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Extended Stay America · 1 month ago

Regional Field Sales Director

Chicago, IL

Full-time

Onsite

Lead/Staff, Director/Executive

$80K/yr - $110K/yr

4+ years exp

Extended Stay America is a hospitality company seeking a Regional Director of Field Sales. The role involves developing and executing sales strategies to drive revenue growth for a portfolio of hotels, while maintaining relationships with key accounts and leading a sales team.

HospitalityHotelHousekeeping ServiceReal EstateTravel

Responsibilities

Achieve revenue goals and other performance metrics for the assigned hotel portfolio

Generate revenue growth using a consultative selling approach to maintain and expand relationships with assigned accounts

Create and implement strategic market plans to grow ESA's revenue in the assigned hotels

Proactively work with the assigned hotels and regional leadership to identify need areas and coach the operations sales team in lead generation and other sales related activities

Promptly follow up on and win sales leads generated by the operations team or other parts of the sales organization

Proactively identify additional sources of revenue for the local market

Work collaboratively with the Account Sales and Account Management teams to identify and generate sales opportunities for the assigned portfolio of hotels

Participate in team selling efforts to identify and win business opportunities within accounts owned by others

Use effective sales and negotiating skills to achieve rate targets in pursuing and winning business

Maintain strong relationships with local accounts and local contacts for accounts owned by others

Work with the regional team to create market sales plans and detailed action plans to grow revenue for the assigned portfolio of hotels

Identify account owners with business coming into your markets and collaborate with them to identify and win additional business opportunities within those accounts

Create and target a list of prospective business opportunities in the local market on an ongoing basis

Meet assigned targets for growing profitable sales volume in the assigned portfolio of hotels

Establish productive, professional relationships with key personnel in assigned accounts

Identify and develop new business through personal sales efforts targeted to prospective sources of business

As necessary, participate and/or lead service recovery efforts to address customer needs promptly and thoroughly, while coordinating the involvement of all necessary ESA personnel

Monitor and submit reports on sales productivity to ESA management and customers. Provide detailed reporting to customers and internal managers as requested

Maintain accurate documentation of all account contact and sales activities within the CRM program

Understand and use a variety of reports and sales technology aids to maximize revenue

Participate in periodic sales promotions as appropriate

Qualification

Business-to-business salesAccount managementHotel industry knowledgeSales strategy developmentData analysisFluent in EnglishCommunication skillsPresentation skillsTime managementProblem-solving skills

Required

Associates degree, at least 4 years of outside sales experience, with a minimum of 2 years' experience in complex sales; or the equivalent combination of the two

Must be pro-active and knowledgeable of creative sales activities and client interactions

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

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

Must be proficient with Microsoft Office software including Word, Excel, and PowerPoint

Fluent in the English language

Excellent verbal and written communication skills

Excellent interpersonal communication skills including effective listening

Excellent presentation skills in one-on-one and small group situations involving clients and associates

Strong knowledge of business-to-business sales including prospecting, business development, and account management

Demonstrated ability to sell using a variety of approaches and delivery platforms

Thorough knowledge of hotel and travel industry

Self-motivated with strong time management skills and demonstrated ability to set goals and achieve priorities

Ability to manage multiple tasks simultaneously; must function well under pressure, delegate effectively, and remain positive and constructive under stress

Strong problem-solving skills

Demonstrated skills in the area of data and performance metrics

Ability to gather market information and analyze industry data to create market and hotel action plans and communications

Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable

Some travel is required depending on the assigned hotel portfolio -- typically 25-50%