Senior Sales Manager, Outdoor Hospitality

Senior Sales Manager, Outdoor Hospitality

About RiverWest

We are hiring a Senior Sales Manager to lead the sales strategy and execution behind our outdoor hospitality portfolio. Our Columbus-based company’s core focus is to hire, train, and retain the best possible team members who want to work at a growing company that views its employees as the source of its success. Employees at RiverWest have integrity, are action-oriented, are interested in growing and learning, have self-discipline, and take ownership over their responsibilities. We are looking for someone who shares these values and wants to work at a company that recognizes and rewards those who exhibit them in their career. We want everyone on our team to love what they do!

RiverWest Partners is an Ohio based company who owns and operates campgrounds throughout the Midwest region. Our outdoor hospitality portfolio spans eight campgrounds, RV parks, and outdoor destinations, and it is one of the fastest-growing parts of our business. We pride ourselves on a hands-on culture and a high bar for execution. 

About the Role

We are hiring a Senior Sales Manager to lead the sales strategy and execution behind our outdoor hospitality portfolio. This is a strategy-meets-hands-on role: you will set the playbook for how we price, sell, and manage seasonal and nightly stays across our campgrounds, then partner with on-site teams to make that playbook real at the property level.

You will own everything from rate strategy and reservation channel mix to seasonal sales campaigns, renewals, CRM operations in HubSpot, and train our on-site team to sell their property to interested guests. 

This is an individual contributor role today. You will work directly with our VP, Outdoor Hospitality and partner closely with on-site property leadership, and our marketing team.

What You’ll Do

Sales Strategy & Revenue Management

1. Own the overall sales strategy for the outdoor hospitality portfolio - setting goals, KPIs, and playbooks for each property based on its size, audience, and seasonality
2. Build and maintain rate strategy for both seasonal contracts and nightly stays alongside the investment team: base rates, peak/shoulder/off-season pricing, weekend premiums, length-of-stay discounts, and group rates
3. Use occupancy data, lead conversion patterns, competitive pricing, and demand signals to make pricing decisions throughout the year
4. Partner with the VP, Outdoor Hospitality on annual planning, budgeting, and revenue forecasting

Seasonal & Transient Sales, Renewals

1. Lead the transient and seasonal sales cycle end to end: targeting, outreach, conversion, contracting, and customer onboarding
2. Build and run the renewals program for existing seasonal customers, with the goal of high retention and clear visibility into who is renewing, hesitant, or leaving
3. Develop campaigns and incentives that convert nightly guests into seasonal customers where it makes sense for the property and the guest

Reservation Channels & Distribution

1. Own how every property shows up on every reservation channel - our direct booking engine, Campspot, Newbook, Airbnb, VRBO, The Dyrt, Hipcamp, and many others 
2. Ensure every listing is complete, accurate, photo-rich, and optimized for conversion on each platform
3. Manage channel mix to balance direct booking share against the reach of OTAs, watching commission costs against incremental demand
4. Stay current on platform changes, new entrants, and emerging distribution opportunities

Sales Team Training

1. Build a sales playbook on-site teams can actually use - scripts, objection handling, lead follow-up cadences, and clear escalation paths
2. Train General Managers and teams on the sales process, from first phone call through property tour to close
3. Define and reinforce what a great customer-facing sales experience looks like at our properties
4. Visit properties on a regular cadence to coach in person, observe the sales journey, and close gaps 

HubSpot, Tracking & Reporting

1. Own HubSpot as the central system of record for outdoor hospitality sales - pipeline structure, lead routing, lifecycle stages, and automation
2. Build and maintain reporting that gives leadership and property teams a clear view of leads, conversion, pipeline, and revenue at the portfolio and property level
3. Manage CRM hygiene and standards across the team; train on-site staff to use the system effectively
4. Continuously improve lead capture from marketing, web forms, OTAs, and direct phone inquiries

What You’ll Bring

1. 5+ years of progressive sales experience, with at least 3 years in a strategic or leadership capacity - building strategy and process, not just hitting individual quota
2. Sales experience within the hospitality industry - outdoor hospitality, hotels, vacation rentals, resorts, or comparable guest-driven businesses 
3. Strong revenue management instincts: comfort setting rates, reading occupancy and lead data, and adjusting pricing based on demand signals
4. Hands-on HubSpot expertise - pipeline configuration, automation, reporting, overall management of the system
5. Experience managing distribution across multiple sales channels and online travel agencies (OTAs)
6. Proven track record building and training sales teams or coaching field staff 
7. Strong analytical skills and comfort with spreadsheets, data, and KPI tracking
8. Excellent written and verbal communication; ability to influence and align peers, on-site teams, and senior leadership
9. Willingness to travel up to ~25%, with travel concentrated during major training cycles

What We Offer

1. Travel and expense reimbursement for property visits
2. Health, dental, vision, life insurance
3. 401(k) with company match
4. Paid time off and holidays
5. Direct partnership with the VP, Outdoor Hospitality and visible impact on a growing, fast-moving portfolio