Senior Director of Field Sales

POSITION SUMMARY

The Senior Director of Field Sales is instrumental in shaping and executing innovative sales strategies that drive revenue growth across a diverse portfolio of hotels. This role is focused on establishing, nurturing, and expanding relationships with key ESA accounts while actively seeking business opportunities within additional accounts. As a leader, you will mentor 1-2 field sales professionals, guiding the operations sales team to achieve their goals.

KEY RESPONSIBILITIES

• Meet and exceed revenue targets and performance metrics for the hotel portfolio.
• Utilize a consultative sales approach to cultivate lasting relationships with assigned accounts.
• Develop and implement strategic market plans to enhance revenue for ESA hotels.
• Coach operational teams in lead generation and essential sales activities with frequent collaboration with regional leadership.
• Respond promptly to sales leads generated by the operations team and identify new revenue opportunities in the market.
• Work alongside Account Sales and Management teams to uncover and secure sales prospects.
• Participate in collaborative selling efforts to capture business from other accounts.
• Employ effective sales and negotiation techniques to meet rate targets.
• Maintain robust connections with key personnel in local accounts.
• Actively mentor and coach assigned field sales professionals on best practices and performance enhancement.

STRATEGY AND PLANNING

• Collaborate with the regional team to devise market sales plans aimed at driving revenue growth.
• Target prospective business opportunities in local markets consistently.

TRAINING AND DEVELOPMENT

• Ensure comprehensive training for field sales professionals, including REACH sales methods.
• Provide ongoing coaching to enhance sales capabilities and professional growth.

SALES ACTIVITIES

• Achieve assigned objectives for expansive, profitable sales growth.
• Build and maintain productive relationships with key industry individuals.
• Pursue new business through direct sales efforts and collaboration with the wider sales organization.
• Actively participate in service recovery efforts to ensure top customer satisfaction.
• Monitor and report on sales productivity and provide insights to management.
• Maintain organized records of all account interactions and sales activities.
• Utilize sales technology and data reporting for revenue maximization.

LEADERSHIP AND MANAGEMENT

• Conduct regular meetings to discuss sales promotions, ongoing activities, and future actions with the sales team.
• Set measurable goals for sales activities and track progress towards these objectives.
• Swiftly address underperformance and enhance team motivation through effective communication.

REQUIREMENTS

• Fluency in English with exceptional verbal and written communication skills.
• A minimum of an Associate’s degree and 4 years of outside sales experience, including 2 years in complex sales, or equivalent experience.
• Proactive, creative, and able to work flexible hours including occasional evenings or weekends.
• A valid driver's license and reliable transportation are essential.
• Proficiency in Microsoft Office Suite is required.

PREFERRED QUALIFICATIONS

• Bachelor's Degree.
• Experience in hotel sales, especially within the extended stay sector.

Please note that some travel (25-50%) may be required for this role.