Director of Sales

, OH, United States

Budgeted Annual Salary Range: $105,000 - $115,000

Bonus Eligibility: 20% of Annual 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 The Director of Sales functions as a strategic business leader in the sales department, responsible for leading a portion of our sales managers to achieve room night goals and handling assigned markets with room night goals to achieve. This position helps lead the sales team to build long-term, value-based customer relationships that enable the team to drive revenue and meet the organization’s business objectives. The Director of Sales proactively positions and markets the city of Cleveland and Cuyahoga County and continually elevates the region to become a more successful meetings and conventions destination.

RESPONSIBILITIES FOR RESULTS Responsible for driving the sales efforts and strategies set forth by Vice President of Sales & Services Operations and Chief Sales officer for all convention and meetings activity including citywide group business optimization, long-range sales of the City and Cleveland’s major convention facilities and ensuring B2B customer satisfaction. Interfaces with the leadership of the Huntington Convention Center, I-X Center, Public Auditorium & Conference Center, City, County and State representatives, Destination Cleveland members; and key community stakeholders. The Director of Sales will work closely with Vice President of Sales & Services Operations and Chief Sales officer to lead, provide support and overall management of the entire sales department. The Director of Sales will be the lead of sales team for decision making when Vice President of Sales & Services Operations and Chief Sales officer are on the road for business travel, on PTO, or not available.

ESSENTIAL DUTIES AND RESPONSIBILITIES Develop and manage sales team for 10-149 and 150-399 peak room nights

Develop aggressive and achievable goals in coordination with Vice President of Sales & Services Operations and Chief Sales Officer

Achieve and exceed predetermined booking goals for 10-149 peak, 150-399 peak and the individual market

Drive convention and group market development with Vice President of Sales & Services Operations and Chief Sales Officer. While this role does not have larger market direct reports, individual will provide leadership and support to the team when needed.

Attend key trade shows and industry events to promote Cleveland to current and potential clients

Assist sales staff in certain solicitation and booking efforts in support of the department

Help determine and set department-wide policies and procedures in collaboration with Vice President of Sales & Services Operations and Chief Sales Officer

Perform general human resources duties including performance reviews, documentation of success and areas for improvement, compensation review and recommendations, interviewing and hiring, etc.

High visibility internally and externally, including customer/stakeholder groups, site inspections, pre cons, client events and within the hotel community

Communicate collaboratively and effectively in both internal and external relations

Maintain personal sales goals; prospect for new clients, make cold calls, conduct site tours and inspire the sales team to do the same

Create a “proactive” environment of finding new business with the team, being fearless in approach to prospect and solicit for meetings and conventions

Conduct one on one and group meetings with the sales staff to keep the department up to date and working cohesively on all sales efforts, strategies, and special projects

Communicate with the sales directors of hotels and other key hospitality partners and strive to understand their sales strategies; communicate Destination Cleveland’s needs and policies; conduct regular meetings (at times with Vice President of Convention Sales & Services Operations and Chief Sales Officer)

Lead with the Vice President of Sales & Services Operations, ensuring the integrity of account/contact and prospect database and monitor staff input for accuracy, thoroughness and quality of leads generated

Collaborate with and manage expectations of the VP of Sales & Services Operations

Other duties as assigned by VP of Sales & Services Operations or Chief Sales Officer

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

Possesses excellent communication, management and sales skills as well as a positive attitude and leadership style that inspires others

Effectively speaks in front of large groups of clients and internal stakeholders, inspiring action that produces results

Runs highly effective meetings that stay on track and produce follow-up items that are completed to drive the business

Works independently with a high level of critical and analytical thought; can decipher data

Offers excellent organizational skills, having the ability to manage multiple projects simultaneously and meet deadlines

Works well with others, within Destination Cleveland and in the community

Willingness to work flexible hours when required. Hours are in line with Destination Cleveland’s culture, and the person in this role is expected to be highly available for their team during normal business hours.

Passionate about their team and the Destination Cleveland culture

Adaptable and can adjust to effectively manage any situation that arises

Possesses a high level of professionalism and integrity and is highly self-aware

Must be detail orientated

Hotel and/or hospitality sales experience preferred

EXPERIENCE AND EDUCATION Minimum four-year degree from an academic institution or 7+ years of related experience

PHYSICAL DEMANDS The physical demands and work environment described 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, trade shows, presentations, etc.

WORK ENVIRONMENT Office environment; moderate noise

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

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