Director of Sales

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!

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.

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 market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.
• Time Management: Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts. Professionalism: Controls expenses including travel on the property's behalf in order to minimize hotel costs. Represents themselves, the hotel and Sage Hospitality Resources with the highest level of integrity.
• Professionalism: A service-focused approach and a caring, sincere attitude at all times. Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all coworkers for the best overall performance of the hotel. Display a neat, clean and business-like appearance at all times.

OTHER RESPONSIBILITIES

• All other duties as assigned, requested or deemed necessary by management.

SUPERVISORY DUTIES

• 2-10 associates

BEHAVIORAL FOCUS

At Sage Hospitality, how we work matters just as much as what we do. We are guided by a shared purpose to enrich lives, one experience at a time, and a vision to redefine how the world experiences hospitality.

At Shinola Hotel, we embrace:

• Detroit's Living Room - Welcome to Detroit's Living Room. An iconic space celebrating our city's heritage of craft, distinctive culture, and enduring community spirit. Here, handcrafted hospitality meets local legacy.
• Commitment to Craftsmanship - Rooted in Detroit's legacy of masterful making, we approach hospitality as craftspeople — where every detail is considered, every experience is curated, and every moment is an opportunity to demonstrate excellence.
• Historic Adaptive Reuse - Restoration of the 1915 T.B. Rayl Company building and 1936 Singer Sewing Machine Co. building as a love letter to Detroit's architectural legacy
• World-Class Food & Beverage - Award-winning Chef Andrew Carmellini's array of unique dining and drinking venues anchor the hotel as a culinary destination as much as a hotel
• Community as at our Core - We are proud stewards to our city's spirit and culture, embracing our responsibility to enhance the vibrant community around us.

All associates play an essential role in creating welcoming, inclusive environments where kindness, hospitality, and excellence are felt by guests and teams alike. These brandings reflect the unique spirit of Shinola Hotel and align with Sage Hospitality's commitment to genuine, meaningful connection.

POSITION QUALIFICATIONS

Education/Formal Training

• Minimum of Bachelor's degree or equivalent.

Qualifications

• 4+ years of hotel sales experience

Knowledge/Skills

• 4-8 years sales management experience, luxury experience required
• Requires knowledge of general sales techniques, yield management, and customer service skills.
• Ability to travel
• Requires the ability to hear, speak, read and write English fluently.
• Requires 12th grade level mathematics, spelling and reading skills. Requires effective business writing skills.
• Understand and follow verbal/written instructions.
• Work on more than one task at a time.
• Develop strong internal and customer relationships.
• Set and manage priorities and plan activities in advance. Solve problems and make sound business decisions.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, and operate basic office equipment.
• Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions

Environment

• Office environment, weather exposure when making sales calls

This position description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the position. May perform other duties as assigned.

• Eligible to participate in Sage bonus plan
• Unlimited paid time off
• Medical, dental, & 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 a period of 12 weeks
• Employee Assistance Program
• Great discounts on Hotels, Restaurants, and much more.
• Eligible to participate in the Employee Referral Bonus Program. Up to $1,000 per referral.