Director of Sales

Sage Hospitality Group•Detroit, MI

6d•Onsite

About The Position

The Director of Sales leads the Shinola Hotel’s overall commercial strategy, driving topline performance 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 the commercial team in prospecting, strategic selling, and hospitality marketing. The position leads sales staff in achieving property sales goals, develops and adjusts sales plans to respond to business and marketing trends, and pursues the business mix that supports the hotel’s revenue, profit, and occupancy goals. It requires ongoing account development and service, market and competitor research, effective yield management, and a strong focus on direct selling. The role represents the hotel and Sage Hospitality with integrity and a service-focused, professional approach.

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 required.
Knowledge of general sales techniques, yield management, and customer service.
Ability to travel.
Fluent English speaking, reading, and writing skills.
12th-grade-level mathematics, spelling, and reading skills.
Effective business writing skills.
Ability to understand and follow verbal and written instructions.
Ability to work on more than one task at a time.
Ability to build strong internal and customer relationships.
Ability to set and manage priorities and plan activities in advance.
Ability to solve problems and make sound business decisions.
Reliable transportation and a valid state driver’s license for making 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 and hold direct reports accountable for achieving property sales goals and fulfilling their responsibilities.
Conduct appointment-oriented direct sales calls in accordance with department budgets and marketing plans.
Manage key accounts and identify opportunities for revenue growth.
Develop new accounts by researching, networking, surveying competitors, and targeting prospective business.
Create and implement a targeted account-development plan to generate revenue and build valuable hotel contacts and contracts.
Prospect for new business through telemarketing, creativity, and innovation.
Promote the hotel and brand in the market to increase property profitability.
Adjust the sales plan to reflect business and marketing trends, pursue the most suitable group and transient business mix, and meet or exceed hotel sales, profit, and occupancy goals.
Maintain knowledge of competitors, hotel operations, and current sales techniques and practices.
Apply yield-management techniques and negotiate room rates and function-space commitments to improve financial performance.
Maintain accurate, organized, and current account files and documentation.
Build customer relationships through frequent, professional, courteous, and ethical communication.
Develop customer profiles and maintain an effective trace system to support client needs and account service.
Respond promptly and efficiently to customer needs and inquiries.
Research and survey the market and territory to capitalize on the hotel’s strengths and understand competitors’ capabilities and weaknesses.
Devote at least 90% of work time to direct sales efforts and revenue-producing activity.
Control expenses, including travel expenses incurred on the property’s behalf.
Represent the hotel and Sage Hospitality with integrity and maintain a service-focused, positive, and collaborative approach.
Maintain professional appearance and open communication with hotel coworkers.
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 more.
Eligible to participate in the Employee Referral Bonus Program, with up to $1,000 per referral.