Area Director of Sales

Additional Information: This hotel is owned and operated by an independent franchisee Phoenix American Hospitality. The franchisee is a separate company and a separate employer from Marriott International Inc. The franchisee solely controls all aspects of the hotels employment policies and practices including hiring firing discipline staffing compensation benefits and all other terms and conditions of employment. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International Inc.

The Area Director of Sales provides strategic and tactical sales leadership for an assigned portfolio of PAH-managed hotels across Arkansas. This leader executes and directs property-level sales grows room revenue strengthens accountability and partners with hotel and corporate leadership to achieve revenue and market-share goals. The position is accountable for increasing total room revenue RevPAR ADR occupancy business transient production group revenue extended-stay demand negotiated account penetration and overall hotel profitability.

• Conduct structured weekly sales calls and regular property visits to review activity production pace conversion account performance pipeline health market conditions and action-plan execution.
• Analyze STR reports Kalibri Labs data booking pace market share RevPAR index ADR index occupancy index budgets forecasts segmentation trends and competitive performance to identify opportunities and risks.
• Drive proactive sales activity including proactive prospecting account research client appointments site visits sales blitzes market drives networking and targeted follow-up.
• Grow Special Corporate local negotiated rate group extended-stay government healthcare pharmaceutical sports SMERF project training relocation and other qualified negotiated business.
• Identify accounts producing at competing hotels and create strategies to shift profitable room nights and revenue into PAH-managed properties.
• Ensure consistent and accurate use of Delphi CVENT brand sales systems CRM platforms GDS channels RFP tools property management systems and PAH-required reporting tools.
• Execute sales activities lead response account production conversion booking pace need dates lost business tentative and definite group pace and team productivity. Intervene promptly when results fall below expectations.
• Support Marriott and Hilton business transient pricing RFP submissions account renewals brand sales initiatives consortia participation and all required brand deadlines.
• Assist with annual revenue budgets sales and marketing plans hotel business plans forecasts expense management and ownership presentations.
• Conduct and oversee property-level sales strategies SMART action plans deployment plans and account-growth initiatives aligned with each hotels budget forecast market position and need dates.
• Partner closely with General Managers Revenue Management Operations brand representatives and executive leadership to align sales priorities pricing inventory service delivery and revenue strategy.
• Ensure compliance with PAH sales policies SOPs brand standards contracting procedures reporting deadlines documentation requirements and ethical business practices.
• Promote strong communication and effective sales turnover with front office operations revenue management and property leadership to support successful client and guest experiences.
• Represent PAH professionally in local communities industry associations client events brand meetings trade shows and networking organizations.
• Lead coach train and hold accountable property Sales Managers and other assigned sales team members. Establish clear performance expectations and provide timely feedback recognition and corrective coaching if required.
• Interview onboard and develop Sales Managers and other sales personnel. Support succession planning and retention of high-performing team members if personnel is required.
• Maintain confidentiality exercise sound business judgment and perform other duties assigned by the Regional Director of Sales and Revenue or executive leadership.

• Meet established sales activity goals focusing on proactive selling.
• Achieve or exceed assigned portfolio revenue room-night ADR RevPAR market-share and budget goals.
• Demonstrate measurable improvement in underperforming hotels segments accounts and need periods.
• Ensure each assigned hotel maintains an active measurable sales action plan with clear owners deadlines and documented results.
• Drive consistent proactive sales activity new-account acquisition qualified pipeline growth and share-shift production.
• Maintain accurate complete and timely sales records reports forecasts account notes contracts and CRM activity.
• Develop capable accountable property sales leaders who consistently execute.

This company is an equal opportunity employer.

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