Director of Sales, Shenandoah Mansions

Shenandoah Mansions is an Ash Hotel set to open in Richmond, VA in Autumn of 2024. The six-story hotel sits nestled in the historic Fan District, a former bohemian enclave where charming Italianate boulevards read like a pastiched European hangover. Shenandoah Mansions adorns the charms and intellects of the old world, whilst remaining refreshingly American. With 73 guest rooms, including four opulent suites, a mystical bar, an elegant restaurant, daily cafe and an on-site retail store, Shenandoah Mansions is an ode to the matriarchs and the grande dames, to witchcraft and fantasy, ghosts and fever dreams. With hidden nooks and corners, there are secrets to uncover within these palatial halls.

Job Summary:

Responsible for the management, execution, and continued development of all Hotel sales segments. The Director of Sales will report directly to the Corporate Director of Sales, with a dotted line to the hotel General Manager. The role will also work closely with the on-site Brand Marketing team and the property level Sales Mangers. The Director of Sales will also be responsible for developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotel, as well as managing the sales and marketing budget that supports revenue attainment. The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams (rooms & catering) to ensure budgeted revenues are met or exceeded.

While the role carries a broad segment approach; the key development accounts will be local negotiated rates, national negotiated rates, international FITs and RTOs, wholesale, social groups, and government.

Essential Functions for the Position:

Managing current accounts, while prospecting new accounts is required. This includes outside sales calls, solicitations, and prospect presentations. Selectively sell travel industry and business travel in the interest of maximizing guest rooms and food and beverage revenues. Develop and implement sales and marketing programs and strategies for the travel industry and corporate travel market to generate property revenue.

Position Responsibilities:

● Execute sales activities to achieve budgeted goals and support growth and account support for multiple properties

● Pursue and negotiate new accounts including telephone solicitation, outside sales calls, sales trips, trade shows, site inspections, networking, and sales entertainment

● Develop and implement all sales strategies

● Research, analyze, and monitor financial, technological, and demographic factors to capitalize on market opportunities and to establish a leadership position in the market

● Develop and maintain relationships with key & target accounts with a focus on wedding groups.

● Produce monthly sales reports as required by Corporate Director of Sales.

● Play a pivotal role in hotel level sales efforts, including meeting top clients, hosting receptions, and meeting with on-site Sales Managers for continued development and coaching

● Assist in the annual budgeting plan

● Support marketing and revenue teams by planning special sales activities, promotions, and client events

● Problem solves with other departments as needed to book business into the hotel

● Enhance the portfolio’s image by actively participating in associations, events, clubs, and boards

● Stay ahead of hotel competition – their new developments, services, and amenities, to ensure competitive knowledge and strategy are current

● Discuss, support, and innovate key service and product differentiators on an ongoing basis

● Highly motivated and flexible, possessing the ability to take initiative, to succeed under pressure and meet deadlines

● Knowledge of Sales, Marketing, Reservation and Room’s distribution functions

● All other reasonable responsibilities assigned by management

The successful candidate will possess the following education, experience and skills:

● Bachelor’s degree is required from an accredited university in Business Administration, Marketing or Hospitality Management; a combination of education and direct, related experience will be considered in lieu of a bachelor’s degree

● 5-7+ years preferred in sales and marketing in the Hospitality industry with strong business travel and transient industry sales experience

● Sales experience with independent concepts is preferred

● Must possess experience with prospecting and account cycle sales software

● Must possess superior negotiation skills and demonstrated depth of contract execution expertise

● Must be willing and available to travel up to 10% of your time

Additional skills:

● Strong organizational skills; must be able to execute on multiple projects simultaneously with minimal supervision

● Possess strong analytical, financial, and quantitative skills with a high level of attention to detail

● Willing to work a flexible schedule to accomplish all required tasks

● Work with integrity, confidentiality, and discretion

● Always possess a professional demeanor

● Maintain harmonious working relationships with other associates by promoting teamwork and fostering a positive working climate

● Must have the ability to resolve problems/conflicts in a diplomatic and tactful manner

Salary & Benefits:

Base Salary Range: $110,000 – $120,000

Bonus Potential: 20% of Base Annual Salary, Paid Quarterly

Cross Property Sales Incentive Program

Competitive PTO, Health Insurance, and Savings Package

Associate Referral Program

ASH Hotels Employee Discount

Ash is an equal opportunity employer and is committed to providing a workplace that is free from discrimination and harassment. We value diversity and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, veteran status, or any other legally protected status. We strive to create an inclusive environment where all employees feel respected, valued, and empowered to contribute their unique perspectives and talents. Our hiring decisions are based on qualifications, merit, and business needs.

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