Details
10/05/2016
Director of Sales
Greater Columbus Convention Center
POSITION: Director of Sales
DEPARTMENT: Sales
REPORTS TO: Assistant General Manager
FLSA STATUS: Exempt/Salaried
SMG, the leader in privately managed public assembly facilities has an excellent and immediate opening for a Director of Sales at the Greater Columbus Convention Center. The Director of Sales, is responsible for oversight of a team of sales managers focused on maximizing the revenue and occupancy of the Greater Columbus Convention Center. In addition, a focused effort on coaching sales managers for best success, interviewing, and hiring of new sales associates. Maximizing bookings for local sales, national, regional, state conventions/tradeshows and other events for the Columbus market.
MAJOR RESPONSIBILITIES:
- Generate Convention Center facility leads and bookings for assigned market segments through proactive sales calls, presentations, prospecting, and site tours that lead to securing business.
- Ensure proper supervision and coordination of personnel policies and guidelines in close coordination with Experience Columbus and the Greater Columbus Sports Commission, ensuring accountability in a collaborative environment.
- Responsible for achieving sales goals and assigning sales efforts accordingly.
- Attend networking meetings related directly to creating and building new partnerships with clients and properly assign leads to sales managers.
- Maintain a thorough working knowledge of the member facilities, attractions and services available in the area to customer and act as a liaison between those entities and the customer.
- Work in coordination with EC, GCSC, hotels and other hospitality groups to retain current groups, promote and sell the convention center space and the Columbus market.
- Conduct training with sales managers that includes, but not limited to contract procedures, negotiations, revisions and amendments compliant with SMG policies and procedures.
- Collaborate with EC and GCSC to update training materials and aid in assisting the collaboration in keeping current with building changes that would be necessary for proper sales of the GCCC.
- Utilization of technology, specific to the building (Ungerboeck) to support the sales effort.
- Prepare sales reports as identified by AGM or GM appropriate for reporting relationships that includes, but is not limited to CFA, collaboration model.
- Attend industry trade shows and conferences as determined with AGM and/or GM.
- Working knowledge of Ungerboeck database for account management process and assign document process. Must ensure the maintenance of all sales manager accounts in Ungerboeck.
- Work closely with marketing team to ensure collaborative efforts enhance the customer experience.
- Oversee the coordination of scheduling and booking of event activity with EC, GCSC, for the center to potential customers.
- Negotiate and help in the training and oversight of negotiation for rental arrangements that best meet the financial commitments of the center and the client. This will include direct coordination with Revenue Manager and other team members.
- Prepare budgets pertaining to sales activity annually in coordination with EC, GCSC and revenue management.
- Recruit, interview, select, train sales personnel within established guidelines. This will include coordinating directly with EC, GCSC leadership as part of the collaboration.
- Aid in directing the activities of a professional sales staff in coordination with AGM to ensure alignment of sales goals.
- Coordinate with AGM to align agenda items for weekly sales meetings.
- Must have the ability to interact with guests in a friendly, courteous and polite manner. This will include initiating contact with guests within 10 feet – i.e. smiling, saying “Good Day” or offering assistance when needed.
- Must feel comfortable when around large groups or speaking to a guest, as needed.
- Understands the importance of providing customer service and in understanding of “The Magic is in the Details.”
- All other duties and responsibilities as assigned.
QUALIFICATIONS:
- Must have graduated from an accredited college or university. Additional years of experience may serve as substitute on basis of two (2) years of experience for one (1) year of college in the field of work associated with hospitality.
- Two (2) years of direct hotel or convention center type sales.
- Preferred CMP certification.
- The organization requires all associates to obtain and maintain their Certified Tourism Ambassador (CTA designation).
- Previous experience with contract development and/or negotiation preferred.
- Must have demonstrated presentation skills, both verbal and written communication skills, and possess the ability to work independently and as a team member.
- Must be goal oriented and possess strong initiative and negotiation skills with the ability to recognize competitive opportunities that result in new business.
- Must have strong working knowledge of computer systems and related software applications, specifically Microsoft Office and Ungerboeck (where applicable).
- Good organizational and strong management skills are essential.
- Must have familiarity with the use of a sales database and the ability to produce reports as requested.
- Flexibility and ability to prioritize responsibilities in an ever-changing work environment are critical as this job may require travel, working weekends and evenings
WORKING CONDITIONS:
Work hours may be irregular, and are required to be adapted to, to ensure proper coordination and success of the event.
TO APPLY:
This position offers a competitive salary and benefit package. Resumes must include salary requirements for
consideration and may be sent to:
Greater Columbus Convention Center
Attn: Human Resources
400 N. High Street
Columbus OH 43215
PHONE: 614.827.2541
FAX: 614.827.2537
EMAIL: resumes@columbusconventions.com
SMG is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor
