Meetings & Events - Director of Sales, California

Salary:

DIRECTOR OF SALES, CALIFORNIA

 

The Director of Sales for CSI DMC, California, provides day-to-day management, mentoring and leadership to the Account Executive team, while simultaneously focusing on achieving the companies’ revenue goals. The Director of Sales is responsible for driving the team’s sales performance. This individual should influence and develop employees within their team to achieve personal sales goals, increase DMC market share in Southern California, promote hotel partnerships, and maintain a cohesive and collaborative team. As a manager, this role requires that the individual has integrity, tact, professionalism, and personal accountability. The position calls for an individual that can demonstrate an appropriate level of confidentiality regarding personnel and financial information of the company when communicating within all tiers of the organization.

Reports To: Senior Vice President, Global Sales and Chief Sales Officer

Requirements

• Bachelor’s Degree
• A minimum of 7 years of experience as a DMC Associate/Director of Sales or equivalent management level position at a DMC, or 7+ years as an Associate or Director of Sales within the hospitality industry, totaling 10 or more years
• Demonstrated capability to meet or exceed personal sales goals
• Demonstrated ability to influence and motivate others to meet and exceed their sales goals
• Evidence of strong mentoring and supervisory experience
• A high level of personal ethics and trustworthiness
• Strong organizational skills
• The position requires the DOS to be available as needed, which may include nights and weekends depending upon business demands
• CMP or DMCP accreditation is highly regarded. If not current, the individual may be asked to obtain one of these industry certifications within one year of hire

 

Responsibilities

• Provides leadership to the sales department while focusing on achieving the company’s revenue goals
• Provides day-to-day supervision and mentoring to account managers to achieve both sales and profit goals
• Meets own sales goals
• Works collaboratively with SVP, Global Sales on lead assignments
• Tracks lead alignment progress with Account Executives throughout sales cycle and through contract signature
• Reviews Account Executive’s accounts and works collaboratively to identify challenges and maximize opportunities and profit
• Reviews all initial P&L’s over $50,000 and spot checks others for accuracy as a means to maximize opportunities and profit
• Reviews sales reports and ensures accuracy on sales data weekly
• Manages weekly office sales meetings
• Meets with the SVP, Global Sales weekly to identify and strategize on solutions to achieve sales outcomes, review accounts, revenue, profit margins, and staff challenges
• Escalates client concerns to the SVP, Global Sales to collaborate on solution steps
• Approves PTO requests within the Account Executive team, working closely with the SVP, Global Sales and Associate Director of Event Management, West Region to remain cognizant of peak periods and cross-department calendar demands
• Facilitates a strong culture of professional conduct within the Account Executive department
• Provides hands-on training to new hires in the Account Executive department
• Attends cross-destination sales calls (virtual or in person) to review challenges, successes and any cross-department strategies.
• Works collaboratively with the Associate Director of Event Management, West Region to ensure cohesion across Account Executive and Event Management departments
• Co-manages and/or spearheads specific hotel account partnerships where needed
• Administers 90-day, Mid-Year, and Annual Reviews, providing clearly documented successes, challenges and goals
• Assists the SVP, Global Sales in the hiring of personnel and decisions that impact the

size and scope of the Account Executive department

• Other tasks as assigned by the SVP, Global Sales and Chief Sales Officer as the position evolves

 

 

remote work