Regional Sales Manager Türkiye
Istanbul, TR
The Regional Sales Manager Türkiye assumes a pivotal role in enhancing the visibility of Wyndham Hotels & Resorts franchised hotels, spanning all brands, within their designated territory. At the core of this position is the strategic development of sales opportunities, meticulous customer account management, and substantial contribution to hotels in the specified region/s. In addition to nurturing existing National & Regional Accounts and cultivating new business relationships across diverse market segments, the role entails providing comprehensive field sales support to franchisees.
The manager will not only play a key role in driving incremental revenue and market share for hotels, franchise partners, and WHR through a collaborative sales approach but will also champion the provision of educational support to franchise hotels. This includes assisting them in navigating and leveraging WHR tools and resources, ensuring they are well-equipped to optimize their participation in the WHR portfolio.
Furthermore, the Regional Sales Manager Türkiye serves as a liaison for the Franchise Operations team, facilitating seamless communication and support between the franchisees and the broader WHR network. An additional responsibility involves actively contributing to and conducting Business/Commercial Review Sessions, where the manager will bring their expertise to the table to assist in evaluating performance, identifying growth opportunities, and strategizing for the future.
This multifaceted role seeks a sales-driven professional capable of forming robust partnerships, delivering tangible results, and providing crucial support and education to franchise hotels. The manager will act as a bridge between franchisees and WHR, fostering collaboration, knowledge-sharing, and ultimately contributing to the success of WHR franchised hotels in the dynamic Türkiye market.
Job Summary
As a Regional Sales Manager Türkiye they will work to meet or exceed agreed annual revenue goals by taking sole responsibility for their portfolio of clients by:
- Devising, instigating and implementing sales and marketing plans for their top clients.
- Negotiating and contracting rates for key clients at WHR hotels globally.
- Developing an in-person and digital communication plan to keep clients updated on WHR properties.
- Managing relevant group leads & RFP solicitations into WHR properties through our proprietary GSO Sales Leads
Success will ultimately be based on consumed revenues however room night production along with RFP acceptances and other appropriate matrix will be used to agree targets.
Key Responsibilities: Sales
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A dynamic and results-driven, specialized in ingoing/domestic and outbound sales within their designated territory, will play a pivotal part in Sales Account Management and New Business Development.
1. Sales Account Management & New Business Development: - Collaborate with participating hotels to identify and secure new accounts within the designated territory. - Develop and implement robust pipeline plans with specified revenue and Room Night targets.
2. Segmented Sales Focus:
*Leverage related WHR Tools including; SFL, Okta, Birst, OTA Insight / Lighthouse, TravelClick etc..
*Capitalize on Global / Regional Promotions & Programs to drive sales within the assigned territory.
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Key Responsibilities: Sales
3. Strategic Partnerships:
- Establish and nurture strategic partnerships with key leisure Tour Operators, Corporate entities, Travel Agencies, and MICE companies in the designated territory as well as key stakeholders.
- Cultivate relationships to drive increased revenue for affiliated hotels.
4. Revenue Maximization:
- Devise and execute comprehensive strategies and activities to maximize hotels revenue.
- Contribute to achieving overall revenue targets for the designated territory and EMEA region.
Key Responsibilities: Franchisee Relations
Foster strong relationships with our franchise and management partners and to encourage their active engagement with our Commercial functions.
1. Relationship Building:
- Work closely with franchise and management partners to establish and nurture strong relationships.
- Gain an in-depth understanding of their needs and product offerings.
2. Education and Engagement:
- Educate franchise and management partners on the benefits of actively engaging with Commercial functions.
- Communicate the value proposition and advantages of collaboration.
3. Needs Assessment:
- Conduct thorough needs assessments to identify areas where Commercial functions can add value to franchisee operations.
- Collaborate with partners to align our services with their specific requirements.
Key Responsibilities: Franchisee Relations
4. Communication and Collaboration:
- Facilitate open and effective communication channels between franchisees, management partners, and Commercial functions.
- Act as a liaison to ensure seamless collaboration and information exchange.
5. Problem Resolution:
- Address any concerns or challenges faced by franchise and management partners promptly and effectively.
- Work collaboratively to find mutually beneficial solutions.
6. Continuous Improvement:
- Proactively seek feedback from franchisees and management partners to enhance the quality of our Commercial services.
- Identify opportunities for continuous improvement in the Franchisee Relations process.
7. Understanding of franchise operations, and navigate complex relationships.
Other Duties
- Collaborate with colleagues from all Wyndham Hotels & Resorts units to ensure the continued success of the company. Identify and nurture key constituents that can assist in the achievement of their goals. Support colleagues from all parts of the business that require their assistance and effectively utilize the business tools and systems available to achieve agreed goals and targets.
- Represent WHR at appropriate industry events such as Conferences & Trade Shows. In addition become an active member of appropriate industry associations & institutions.
- Ensure that you enhance your knowledge and skills to stay relevant, up to date and aware of the changing trends and directions in the commercial function, in order to prepare yourself for additional responsibilities and next potential roles within WHR.
Scope and Complexity
Revenue Generation: Drive significant revenue into the WHR portfolio by strategically targeting and engaging clients within the assigned territory both for domestic and outbound businesses.
Franchise Hotel Support and Education: Provide dedicated Commercial support and education to franchise hotels within the region.
Ensure that franchise partners are equipped with the knowledge and resources needed to optimize their participation in the WHR portfolio.
Negotiation Expertise: Negotiate directly with clients to secure the best possible agreements before extending offers to hotels for consideration and participation.
Scope and Complexity
Account Management: Take sole accountability for the end-to-end management of accounts within the specified territory. Foster strong relationships with clients and hotels to ensure mutual success.
Autonomous Decision-Making: Work remotely with minimal supervision, making independent business decisions to achieve goals without the need for Line Manager approval or referral.
Strategic Planning: Develop and implement strategic plans to effectively penetrate the market and achieve revenue targets.
Goal Achievement: Set and pursue ambitious goals, consistently meeting and exceeding performance targets.
Continuous Improvement: Identify opportunities for process enhancement and contribute to the continuous improvement of sales strategies.
Financial Responsibility
The Regional Sales Manager Türkiye will be solely responsible for a portfolio of named accounts throughout the territory & business development of new accounts.
They will have an annual individual revenue goal agreed with their line manager and participate in a WHR Individual Sales Incentive Plan.
Although this position does not manage a cost center, the Manager will be accountable for managing their expenses and consumables accordingly within pre-determined annual budgets. All Managers must review the cost of sale and ROI for all business trips; marketing opportunities and overall spend in their region. The Manager is responsible for submitting a Travel & Entertainment Expense Report monthly.
Competencies
Competencies and Skills
- Comprehensive sales knowledge of hospitality sector in local market.
- Strong negotiation and closing skills
- Ability to work well both independently and as part of a team to achieve goals and targets.
- Flexibility to adjust to the changing needs of the business, taking on new ideas, initiatives, brands and responsibilities as they present themselves.
- Ability to work simultaneously on a number of initiatives and priorities often under pressure.
- Excellent interpersonal and communication skills to work with people at all levels and from all backgrounds and parts of the world.
- Ability to stay objective and fair when dealing with sensitive internal/external customer situations maintaining constructive working relations.
- Self-starter, exhibiting initiative, confidence, professionalism and good judgment.
- Works with a high level of accountability, results orientated and dependable.
- Ability to make business decisions with integrity and honesty.
Experience and Education
- College/University Degree or equivalent experience, ideally within a hospitality or commercial discipline
- Significant experience in hotel sales (property, national sales or global sales)
- Experience in resort hotels
- Good experience and knowledge of the FIT, leisure groups & MICE segment
- Full local driving license preferred
- Fluency in written and spoken English and local language.
- Highest level of competency in the use of Microsoft office programs is required
- Previous experience of working with lead generation and CRM systems is also essential
- Experience of navigating hotel specific operating and reservation systems is an advantage
COMPANY OVERVIEW:
Wyndham Hotels & Resorts is the world’s largest hotel franchising company by the number of properties with approximately 9,200 hotels across over 95 countries on six continents. Through our network of approximately 872,000 rooms appealing to the everyday traveler, Wyndham commands a leading presence in the hospitality industry. Headquartered in Parsippany, N.J. with offices around the world in London, Shanghai, Buenos Aires, Dubai and more, Wyndham employs more than 2,000 corporate team members worldwide who are dedicated to the Company’s mission of making hotel travel possible for all. Supporting thousands of franchisees and a growing global portfolio of 24 hotel brands—think household names like Wyndham, La Quinta, Ramada, Days Inn and Super 8—Wyndham team members are a widespread group of individuals with diverse interests and backgrounds. Our unique Count on Me culture, commitment to flexibility and core values of Integrity, Accountability, Inclusivity, Caring and Fun are just part of what continues to make Wyndham an award-winning best place to work.
Job Location: WHG Turkiye, Buyukdere Caddesi, Bahar Sokak, River Plaza D: 48, Istanbul, Istanbul 34394
Employment Status: Full-time
Employment Disclaimer
In some locations around the world, Wyndham Hotels & Resorts manages hotel properties on behalf of a third party owner. At many of those properties, the Hotel owner is the actual employer, and Wyndham Hotels & Resorts performs recruiting and hiring functions on behalf of the owner. I understand and agree that, by applying through this site, I may be applying for a position with a company other than Wyndham Hotels & Resorts where Wyndham Hotels & Resorts is serving only as the recruiter and will not be my actual employer.