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Director of Group Sales

Company: Visit Baltimore
Location: Baltimore
Posted on: October 22, 2019

Job Description:

About Visit Baltimore: Established in 1982, as a 501(c)(6) not-for-profit corporation, Visit Baltimore is the official destination marketing organization for Baltimore. We are the marketing arm for the Baltimore Convention Center as well as for Visit Baltimore member businesses within the hospitality community. Visit Baltimore brings together the interests of the private sector, government, trade and civic associations and the Visit Baltimore members, in continuing to build the successful convention and leisure travel industry in the Baltimore area. Mission: Visit Baltimore generates economic benefits for Baltimore City through the attraction of convention, group and leisure visitors, and works to provide a positive experience for all guests. Values: Our day-to-day behaviors are the foundation of our workplace culture. Because of this, all our actions must come from a place of respect for ourselves, our colleagues, our customers, our community and our stakeholders. Grounded in a foundation of respect, we embrace the following values as the principal pillars of our culture: - Practice Mindfulness - Empower Collaboration - Exemplify Adaptability - Celebrate Diversity Summary: Leads the sales efforts of the citywide and national sales team while ensuring the goals and objectives established in the annual marketing plan are met. Works closely with the Vice President of Convention Sales and Services and the Director of Sales and Services to maximize return on investment in the convention sales market. Serves as a member of the Convention Sales senior management team. Essential Duties and Responsibilities: - Serves as the leader and manager of the organization's Citywide Convention and Hotel Sales team. Direct reports include Regional Directors of Sales, National Sales Managers, and Sales Coordinators; - With Director of Sales and Services, designs and directs citywide strategic sales plans to maximize convention sales throughout the year with a focus on periods of need. Develops a team of superlative sales professionals through strong leadership, training, support and constructive evaluation of performance. Drives city-wide convention sales through coordination of the hotel and convention center community in development of new leads and closing of key accounts. Responsible for successful operation of the city-wide convention sales team; - Develops, implements and monitors a systematic program of citywide sales solicitation including phone calls, special events and active, targeted participation at trade shows. Assigns and tracks leads given to the citywide sales staff. With the Vice President of Sales and Services, sets and achieves measurable room night goals for the citywide team and individuals. Assigns and adjusts sales markets as necessary to obtain maximum productivity; - Serves as the primary liaison to the Baltimore Convention Center in the development of an integrated system with which to secure space, coordinate sales efforts and confirm arrangements with the planners; - Conducts regularly held Lead Review meetings and DOS meetings with the area hotel sales representatives and other Visit Baltimore suppliers for the purpose of disseminating information, coordinating city-wide activities and getting feedback from the sales community; - Works directly with the Vice President of Convention Sales and Services to approve business, financial incentives and other documentation; - Oversees all established city-wide sales missions, blitzes and FAMS organized for the purpose of promoting citywide convention business. Evaluates effectiveness with the team and make changes/improvements as warranted; - Oversees and maintains a high level of involvement in the day-to-day citywide sales process including direct involvement in the most challenging accounts and daily coaching of sales managers; - Meets and exceeds a personal room night goal as assigned; - Meets all clients while they are in Baltimore for site inspections and meetings, and coordinates similar meetings for the Vice President of Convention Sales and Services and President and CEO while feasible; - Conducts performance reviews with all direct reports annually. Conducts informal reviews with each manager quarterly; - Assists Vice President of Convention Sales and Services in formulating policy, setting goals and objectives and quantifying the results of citywide sales activities and programs; - Establishes and maintains excellent relationships with organizations in the community who are partners in increasing Baltimore's share in citywide convention sales market; - With the Vice President of Sales and Services develops and executes an ongoing training program; - Establishes and monitors sales procedures for efficiency and to provide high quality of service; - Provides direction, supervision and management support to the Citywide Convention Sales personnel; - With the Vice President of Sales and Services, establishes goals and objectives for the department that are measurable and specific. Responsible for the attainment of those goals; - Works closely with other managers in the organization to ensure open communication and coordination of programs and efforts; - Works closely with the Vice President of Convention Sales and Services and Director of Sales and Services to develop the marketing plans, goals and division budget; - Responsible for identifying and creating strategies for the cultivation of new markets in the convention sales markets; - Provides leadership in areas of expertise; - Assists Vice President of Convention Sales and Services with management of industry partnerships and relationships; - Complies with Company policies and procedures and enforces those policies and procedures with members of the sales department; and; - Any other duties as assigned by the Vice President of Convention Sales and Services. Basic Qualifications: - Bachelor's degree in sales, marketing or related field with 8+ years' experience in the hospitality industry with emphasis on convention sales and services. Hotel or CVB experience strongly preferred; - Experience with the formal bid process, proven sales skills as they relate to sourcing new business, qualifying customers, lead development and follow-up, sales presentations and networking skills; - Familiarity with the meetings industry and experience using assessments, rate negotiations, rebates and other negotiation tools; - Team player with proven leadership abilities in building and managing a positive and effective sales team, including remote sales staff; - Superior customer service skills with the ability to communicate effectively at all levels; - Strong organization and presentation skills; - Must be highly motivated and detail oriented; - Computer proficiency with Microsoft Office Suite; - Willingness to work irregular hours and travel out of town to trade shows and meetings required. Interested candidates should forward their cover letter, resume and salary requirements to *********************. NO PHONE CALLS PLEASE. Visit Baltimore is an Equal Opportunity Employer.

Keywords: Visit Baltimore, Baltimore , Director of Group Sales, Sales , Baltimore, Maryland

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