Director of Sales

Reports to: General Manager, the position is exempt.WHO WE AREHotels done differently. It's not just a slogan or catchphrase, it is who we are in everything we do. We believe in the power of People, Place + Character; ensuring our hotels are a place where individuals are valued and celebrated as a tribute to the neighborhoods and the people of the communities in which we operate; elevating our associates' pride in who they are, where they live and who we serve.The Detroit Foundation Hotel has transformed the historic Detroit Fire Department Headquarters into a 100 room independent hotel that adds another piece to the ongoing Detroit renaissance puzzle. The hotel draws on the Motor-City's unparalleled past while proactively moving the city to its next incarnation as a national cultural, business and artistic touch-point. Featuring an inviting ground-floor restaurant, The Apparatus Room, the hotel partners with local distillers, brewers, farmers and other edible sundry purveyors to deliver an authentic Detroit experience.The hotel is managed by Aparium, who has just been named to Travel + Leisure's Top 25 Hotel Brands in the World. Driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium was born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically.THE ROLEThis leadership role requires the tenacity to build and support an efficient and productive sales + catering team; it is not for the faint of heart. If you are known to have the grit that is associated with an entrepreneurial spirit, then we invite you to your next career opportunity.You understand how a successful sales department should be running; you have a trainer's mindset and can guide any team through all sales process phases. You gain deep satisfaction from creating and implementing systems, processes, tools, and sales strategies that help teams succeed for years to come.WHO YOU AREYou are passionate about sales, catering, collaboration, and communication with the ability to think creatively and strategically to identify and close on revenue opportunities. You are a talented and highly effective sales leader that enjoys the solidarity of a team and knows that everyone plays an important role, no matter their title. You are ambitious and looking for the next opportunity. Your confidence in your past success, aptitude, and can-do attitude will prove you are ready to take this leadership role.You are adventurous and driven, plus your experiences have led you to understand that there is an art + science to the how and what a sales leader is responsible for. Your career journey has been dynamic and is filled with numerous success stories of how you captured indecisive groups. You are inquisitive and look forward to discovering the business needs of your clients and city.WHAT YOU WILL DOUphold and role model the company's principles of People, Place, and Character; and ensure direct reports also model our values that drive collaboration, intuition, and translocal hospitality.You are a collaborative peer and a key partner with the SVP of Sales + Revenue, Corporate Director of Sales, VP of Marketing, and the Corporate Revenue Management team.Responsible for securing new sales and catering accounts, developing + maintaining existing accounts, and implementing effective sales strategies.The vision to create and execute a strategic sales plan that addresses pace and productivity should the need arise.Work with precision in drafting and validating monthly forecasts utilizing pace reports and trend data.Evaluate, solicit, sell, and confirm transient, group and catering business for the hotel; meet overall budgeted sales revenue and profitability, through driving revenue.Guide and mentor your team to follow the strategy outlined in your budget to ensure your team is booking the right business at the right time in the best interest of your hotel.As the Director of Sales, you will work closely with your team by reviewing your funnel every day to drive conversion.Negotiate with clients using creative attractive menu presentations + event proposals to achieve both maximum revenue/profit potential and fulfillment of contractual responsibilities while satisfying client needs.Dive deep into client needs, to discover unstated needs, hidden objections or concerns, and ensure the hotel is the best choice for the client's needs.Lead and direct the sales and catering team in developing and executing the sales and marketing plan and in refining their revenue forecasting.Craft and establish the annual sales goals, ensuring they are fully understood and implemented in the hotel.Direct the reporting and apprising of results against planned objectives; coordinates sales associate activities.Develop the annual budget and sales + marketing plan in collaboration with the General Manager and Controller.Coach Sales team by collaboratively helping them creatively solve problems when challenges arise.Conduct property tours and entertain planners of meetings, social events, and weddings.Develop and maintain good relationships with officials and representatives of local community groups and companies to promote new business and increase sales for the hotel.Build and maintain a trusting and transparent relationship with all stakeholders including ownership and asset management.Clever in maximizing hotel revenue through effective pricing strategies for transient, group and space inventory.Pivot short-term strategy to compensate for short-term needs, without compromising long-term goals.Collaborate with GM, Director of Food & Beverage and Director of Lifestyle on strategic management of meeting/public space.Establish regular and frequent communication with Aparium Headquarters to ensure initiatives are executed within the hotel marketing plan.Communicate regularly with the Corporate Director of Sales to provide updates and align on priorities.Additional tasks and responsibilities as requested by SVP of Sales + Revenue, Corporate Director of Sales, and/or hotel General Manager.Ensure a sense of belonging for associates by upholding the company's values and guidelines for a Respectful Workplace.POSITION REQUIREMENTSMinimum of three (3) to five (5) years of hospitality sales experience within upscale, lifestyle or luxury hospitality companies.Minimum of three (3) years in a Catering and Conference Services role.Delphi FDC and Lanyon system knowledge preferred but not required.Bachelor's degree in sales, marketing, communications, or hospitality is preferred though not required if you have the proven years of experience in a sales leader role.Adaptable interpersonal skills to communicate and address all associate levels of the hotel.Professional proficiency of the English language in reading, writing, and verbal communication.HOW YOU LEADEngage others in general conversation tactics to build rapport quickly.Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others.Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups.Highly analytical in thought and recommendations.Demonstrates business acumen and practices sound financial decisions.Demonstrates the ability to identify strategic needs yet can be a "soldier" to ensure a strategic plan is implemented.As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment, and a sense of belonging for all associates.

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