Director of Sales

Why us? Nestled in the heart of Detroit, the Shinola Hotel stands as a testament to both luxury and the city's triumphant resurgence. Unveiled in 2019, this boutique gem, born from the collaborative vision of Shinola and Bedrock, transcends the conventional hotel experience. Boasting 129 uniquely curated rooms, the hotel is a harmonious blend of contemporary elegance and Detroit's storied past. Beyond its lavish accommodations, Shinola Hotel beckons with a fitness center, a chic rooftop bar, and the culinary excellence of San Morello. As Detroit's cultural renaissance unfolds, Shinola Hotel emerges as a sophisticated cornerstone, inviting discerning travelers into a world where style and history converge seamlessly. As part of Sage Hospitality Group, we passionately strive to be the best and create excellence in everything we do. We believe in enriching lives one experience at a time. More than a slogan, we empower our employees to make positive impacts on the communities in which we live and work. By providing genuine service we build relationships with our guests and value for our shareholders, and we create unforgettable experiences. We are looking for independent thinkers. Those who harness their entrepreneurial spirit so that it breaks preconceived notions. We’re not afraid to forge our own path. After all, it’s what industry leaders do. That’s why we welcome risk takers and creative spirits alike. No matter your daily role, Sage recognizes that your success is about more than the work you do—it’s really about who you are, which is why we invest in your personal and professional growth. We hope you consider joining us! Job Overview POSITION FOCUS The Director of Sales is responsible for leading the overall commercial strategy for the Shinola Hotel, generating business that allows the property to invest in its people, its spaces, and its guest experience. This role drives topline performance through strategic sales leadership, targeted market development, and building and fostering relationships to strengthen the brand and hotel's positioning. The DOS will directly manage and grow key high-profile group accounts, including the key property partnerships and large volume accounts, leveraging deep relationships to maximize production, retention, and long-term strategic value. Additionally, the role will focus heavily on expanding and optimizing consortia and corporate transient segments, ensuring strong positioning within luxury and lifestyle travel networks, negotiated corporate accounts, and preferred partnerships. This leader is responsible for balancing a dynamic business mix—driving group demand while accelerating transient revenue through consortia, corporate, and business travel channels.  Success in this role requires a highly strategic, relationship-driven leader with strong capabilities in account management, consortia engagement, corporate travel partnerships, and serves as a mentor and coach to the commercial team, instilling best practices in prospecting, strategic selling, and modern hospitality marketing. Responsibilities ESSENTIAL RESPONSIBILITIES Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management. Lead direct reports in a manner that achieves the properties sales goals and holds them accountable to their essential duties and responsibilities. Direct Sales: Targets appointment-oriented sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. Must have own reliable transportation and possess a valid state driver's license in order to make sales calls. Key Account Management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth. New Account Development: Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts. Continually targets and prospects for new business through telemarketing, individual creativity and innovation. Promote the story of the brand and the hotel in the market, with the goal of increasing overall profitability of the property. Adjust the sales plan according to changes in business and marketing trends, aggressively pursue the market mix and type of group and transient business that will best achieve the success of the hotel and support the selling philosophy, meet or exceed the budgeted goals in sales, profit and occupancy for the total hotel operation. Maintain a current working knowledge of the competition, demonstrate a working knowledge of all hotel operation, and maintain an awareness and application of current state of the art sales techniques and practices. Continually targets and prospects for new business through telemarketing, individual creativity and innovation. Yield Management: Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance. Account Service and Management: Maintains well-documented, accurate, organized and up-to-date file management system in order to service client and employer in the most expedient, organized and knowledgeable manner. Develops strong customer relations through frequent communication and the use of professional, courteous and ethical interpersonal interaction. Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner. Product Knowledge: Conducts research, surveys, personal investigation and studies mar