Regional Director of Sales

Raines Co. - Your Future is Now!

Ready to lead, inspire, and make a serious impact (while having a little fun along the way)? We’re on the hunt for a powerhouse Regional Director of Sales and Marketing to oversee a portfolio of hotels in the greater Atlanta Area to drive performance, and champion unforgettable guest experiences.
If you thrive in a fast-paced environment, can influence marketing while driving revenue strategies all while sharing a positive vibe on a daily basis — all before your second cup of coffee — we want to meet you!
Join us and help shape the future of hospitality — one incredible stay at a time. 

Established in 1988 as a family-owned business, we have grown into a fully integrated development, management, and investment company that develops, operates, and owns the world’s leading hotel brands as well as boutique hotels. Raines has maintained a family-oriented culture that believes in building relationships with our associates, with our partners and within the communities where we operate.

We offer comprehensive Medical/Dental/Vision benefits, 401K, a generous PTO program, and the opportunity to join a winning culture recognized for rewarding our best with opportunities to advance their career within the company. 

Job Summary:

The role of the Regional Director of Sales and Marketing is to identify and analyze the competitive marketplace and ensure the assigned region meets set goals and objectives. The RDOSM also drives and executes the business and revenue of the assigned sales and marketing team by implementing sales and marketing strategies aimed at continuously improving market share and profitability of the assigned portfolio. This position will work in conjunction with the Vice President of Sales, Marketing and Revenue.

Experience and Education:

• Five years’ experience in a director of sales or senior property level role
• Multi property experience or oversight of a cluster, area, or region
• Proven track record of driving revenue and exceeding goals
• Strong budgeting, forecasting, and business plan development
• Ability to lead senior level sales and marketing teams
• Knowledge of competitive market trends and pricing strategies
• Solid understanding of Social media marketing and revenue generations
• Experience with various hotel types to include full service, lifestyle, and resorts
• Proficient in Delphi FDC, Microsoft 365 or similar applications
• Bachelor's degree in Hotel Administration, Marketing, or related major
• Master’s degree in marketing, business administration, hospitality management or similar major preferred

Travel:

Up to 100% travel requirement within assigned region
Must possess a valid driver's license and the ability to travel frequently and occasionally fill in as interim Director of Sales with minimal notice.

Physical: Frequent sitting, standing, and moving about the facilities. Handling objects, products and equipment. Using keyboards and other office computer equipment. Occasionally push, pull and lift items weighing up to 50 pounds. Must communicate information and ideas so others will understand. Must observe details at close range.

Other: Must speak English fluently. Must have excellent written and oral communication skills. Mathematical skills include basic math, budgeting, profit/loss concepts, percentages and variances. Selling problem solving, reasoning, motivating, organizational and training abilities are often used. Ability to effectively multi-task.

Duties and Responsibilities:

• Provide leadership in determining overall strategic direction of sales department at each hotel in order to improve performance.
• Maintain a good awareness of market conditions, pricing trends, seasonality and mix of business for each hotel within region.
• Exceed budgeted rooms revenues and demonstrate positive RevPar penetration growth for each hotel and the region as a whole.
• Assist in recruitment for open sales positions and participate in interviews for all sales/catering positions within region.
• Conduct regular property visits to identify areas of opportunity and develop strategic action plans with the sales team to improve performance. Modify sales deployment when necessary to capitalize on evolving opportunities.
• Ensure that all sales managers have current development plans and receive reviews in a timely manner.
• Ensure that all sales/catering managers understand the sales incentive plans and that all DOS’s understand how to write effective goals.
• Mentor and educate DOS’s through weekly calls; assess their level of expertise to help them grow and make sure to uncover opportunities and challenges at each property.
• Ensure that DOS’s are conducting weekly 1x1’s with each sales manager and that they are conducting effective monthly sales meetings with a training component. Participate when on property or via conference call.
• Celebrate successes with each property team when goals are achieved and when big bookings are contracted.
• Build/maintain relationships and trust with property-based team through consistent and honest communication.
• Communicate regularly with RVP regarding progress toward goals, resources needed and resources consumed. Use company resources to enhance both personal and professional performance.
• Model proper sales skills to others by actively participating in the sales process.
• Develop relationships with market CVB leaders for each property.
• Develop relationships with brand representatives, participate in relevant programs and gain an understanding of their specific sales tools.
• Meet and develop relationships with top accounts for each Hotel in assigned region.
• Continue to encourage and display creativity by participating in property blitzes and key site tours.
• Ensure marketing dollars are spent within budget and have clearly defined ROI expectations.
• Ensure all collateral represents the appropriate image and tone for the properties.
• Assist hotels with developing budgets and business plans.
• Assist hotels with forecasting, ensuring +/- 5% accuracy.
• Implement “Best Practice” calls with DOS’s from hotels within region  Make recommendations for capital improvements to enhance the assets of the company and brand loyalty.
• Maintain and uphold standards of brand and/or Raines Co. Hotels to the highest level