VP of Sales, Lodging bei CSM Corporation

The Vice President of Sales, Lodging collaborates with lodging leaders to support properties with sales, revenue, and market segment goals. The role strategizes, plans, and executes sales plans/initiatives to meet and exceed target goals throughout the lodging portfolio. The position develops and implements sales strategies to increase revenue, deliver on booking pace goals, and achieve overall financial performance within the lodging portfolio. This role supports the hiring and developing of hotel sales leaders, encourages a culture of accountability, and influences property teams to meet and exceed market performance goals while focusing on providing excellent customer experience.

AREAS OF RESPONSIBILTY

Strategic Planning 

• Develop, execute, and track sales programs and processes for CSM’s portfolio of hotels. 
• Ensures effective and timely communication of strategies that adapt to changing market conditions and implementation plans that are succinct and include measurements and accountability. 
• Ensures Regional Sales Directors are properly deployed based on aspects such as market conditions, execution opportunities, and the needs of their assigned Directors of Sales.
• Collaborate with General Managers and other department leaders to ensure alignment between sales strategies, marketing strategies and operational goals.
• Speaks to sales strategy and performance at business review meetings and as needed.
• Active participation in weekly and monthly lodging leadership meetings regarding strategic updates and initiative reviews.

Financial Management and Revenue Optimization

• Collaborate with Revenue Management team to develop and manage property budgets, including forecasting revenue.
• Work closely with Revenue Management teams to optimize pricing strategies and revenue.
• Analyze Revenue per Available Room (RevPAR) index and influence Regional Sales Directors, General Managers and Directors of Sales to implement strategies to enhance overall hotel revenue.
• Responsible for the top line financial results of the lodging portfolio. This includes enhanced working relationships with hotels that are assigned for direct oversight. This participation includes direct mentoring of the Director of Sales, participation in revenue strategy meetings, monthly financial reviews and sales supported meetings.
• Identify and influence the implementation of revenue-generating initiatives across all properties.
• Responsible for overseeing multi-year or extended stay contracts, any business over special events or extraordinary demand dates, and any group bookings that are ten (10) or more rooms and or exceed 30% of the hotel’s inventory.
• Develop action plans for focus hotels that do not meet budget or booking expectations. Collaborate to create and execute on the action plan. Work with Regional Sales Directors to ensure guidance and follow up with the properties.

Industry / Brand

• Serve as a primary contact with franchisors on sales-related matters.
• Stay relevant with industry developments and market trends, to provide guidance to adjustments to the Business Plan.
• Provide expertise in launching sales brands, systems, and SOPs.

Sales Leadership

• Lead Regional Sales Directors by selecting candidates, providing job specific learning and development, managing performance through constructive feedback, recognition, and coaching, delivering performance reviews, and making employment decisions.
• Lead property sales teams without authority and positively influences sales outcomes to accomplish goals.  
• Assist with the recruitment and selection of high-level property sales leadership roles.
• Assist with the performance evaluations of property sales employees and contribute to coaching and corrective action as needed to hold sales employees accountable. 
• Motivate sales leadership by setting goals, providing ongoing feedback, and recognizing employees.
• Champion sales results with monthly and quarterly tracking, sales bonus plans, and other company incentive programs.
• Foster a culture of collaboration and communication across the hotel portfolio and shared services.

REQUIREMENTS

• Minimum of fifteen (15) years of diverse and transferable experience in hospitality sales management covering a broad spectrum of products and markets (including full-service properties)
• Bachelor’s degree required. Master’s degree preferred. 
• Ability to travel > 50% of the time.
• Expertise with CRM tools such as TravelClick Agency360, Demand360, Knowland, and Costar reports.
• Proficiency in Microsoft Office preferred.
• Responsible for effective self/workload management. 
• Demonstrate experience with, and understanding of, developing, and implementing development plans and sales goals for direct reports and properties.
• Demonstrate expertise in deployed sales, revenue maximization, strategic planning, and strong motivational and leadership abilities.
• Brand experience required, preferred experience with Marriott, Hilton, Choice, and Hyatt.
• Strength in skills such as effective verbal and written communication, conflict management, innovation, process improvement, and prioritization. 
• Operates with integrity, adaptability, and attention to detail. 
• Promotes collaboration and a positive, professional work environment.
• Adheres to all CSM Standard Operating Procedures, policies, expectations.