management, budgeting, cost control, and revenue optimization.
• Interpersonal skills include coaching, counseling, mentoring, and public relations.
• Able to identify and seize revenue-generating opportunities while effectively managing costs and resources.
• Visionary mindset, capable of developing and executing a comprehensive business strategy that aligns with brand identity and exceeds guest expectations.
• Knowledge of key industry trends, regulations, and the current industry landscape.
• Proven ability to drive revenue growth, optimize costs, and achieve financial targets.
• Capable of addressing complex issues and making balanced tradeoffs between brand requirements and commercial realities in a practical and diplomatic manner.
• Able to engage diplomatically and effectively with third party operators and owners, empathizing, and reacting appropriately to partner feedback and helping resolve issues where necessary.

• Proficient in public speaking and advanced presentation skills.

TRAVEL REQUIREMENTS

• 75% travel required.