Careers

Director of Sales

Destination: Hosts Southern California
Title: Director of Sales
Department(s): Sales
Reports to: General Manager

Job summary

Hosts Destination Services a Destination Management Company (“DMC”) seeks dynamic & hard-working sales professional to lead and manage sales team.  This director-level position will develop strategic account relationship plans as well as sell event management services, transportation and tour programs to meeting and incentive management companies, corporations and associations for groups and conventions of 100 – 20,000+ attendees. The ideal candidate should have integrity, a passion for the industry and a talent for developing strong relationships and sales management as evidenced by a successful history in hospitality sales. Relationships within the hospitality market and knowledge of venues and suppliers are a must. A solid understanding of corporate and association meetings is essential. Hands-on experience producing events, managing transportation and tour programs is a plus.

Summary of essential job functions

Sales Management

  • Develop and implementation of annual sales strategy
  • Analyze market segments (third party, association, corporate direct, etc.)
  • Help to establish focused market segment targets
  • Develop and implement travel and presentation schedule to support marketing targets
  • Spearhead and actively participate in the sales efforts, as well as manage the sales efforts of other team members
  • Head up and assume responsibility for overall revenue production

Account Relationship Management

  • Manage the account relationship building plan
  • Identifying and developing additional sales opportunities within existing relationships
  • Determine best practices for account relationship management and retention

Sales/Lead Process Management

  • Lead sales flow management of prospecting new business and sales inquiries from qualification through contract
  • Plan and prioritize personal sales activities and customer/prospect contact towards achieving sales goals as set by the Unit Leader – especially managing personal time and productivity
  • Prepare weekly sales reports

Sales Team

  • Supervise and mentor sales team to further develop a proactive sales culture

Minimum requirements

  • A minimum of 4-6 years of sales experience in DMC, Third Party, Hotel or Hospitality related industries and an established base of contacts
  • Bachelors degree in tourism, hospitality, event management or equivalent work experience
  • CMP or DMCP certification preferred
  • Active participation in professional industry organizations and the local hospitality community is preferred
  • Exceptional communication and organization skills
  • Innovative thinking and a creative flare
  • Confident presentation and written skills
  • Financial acumen and understanding of pricing models and GPM
  • Ability to manage staff, multiple clients and projects
  • Capacity to work within tight timeframes
  • An eagerness to stay in tune with what’s new and changing
  • Active participation within industry organizations and enjoyment of networking;
  • Strong computer skills including knowledge of Microsoft Office applications
  • Ability to work both independently and as part of a team, with a sense of humor and enthusiasm
  • Conduct all business matters fairly, honestly and ethically and with the utmost professionalism.
  • Flexibility and willingness to travel and work evenings and weekends when necessary

Abilities required

The job requires travel approximately 2-3 times during the year depending on client base.  The job also requires the ability to work trade shows as necessary which last between 1-3 days. These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

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