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Regional Field Sales Manager - Naples

Location: 

Naples, FL, US

Property Name:  La Quinta by Wyndham Naples - Downtown
Req Id:  8223

La Quinta by Wyndham is now seeking a Regional Field Sales Manager - Naples to join our team at the La Quinta by Wyndham Naples - Downtown location in NaplesFlorida.

Job Summary

This position is responsible for top line revenue attainment including new/existing accounts and lead generation within an assigned hotel portfolio (portfolio’s will range from 2 -15 hotels). The position reports to a Director of Field Sales and works as a partner to the General Manager(s) and Regional Vice Presidents of Operations to prioritize hotels in order to impact revenues.

Success is measured by: Budget (Top Line Revenue), new business acquisition, revenue growth for existing accounts, RevPAR and Net Promoter for assigned hotels.

Education & Experience

MINIMUM EDUCATION:

  • High School Diploma or GED required.
  • Bachelor’s Degree preferred.

 

MINIMUM EXPERIENCE:

  • 3-5 years multi-property hotel sales experience or 3-5 years full service hotel sales experience required.
  • Multi-property experience strongly preferred.
  • Intermediate-advanced level knowledge of Excel and Word required.
Physical Requirements
  • Working conditions of the position are a normal office situation.
  • May work alone or closely with others in a team environment.
  • Work is completed sitting at a desk or table with intermittently standing and stooping.
  • May be required to do light lifting or carrying 25 pounds or less.
  • Capable of working in a fast paced environment and in stressful situations.
  • Must respond to multiple task interruptions and still provide service to internal and external customers in a professional and courteous manner.
  • Requires overnight travel 45% of the time.
  • May be required to walk, sit and/or stand for long periods of time.
  • Capable of working flexible hours/days.
  • Requires good hearing.
  • Requires good near and distant vision.
General Requirements
  • Has managerial skills needed for supervising multiple functions with full responsibility for effective operation and results.
  • Makes decisions and final recommendations which routinely affect the activities of a hotel portfolio. Position duties will include responsibility for developing strategic plans for one or more hotels. 
  • Work is analytical, non-standard and widely varied requiring the interpretation and application of a variety of policies and procedures.  Analytic ability and inductive thinking are required for the application of multiple, technical activities.  Problem solving involves identification and analysis of diverse issues.
  • Makes analytical decisions; supervision is present to establish and review broad objectives relative to basic position duties or responsibilities.  Independent judgment is required to study previously established, often partially relevant guidelines; plan for various interrelated activities; and coordinate such activities within a work unit /division or while completing a project.
  • Responds to and handles unfamiliar situations with some supervisory guidance.
  • Has advanced professional skills at the level of a "seasoned" professional.  Requires extensive knowledge of their discipline and a working knowledge of related fields.  Understands information in several unrelated professional disciplines.
  • Solves problems that require choice of courses of action, which are limited by broad company policy and requires understanding and evaluation of impact upon the organization.  The problems may involve exceptional technical difficulty requiring consultation with outside experts.  Policy, procedures and precedent are created and/or approved by this position. Solutions affect organization-wide policy or operations.
  • Completes work that requires the development of innovative methods, procedures, products or systems.  This is a significant part of the job and results generally affect multiple divisions and locations.
  • Applies established technology solutions to enhance individual or small work group efficiency and effectiveness.
  • Serves as a project team member working to achieve defined goals. Work is typical in nature with very few situations requiring new solutions.
  • Requires regular contact within the department and periodic contacts with other departments, supplying or seeking information on specialized matters.
  • Requires regular external contacts to carry out organization programs and to explain specialized matters.  Position requires contacts with customers or the public involving persons of some importance on matters requiring explanation and discussion and where the effort to influence becomes important.
  • Must have excellent oral and written communication skills.
  • Must have good analytical skills and decision-making ability.
  • Must have the ability to communicate issues and concerns at all levels of the organization.
  • Must have planning and problem solving skills that include the ability to tie strategies and planning actions to results.
  • Must be able to work independently and multi-task, prioritizing as appropriate.
  • Must have strong interpersonal skills with the ability to direct and lead activities through internal and external resources.
  • Requires working knowledge and experience using Microsoft Office products including Word, Excel and Outlook.
  • Must be able to simultaneously manage several objectives and reassign priorities.
  • Must have ability to manage the customer decision and relationship process.
  • Must be able to scan and assess competitive arena to refine/improve customer value proposition.
  • The ability to successfully work in home based atmosphere is required.
Fundamental Requirements

Direct Sales:

  • Complete weekly sales calls for assigned hotel portfolio (45 minimum).
    • Guidelines: 5 Outside, 30 Prospecting, 2 Sites/Luncheons, 8 Maintenance
  • RVP of Operations and Director of Field Sales to prioritize hotel focus based upon market, demand generators, new business opportunities and NPS.
  • Collaborate with property team to saturate key accounts.
  • Accountable for setting sales strategies, listing all sales activities in Salesforce, and guiding hotel General Managers and Sales Coordinators in revenue generating sales activities.
  • Implement strategic account management: utilize all available sales resources to develop multiple contacts, research various divisions/departments within an organization for full account qualification.
  • Responsible for capturing transient and group business within all segments specific to assigned hotels.
  • Conduct onsite and field presentations to prospective clients utilizing approved La Quinta branded client facing resources.
  • Partner with revenue management and General Manager(s) to develop and execute strategic sales and revenue business plans to positively affect revenues.
  • Complete compelling RFP business cases for assigned properties ensuring accurate competitor data, building of local contacts and relationships and open communication with account Global Sales Manager.
  • Exceed all goals as assigned.

 

Sales & Communication:

  • Collaborate with Operations Partners to deliver revenue results; build relationships with RVP’s, RRM’s, General Managers, Global Sales and hotel staff.
  • Be familiar with competitor brands and selling strategies.  Recognize opportunities to move market share from other brands. Be aware of issues that make competitors’ accounts vulnerable (Rates, Service and Product).
  • Communicate with Revenue Management to ensure that pricing is appropriate and adjust selling strategies as needed.

 

Brand Support:

  • When requested, participate in the planning and implementation of brand sales policies and programs, concentrated sales efforts, trade shows, corporate meetings and any other event or activity deemed to be in line with the overall goals of La Quinta. 
  • Utilize brand resources to achieve team objectives (e.g., marketing, operations, etc.).
  • Allocate both dedicated and shared sales resources to achieve maximum revenue by focusing efforts on those customers who are the most profitable and the best fit for La Quinta.
  • Monitor achievement of objectives and take appropriate action to correct shortfalls versus the strategic plan.

 

Sales Administration:

  • Enter all sales activities in Salesforce: Commit to 100% adoption and updated account information daily.
  • Utilize sales reporting and Dashboards in Salesforce.
  • Attend scheduled meetings, training webinars and conference calls set by management.
  • Monthly one-on-one’s with Director of Field Sales.
  • Weekly sales activity update calls with General Manager(s).
  • Attend Sales Training as scheduled.
  • Understand all components and expectations of Sales Incentive Plan.

COMPANY OVERVIEW:
Wyndham Hotels & Resorts is the largest hotel franchisor in the world and a leading hotel management company.  We stand 20 brands strong across 9,000 hotels in more than 80 countries, and we offer the most diverse collection of hotel experiences in the world.  Our iconic brands, united by the richest and simplest rewards program in the business, make hotel travel possible for all.

Our hotel owners are the stewards of our brands, and together, we champion everyday travelers.  We believe guests deserve great experiences, and our robust portfolio—distinguished by our leading economy and midscale brands—delivers just that.

We are AmericInn® by Wyndham, Baymont® by Wyndham, Days Inn® by Wyndham, Dazzler® by Wyndham, Dolce Hotels and Resorts® by Wyndham, Esplendor® Boutique Hotels by Wyndham, Hawthorn Suites by Wyndham®, Howard Johnson® by Wyndham, La Quinta® Inns & Suites, Microtel  by Wyndham®, Ramada Encore by Wyndham, Ramada Worldwide® by Wyndham, Super 8® by Wyndham, The Trademark Collection® by Wyndham, Travelodge® by Wyndham, TRYP by Wyndham®, Wingate by Wyndham®, Wyndham Garden®, Wyndham Grand® and Wyndham Hotels and Resorts®.

Headquartered in Parsippany, N.J. with offices around the globe in London, Shanghai, Buenos Aires, Dubai and more, Wyndham Hotels & Resorts employs approximately 15,000 team members worldwide.

Our Company is an Equal Employment Opportunity Employer.

Job Location: La Quinta by Wyndham Naples - Downtown1555 5th Avenue SouthNaplesFlorida  34102
Employment Status: Full-time

What we expect from you

• Bring your best every day

• Put our guests first

• Strive to exceed expectations in all you do

What you can expect from us

• Best-in-class training and career development

• Supportive and engaged team

• Fast paced fun environment

About Wyndham

Wyndham Hotels & Resorts is the champion of the everyday traveler. Through the largest and widest collection of hotel experiences in the world, we work to make hotel travel possible for all. Wherever and however people travel, Wyndham will be there to welcome them.


Nearest Major Market: Naples