Director of Sales

Sage Hospitality•Detroit, MI

7d•Onsite

About The Position

The Director of Sales leads the overall commercial strategy for Shinola Hotel, driving revenue through strategic sales leadership, targeted market development, and relationship building. The role manages and grows high-profile group accounts, property partnerships, and large-volume accounts, while expanding consortia and corporate transient business through luxury and lifestyle travel networks, negotiated corporate accounts, and preferred partnerships. The Director balances group demand with transient revenue and mentors and coaches the commercial team in prospecting, strategic selling, and hospitality marketing. The position is accountable for sales productivity and activity goals, the hotel’s sales plan and market mix, account development and service, profitable negotiation of room rates and function-space commitments, and achievement of budgeted sales, profit, and occupancy goals. The role supervises 2–10 associates and requires direct sales activity, including client meetings and sales calls. The position is based in an office environment, with weather exposure while making sales calls and travel as needed.

Requirements

Minimum of a bachelor’s degree or equivalent.
At least 4 years of hotel sales experience.
4–8 years of sales management experience.
Luxury experience is required.
Knowledge of general sales techniques, yield management, and customer service.
Ability to travel.
Fluent English speaking, listening, reading, and writing skills.
12th-grade-level mathematics, spelling, and reading skills, including effective business writing.
Ability to understand and follow verbal and written instructions.
Ability to work on more than one task at a time.
Ability to develop strong internal and customer relationships.
Ability to set and manage priorities, plan activities in advance, solve problems, and make sound business decisions.
Reliable personal transportation and a valid state driver’s license to make sales calls.
Dexterity and mobility to meet clients on and off premises, tour the property, attend functions, climb stairs, and operate basic office equipment.
Vision to read fine print and computer screens, see colors, and observe rooms in poorly lit conditions.

Responsibilities

Achieve at least 90% of productivity goals and 100% of activity goals established by management.
Lead direct reports to achieve property sales goals and hold them accountable for their duties and responsibilities.
Conduct appointment-oriented direct sales calls in accordance with the department budget and marketing plan.
Maximize current hotel key accounts by identifying and capturing opportunities for revenue growth.
Develop new accounts by networking, researching, conducting reader-board surveys, and targeting likely sources of business.
Plan and implement an ongoing targeted account development list to generate revenue, acquire hotel contacts and contracts, and prospect for new business through telemarketing and other creative methods.
Promote the hotel and brand in the market to increase property profitability.
Adjust the sales plan to reflect changes in business and marketing trends, pursue an appropriate group and transient business mix, and meet or exceed budgeted sales, profit, and occupancy goals.
Maintain current knowledge of competitors, hotel operations, and contemporary sales techniques and practices.
Use yield management techniques to negotiate room rates and function-space commitments profitably.
Maintain accurate, organized, and current account records to support client service and efficient account management.
Build customer relationships through frequent, professional, courteous, and ethical communication.
Develop customer profiles and maintain an effective trace system to meet client needs and increase revenue.
Respond promptly and efficiently to customer needs and inquiries.
Research and study the marketplace and territory to leverage hotel strengths and understand competitors.
Dedicate at least 90% of work time to direct sales efforts and focus on revenue-producing activity.
Control expenses, including travel expenses incurred on the property’s behalf.
Represent the hotel and Sage Hospitality with integrity, a service-focused attitude, a professional appearance, and a positive team approach.
Maintain open communication with hotel coworkers and support overall hotel performance.
Perform other duties as assigned, requested, or deemed necessary by management.

Benefits

Eligible to participate in Sage bonus plan.
Unlimited paid time off.
Medical, dental, and vision insurance.
Eligible to participate in the company’s 401(k) program with employer matching.
Health savings and flexible spending accounts.
Basic life and AD&D insurance.
Company-paid short-term disability.
Paid FMLA leave for up to 12 weeks.
Employee Assistance Program.
Discounts on hotels, restaurants, and other offerings.
Eligible to participate in the Employee Referral Bonus Program, with up to $1,000 per referral.