Director of Sales

Managed by SMI Hotel Group a growing hotel management company with upscale full-service hotels in Virginia and Texas Delta Hotels by Marriott Richmond Downtown is seeking an experienced motivated and results-driven Director of Sales to lead our sales team and drive revenue growth.

Located in the heart of Richmonds financial district along the scenic James River our hotel offers guests a distinctive blend of comfort style and urban adventure. Guests can enjoy our casual restaurant and bar take advantage of our extensive fitness facilities or explore nearby outdoor activities such as kayaking and mountain biking. Shopping dining nightlife historic Shockoe Slip and Shockoe Bottom and the headquarters of many of Richmonds leading companies are all just blocks away.

With more than 13000 square feet of flexible meeting and event space accommodating groups of 5 to 500 the hotel is an ideal destination for business meetings conferences weddings and special events. The property is also in the final stages of a multimillion-dollar renovation creating an exciting opportunity to showcase our refreshed offerings and expand our market presence.

Position Overview

The Director of Sales is responsible for leading the hotels sales and marketing efforts developing strategic initiatives to maximize revenue and profitability and building a high-performing sales team. This role combines hands-on business development with strategic planning account management revenue optimization and team leadership.

Working closely with the General Manager and Vice President the Director of Sales will develop and execute the annual sales and marketing plan establish revenue goals identify new business opportunities and strengthen relationships with existing clients. The successful candidate will have a strong background in hotel sales a passion for developing talent and a proven ability to achieve measurable results in a competitive market.

Key Responsibilities

• Sales Leadership: Direct and manage group transient and catering sales activities to achieve revenue occupancy and profitability goals.
• Business Development: Personally prospect solicit negotiate and secure new business within assigned market segments while growing existing accounts and increasing the hotels market share.
• Strategic Planning: Partner with the General Manager and Vice President to develop the annual sales and marketing plan revenue budgets forecasts and strategies aligned with the hotels financial objectives.
• Revenue Optimization: Monitor occupancy average daily rate (ADR) revenue per available room (RevPAR) revenue generation index (RGI) room-night production and other key performance indicators to identify opportunities and maximize results.
• Market Analysis: Analyze market trends competitor performance customer demand and business mix to identify growth opportunities and develop effective sales strategies.
• Team Development: Lead coach mentor and motivate the sales team establishing clear expectations and accountability for individual and departmental performance.
• Account Management: Guide the sales team in developing soliciting and maintaining relationships with key accounts across corporate group social and other relevant market segments.
• Sales and Marketing Initiatives: Develop and execute creative sales initiatives sales blitzes special events property tours and presentations to increase awareness and generate business.
• Pricing and Forecasting: Collaborate with hotel leadership and revenue management to evaluate competitive pricing group ceilings demand patterns and business mix to optimize revenue and profitability.
• Performance Reporting: Review STAR reports Hotelligence sales activity reports forecasts and other performance data to assess results and adjust strategies as needed.
• Industry Engagement: Represent the hotel at local and national trade shows networking events industry functions and client meetings to build relationships and generate new business.
• Communication and Collaboration: Maintain strong working relationships with hotel leadership and other departments to ensure sales strategies are effectively implemented and guest and client expectations are met.
• Management Support: Conduct regular sales meetings participate in revenue and management meetings and serve as Manager on Duty during assigned shifts.

Qualifications and Experience

• Minimum of seven years of combined experience in hospitality or hotel sales and marketing including direct supervisory experience leading a sales team or an equivalent combination of education and experience.
• Previous hotel sales leadership experience with a demonstrated ability to generate new business grow existing accounts and achieve revenue targets.
• Marriott brand experience preferred.
• Strong leadership coaching communication negotiation and relationship-building skills.
• Demonstrated ability to develop and execute sales strategies manage budgets analyze performance data and achieve financial objectives.
• Proficiency in Microsoft Word Excel and hotel sales systems; experience with Delphi preferred.
• Strong organizational skills attention to detail and the ability to manage multiple priorities in a fast-paced environment.
• Ability to collaborate effectively with hotel leadership operational departments clients and industry partners.
• Flexibility to work evenings weekends and other hours as business needs require.
• College degree preferred.

Compensation and Benefits

At SMI Hotel Group we believe our associates are the foundation of our success. We are committed to attracting and retaining talented professionals who share our passion for hospitality exceptional service and continuous improvement.

Our comprehensive benefits package includes:

• Health dental and vision insurance
• Paid Time Off
• 401(k) plan with company match
• Hotel discounts
• Paid holidays
• Early access to earned wages
• Company-paid life insurance
• Company-paid short-term and long-term disability insurance
• Company-paid accident and hospital indemnity insurance

Join Our Team

If you are a strategic hands-on sales leader who thrives on building relationships developing talent and driving results we invite you to explore this opportunity with Delta Hotels by Marriott Richmond Downtown and SMI Hotel Group.

SMI Hotel Group is an Equal Opportunity Employer. We evaluate qualified applicants without regard to race color religion sex sexual orientation gender identity national origin disability veteran status or any other characteristic protected by applicable law.