Director of Sales, Venues - Loews Kansas City Hotel

Overview

Director of Sales, Venues - Loews Kansas City Hotel

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The Dir, Sales Venues manages an effective sales team responsible for guiding customers through event experiences, providing solutions that meet their goals and objectives to result in a compelling event experience. Creates and implements effective strategies for revenue growth and customer satisfaction, ensuring team achievement of established targets. Utilizes all available tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotel. Serves as a resource in large, high-end event production in venue location / region and support team as needed with guidance and training. Lead and support Company initiatives, business strategies and Core Values. This position supervises the Sales Coordinator, Sales Manager, and Sr. Sales Manager and reports to the Director, Event Technology.

Key Job Responsibilities

• Revenue Generation : Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.
• Revenue Generation : Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
• Revenue Generation : Assist with creating high-end, large event, advanced technology solutions for Encore's existing and potential customers.
• Revenue Generation : Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
• Revenue Generation : Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
• Revenue Generation : Effectively collaborate with vendors and other departments / divisions of the company to capture and service events.
• Revenue Generation : Understand event cost structure and incorporate into solution designs according to established profitability guidelines.
• Relationship Management : Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments.
• Relationship Management : Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
• Relationship Management : Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
• Relationship Management : Actively refer and guide customers through the Encore network, leveraging your contact to secure additional opportunities with existing customers.
• Sales Accountability : Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
• Sales Accountability : Ensure all known opportunities are in CRM and completely accurate and updated at all times.
• Sales Accountability : See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
• Sales Accountability : Learn, adopt and train team on all SOPs related to the role and any new initiatives / programs that are implemented; ensure full team compliance with established SOPs.
• Sales Accountability : Maintain knowledge of new product / service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent / confident on available solutions.
• Sales Accountability : Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.
• People Development : Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organization's goals and objectives.
• People Development : Promote a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
• People Development : Motivate and energize team members to make proactive decisions in all communications with customers.
• People Development : Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
• People Development : Serve as the resident expert on the team, providing guidance and support to other team members for large events.
• People Development : Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.
• Qualifications : BS / BA or 3+ years of Encore or equivalent experience required
• Qualifications : Minimum 3+ years of sales experience required
• Qualifications : Prior sales experience in audiovisual, technology or hospitality experience preferred
• Qualifications : Knowledge of sales process required in addition to the ability to read and decipher financial reports and records
• Qualifications : Minimum of 1 year of supervision or leadership experience required
• Qualifications : Technical aptitude, computer proficiency and CRM knowledge required; prefer CAD and Oracle knowledge
• Qualifications : Superior communication and presentation skills

Competencies

Physical Requirements

Work Environment

Hotel environment with exposure to outdoor temperatures, dirt, sand and / or dust. Working conditions may be moderately quiet to noisy. Use of high-end audio visual equipment and potential exposure to heights via lifts and ladders. May work in multiple hotel locations with irregular hours and on-call status including days, evenings, weekends and holidays. Appearance guidelines apply per Encore or hotel.

The above information is not exhaustive; management reserves the right to revise the job or require other tasks as assigned.

Salary Pay Range : $54,115.00 - $66,291.00

Encore is committed to providing the best benefits options for our employees. We pride ourselves on cultivating a welcoming culture and inclusivity. See Encore Connect for more details.

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