Position Overview
The Director, 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. The role creates and implements strategies for revenue growth and customer satisfaction, ensuring team achievement of established targets. It utilizes all available tools to maximize event and revenue capture from the assigned customer base, cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotels, and serves as a resource in large, high‑end event production across venue locations and regions. The Director leads and supports company initiatives, business strategies, and core values. This position supervises the Sales Coordinator, Sales Manager, and Senior 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.
- Maximize revenue opportunity for assigned customers by creating effective per‑event revenue growth strategies, including upsell and cross‑sell opportunities.
- Assist in creating high‑end, large event, advanced technology solutions for existing and potential customers.
- Assist in preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
- Attend site visits, pre‑conference planning meetings, and venue meetings as necessary to support the customer event experience.
- Collaborate effectively with vendors and other departments/divisions of the company to capture and service events.
- Understand event cost structure and incorporate it 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.
- Research and understand customer history and previous experiences to create more personalized customer experiences.
- Value people by attending customer meetings, understanding their goals, and responding to their questions, concerns, and challenges.
- Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
Sales Accountability
- Hold the sales team accountable for maintaining a healthy pipeline that ensures achievement of revenue targets.
- Ensure all opportunities are fully entered, accurate, and updated in CRM.
- Lead the sales forecasting efforts at the home location(s), ensuring accuracy and timely submission.
- Learn, adopt, and train the team on all SOPs related to the role and any new initiatives/programs that are implemented.
- Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events, ensuring team members are appropriately trained and competent.
- Create and present performance, pipeline, and forecasting reports to senior management as needed.
People Development
- Manage the performance of the sales team and direct work and tasks toward achieving organizational goals and objectives.
- Promote a culture of high performance, accountability, and continuous improvement.
- Motivate and energize team members to make proactive decisions in all communications with customers.
- Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
- Serve as the resident expert on the team, providing guidance and support for large events.
- Ensure the team receives and participates in all relevant sales training and regional
ational sales communication programs.
Job Qualifications
- BS/BA or equivalent experience, 3+ years of Encore or related experience.
- Minimum 3+ years of sales experience.
- Prior sales experience in audiovisual, technology, or hospitality preferred.
- Knowledge of sales process, ability to read and interpret financial reports.
- Minimum 1 year of supervision or leadership experience.
- Technical aptitude, computer proficiency, and CRM knowledge required; CAD and Oracle knowledge preferred.
- Superior communication and presentation skills.
Core Competencies
- Deliver World Class Service – hospitality, ownership.
- Do The Right Thing – manage ambiguity.
- Drive Results – direct work, achieve goals.
- See The Big Picture – financial acumen.
- Value People – build effective teams.
Physical Requirements
Team members must be able to meet the physical demands outlined below to perform essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- Sitting: 4–5 hours per day.
- Standing: 2–3 hours per day.
- Walking: 2–3 hours per day.
- Stooping, crawling, kneeling, bending, reaching, climbing, grasping: 0–1 hour per day.
Lifting requirements: 0–15 lbs occasionally; 16–50 lbs occasionally; 51–100 lbs never; over 100 lbs never.
Carrying requirements: 0–15 lbs occasionally; 16–50 lbs occasionally; 51–100 lbs never; over 100 lbs never.
Auditory/visual requirements: close vision, distance vision, color vision, peripheral vision, depth perception, hearing: continuously.
Pushing/pulling requirements: 0–15 lbs occasionally; 16–50 lbs occasionally; 51–100 lbs occasionally; over 100 lbs never.
Work Environment
Work is performed in a hotel/convention center environment with moderate exposure to outdoor temperatures, dirt, sand, and/or dust. Working conditions vary from moderately quiet to noisy. Team members will use high‑end audio‑visual equipment and electrical components, may be exposed to heights via lifts and ladders, and may be asked to work in multiple hotel locations. Working times include irregular hours and on‑call status, including days, evenings, weekends, and holidays. Team members must adhere to appearance guidelines as defined by Encore.
Compensation
Salary Pay Range: $70,350.00 – $86,178.00. Compensation is determined based on qualifications and location. Additional compensation may include overtime, bonuses, or incentives.
#J-18808-Ljbffr