Director of Mid-Atlantic Regional Sales

Washington, DC, United States

Base Salary Budget: $105,000 - $115,000

Annual Bonus Eligibility: 20% of Base Salary

ORGANIZATION OVERVIEW

As unapologetic promoters of Cleveland, the Destination Cleveland team works every day to attract visitors, inspire both visitors and locals alike to explore, and connect people to experiences that illustrate Cleveland’s diversity, creativity, and contagious passion. We’re in the business of equitably growing the region’s economy through travel and tourism while also cultivating a passion for Greater Cleveland.

As the only organization charged with marketing Cleveland outside of the region, we never stop talking about the city. We know the region inside and out. We roll up our sleeves and get the job done for The Land. We’re a group of expectation-exceeding, fun-loving, innovative professionals. And that's who we like to hire.

SUMMARY OF POSITION

As a member of the Sales team, the Director, Mid-Atlantic Regional Sales promotes and sells Cleveland to increase convention and event business, helping Destination Cleveland achieve its mission of driving economic impact. This position is responsible for all bookings that are 400+ peak room nights or higher in the defined Mid-Atlantic Region (Excluding Affinity Groups and HelmsBriscoe) . The Director, Mid-Atlantic Regional Sales applies creative thinking, industry knowledge and an energetic attitude to securing business and is willing and able to work flexible hours on evenings, weekends, and holidays based on client and office demands. Position includes no more than 20% travel, including by air when required. Markets and travel expectations are subject to change.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Develop and implement ongoing strategic proactive prospecting sales plan that includes managing complex and large-scale bookings from beginning to end, including generating lead, sending to convention center and hotel community, turning booking definite, and transitioning to Convention Services.

Meet established goals for monthly, quarterly, and annual quotas.

Provide the Chief Sales Officer with data and slides as needed for presentations to our stakeholders.

Must have the ability to adhere to sales standard operating practices (SOPs) as outlined by the Vice President of Sales & Services Operations.

Attend tradeshows, sales missions, networking meetings and local meetings to solicit convention business. Strong adherence and executive the tradeshow SOPs and requirements for submitting requests for sales trips and tradeshows.

Act as a strategic thought leader managing the sales process for each business opportunity, actively communicating with community stakeholders.

Proactively identify elevated potential and current business to partner with Marketing and Activations for proposals, presentations and site visits.

Make personal presentations to boards of directors, meeting planners, key decision makers, local contacts, convention delegates and or site selection committees as needed in order to secure leads and/or book business.

Coordinate all aspects of bid, including proposals, maximizing resources, incorporating market specific facts and incorporating creativity to give Cleveland the competitive edge.

Maintain a thorough working knowledge of intra-city facilities, attractions and services available in the area to customers and act as liaison for the customer.

Coordinate and conduct site inspections in Cleveland, where the position will be required to execute site tours in our city, showcasing facilities and attractions partnering with Activations for elevated meetings.

Assist with the development of and participation in familiarization tours (FAMs) by securing qualified customers.

Maintain existing and past account relationships through proactive outreach to maintained book of business in an effort to rebook business.

Document exemplary information into customer relationship management tool (CRM) and manage database through ongoing audits.

Partner with Convention Services to ensure smooth transition of booked business.

Represent Destination Cleveland at events and assigned industry groups to generate interest in Cleveland or to pre-promote for booked events.

Maintain high visibility for Destination Cleveland through professional and trade association memberships.

Maintain familiarity with competing areas and issues that impact Destination Cleveland ability to market Cleveland effectively.

Work within the established SOPs related to convention sales.

Adhere to the manager title level competency as designated by the organization.

Consistently demonstrate Destination Values.

QUALIFICATIONS AND REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EXPERIENCE AND EDUCATION Bachelor’s degree and 8+ years sales account experience OR 10+ years equivalent relevant work experience.

Excellent written and oral presentation skills.

Strong organizational skills.

Expert level relationship building and management skills.

Strong team player with ability to work independently.

Proficient knowledge of computer systems and sales-related software applications, specifically Microsoft Office PowerPoint, Excel and Word.

Maintains a professional image and manner with customers and internal Destination Cleveland team.

REASONING ABILITY

Strong ability to solve complex problems and deal with a variety of concrete variables in situations where only limited standardization exists.

Must be flexible, resourceful and possess a keen ability to find solutions to book business into Cleveland

PHYSICAL DEMANDS

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Viewing computer monitors

Sitting

Standing for community functions, presentations, trade shows, etc.

Traveling to other locations to represent Destination Cleveland and represent Cleveland as a destination.

Ability to lift up to 25 pounds

WORK ENVIRONMENT

Individual satellite home/remote office. Offsite visits/appointments required.

Finalists will be asked to provide contact information for at least three professional references.

Finalists will be required to complete a case study to show their ability to executive-level sales presentation/proposal.

Base Salary Budget: $105,000 - $115,000

Annual Bonus Eligibility: 20% of Base Salary

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