Regional Sales Manager

Job Summary
The Regional Sales Manager MEA will maximise the exposure of Wyndham Hotels & Resorts (WHR) franchised and managed hotels of all brands within their territory with a focus on developing sales opportunities, customer account management and driving contribution to the hotels within the region(s) in which they are located and/ or allocated. They will be tasked with creating opportunities to manage and develop existing Regional Accounts whilst focusing equally on developing new business accounts across all market segments to drive contribution to a defined set of hotels. This position requires a sales approach acting in partnership with all their clients and travel intermediaries, thereby delivering incremental revenue and increased market share for the hotels, franchise partners and WHR. 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 plans for their top clients.
-Negotiating and contracting rates for key clients of all segments primarily within the designated region of Wyndham hotels globally.
-Managing relevant group leads and RFP solicitations into WHR properties through our Wyndham Sales Systems.
-Success will ultimately be based on consumed revenues room night production along with RFP acceptances and other appropriate matrix will be used to agree targets.
-A monthly average of 25+ sales appointments or calls for the year will also be in place.
Responsibilities
Sales Account Management & New Business Development
In conjunction with participating hotels, identify and secure new accounts for those hotels within the agreed manager s territory. Build and deploy robust pipeline plans with relevant revenue and RN targets, by segment:
-Corporate Transient Business (corporate RFP & TMC)
-Group/ MICE Business (GSO Sales Leads)
-Leisure groups & FIT (Tour Operators & Agencies)
Develop strategic partnerships with key leisure Tour Operators, Corporate Clients, Travel Agencies and MICE Companies based in territory to drive business to these hotels.
Devise and deliver the strategy and activities to maximise hotel revenue and therefore overall contribution to EMEA targets.
Actively organise and participate in client-facing activities such as sales missions, workshops, and roadshows, ensuring the involvement of our hotels; represent WHR at key industry events, such as conferences and trade shows, and maintain active membership in relevant industry associations and institutions.
Hotel Engagement
Work diligently with our franchise and management partners to gain a greater understanding of their needs and product offering by visiting all hotels in the territory, whilst educating them on the WHR Commercial Tools.
Internal Relationships & Systems
Collaborate with colleagues from all WHR units to ensure the continued success of the company. Support colleagues from all parts of the business that require assistance and effectively utilise the business tools and systems available to achieve agreed goals and targets.
Self-Development
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.
Complexity
-The Regional Sales Manager MEA will drive significant revenue into the WHR portfolio of brands and hotels, focused on an agreed territory.
-They will be solely responsible for the management of accounts within their specified territory.
-They will work mainly remotely, with minimal supervision and will take responsibility for new and existing accounts.
Scope/ Financial Responsibility
The Regional Sales Manager MEA will be solely responsible for a portfolio of named accounts throughout the territory and 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.
Abilities/ Key Competencies/ Skills
-Comprehensive sales knowledge of the hospitality sector within territory.
-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 information and/ or 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/ Certificates/ 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).
-Multi-segment knowledge preferred.
-Full local driving license preferred.
-Fluency in written and spoken English and Arabic is essential.
-Highest level of competency in the use of Microsoft Office programmes is required.
-Experience in the use of hospitality sales systems.