Regional Sales Director

Regional Sales Director

This leadership role is responsible for accelerating non-game day catering and event revenue across a portfolio of premier venues. You will drive regional sales strategy, develop new business, and lead high-value opportunities from prospecting through contract negotiation and execution. The role combines strategic leadership with hands-on sales management, requiring a strong understanding of pipelines, KPIs, CRM operations, and outbound business development. You will serve as a key connector between corporate leadership, venue teams, marketing partners, and clients to create consistent sales practices and exceptional experiences. You will also mentor sales professionals, establish performance standards, and develop scalable approaches that improve conversion and revenue across the region. Marketing integration will be an important part of the role, including social media, SEO, digital campaigns, and market-specific promotional initiatives. This is an ideal opportunity for an experienced hospitality or live-events sales leader who thrives in a highly collaborative, fast-paced, and travel-intensive environment.

Accountabilities

• Drive non-game day catering and event sales across multiple assigned venues by proactively sourcing prospects, conducting market research, managing pipelines, and achieving revenue and sales targets.
• Develop and execute regional sales and marketing strategies in collaboration with marketing, public relations, advertising, venue, and client teams.
• Build strong relationships with prospective and existing clients through networking, industry partnerships, professional organizations, and ongoing engagement.
• Manage the full sales cycle, including prospecting, lead qualification, proposals, presentations, contract negotiations, agreements, BEOs, client communications, and handoff to venue operations.
• Ensure clients are connected with the appropriate on-site teams and that event requirements, requests, and expectations are addressed effectively and on time.
• Establish, track, and report sales KPIs and progress for each assigned venue, providing transparent performance updates to leadership and stakeholders.
• Standardize sales workflows, task expectations, prospecting practices, and operating processes to improve consistency and KPI achievement across the region.
• Ensure effective CRM adoption across assigned venues for opportunity tracking, outreach activity, pipeline management, and reporting, with Tripleseat and Salesforce preferred.
• Partner with CRM administrators to identify user challenges, implement system improvements, and provide training and guidance to sales teams.
• Manage automated outreach and follow-up workflows through CRM and integrated sales tools to improve lead generation and booking efficiency.
• Lead bi-weekly sales calls focused on outbound prospecting, pipeline development, closing strategies, and regional sales initiatives.
• Co-develop quarterly sales training focused on outbound selling, lead conversion, follow-up, referrals, and performance-based growth.
• Coach and mentor assigned sales professionals, helping team members address challenges, improve performance, and capitalize on opportunities.
• Facilitate regular alignment meetings with leadership, clients, venue teams, and regional sales colleagues to strengthen communication and execution.
• Collaborate with corporate and client marketing teams to align event sales objectives with market-specific campaigns and promotional strategies.
• Own the social media strategy and content calendar supporting event sales, ensuring consistency with venue goals and brand messaging.
• Oversee SEO initiatives and Google Ads campaigns in coordination with marketing teams, tailoring strategies to individual markets and offerings.
• Collaborate on event-specific collateral such as open house materials and promotional flyers to support prospecting and sales conversion.
• Analyze sales performance, competitive activity, booking trends, and market opportunities to identify opportunities for revenue growth and continuous improvement.

Requirements

• 5–7+ years of experience in sales leadership, preferably within hospitality, stadiums, arenas, live entertainment, events, or a related environment.
• Proven track record of achieving outbound sales targets, revenue objectives, and performance KPIs.
• Strong understanding of sales funnels, pipeline development, prospecting, outreach strategy, lead conversion, and full-cycle sales management.
• Demonstrated experience creating sales strategies and translating them into effective tactical execution.
• Strong CRM knowledge and experience; familiarity with Tripleseat and Salesforce is preferred.
• Experience training and coaching sales professionals in outbound prospecting, business development, client engagement, and performance improvement.
• Strong marketing knowledge, including familiarity with digital campaigns, SEO, social media, content strategy, and brand messaging.
• Exceptional client-facing and interpersonal skills, with the ability to build relationships and navigate diverse teams and stakeholder groups.
• Excellent communication, presentation, negotiation, and organizational skills.
• Ability to collaborate effectively with corporate leadership, venue operators, marketing teams, clients, and sales professionals.
• Demonstrated ability to establish processes, define performance standards, analyze results, and hold teams accountable for sales outcomes.
• Strong leadership and mentoring capabilities, with the ability to motivate teams and foster continuous improvement.
• Ability to work strategically while remaining comfortable with hands-on involvement in prospecting, pipeline management, and sales execution.
• Willingness and ability to travel up to 90% of the time, including air travel and overnight stays away from home when required.

Benefits

• Annual salary of $90,000–$110,000, depending on qualifications and experience.
• Eligibility for commission-based compensation.
• Health insurance coverage.
• Dental insurance.
• Vision insurance.
• 401(k) savings plan.
• 401(k) matching contributions.
• Paid time off, including vacation and sick days.
• 11 paid holidays.
• Opportunity to lead regional sales initiatives across premier live-event and hospitality venues.
• Leadership, coaching, and professional development opportunities.
• Inclusive workplace culture that values diverse perspectives, collaboration, and innovation.
• Opportunity to make a measurable impact on sales growth, client relationships, and guest experiences across multiple markets.