Visit Sacramento, recognized as a top employer in Sacramento, is looking for an experienced Director of Sales (DOS) to join our team. If you are an experienced DOS with a proven success record of leading, mentoring and developing a team we would love to hear from you!
The DOS is responsible for ensuring the tactical initiatives that support the overarching department sales strategies and goals are effectively executed. The Director of Sales will have market ownership in addition to having oversight over sales and services managers (7 direct reports). The DOS will lend support to the Vice President, Sales & Business Development ensuring that daily departmental operational efficiency and procedural compliance is maintained.
Work with Vice President, Sales & Business Development to establish annual sales goals and ensure that sales team is effectively on track and pace to hit these predetermined performance goals across all market segments.
Consistently meet or exceed set sales goals.
Develop strong working relations with Convention Center staff, partner hotels Directors of Sales and hotel sales staff. Act as the main liaison between these partners and Visit Sacramento.
Conduct regular Director of Sales meetings with all partner hotels.
Develop and manage the department’s tradeshow, sales trip and customer event master calendar and plan. Annually engage hotel partners in development of co-op calendar and communicate these opportunities to partners. Ensure budget maximization for each of these events/trips.
Collaborate with hotel partners to plan and implement sales FAMs and special events for key customers and third-party planners ensuring maximum exposure to Sacramento. Events will be local and in key feeder markets.
Regularly meet with key clients, assisting sales team with maintaining relationships, negotiating and closing deals. Interacts with clients on site visits, planning visits and attends pre-cons.
Involvement in local and national industry associations and events. Attend events regularly and participate on Committees and Boards as time permits.
Responsible for reviewing and approving all definite paperwork for direct reports. Reviews sales leads and lost business and approves. Compiles monthly departmental reports. Attends various meetings as department head.
Ensure team compliancy with Simpleview use as it relates to sales activities and partners.
Conduct quarterly goal performance reviews with sales team. Immediately address any performance issues and assist with identifying additional opportunities. Help team with development of quarterly and annual action plans and provide regular updates to Vice President, Sales & Business Development.
Ensure accounts, territories and vertical markets are appropriately distributed among the sales team and adjust accordingly based on market conditions.
Produce monthly sales reports for hotel Directors of Sales that outline the effectiveness of Visit Sacramento’s sales efforts. Generates any other reports as requested by hotel partners.
Assist Vice President, Sales & Business development with budget development for convention sales and services departments. Hold knowledge of the overall budget and sales programs and ensure effective management of all expenses for sales and services departments and provide YTD and YE projections at any time.
Monitor competition and remain knowledgeable on their price offerings, packages, service offerings and appropriately incorporate this knowledge into sales team strategies and tactics.
Conducts regular sales team meetings with sales, services, marketing and tourism departments.
Effectively manage sales and services teams. Support their day-to-day needs by establishing objectives, coaching and offering counsel and guidance on sales and services activities to ensure overall department productivity.
Oversee weekly activity and schedules for direct reports and communicate to Vice President, Sales & Business Development.
Conduct annual performance reviews for all direct reports.
Take lead role in hiring and orientation for all direct reports. Instruct and train all employees on the specific responsibilities of their position. Ensure all training and policies and procedures documents for sales and services are up to date and communicated out to the teams.
Bachelors Degree preferred
Five years hospitality sales experience
Minimum two years supervisory experience, preferably at the DOS level
Excellent customer service skills, and verbal, written, and interpersonal communication and presentation skills
Computer literacy including familiarity with client database management systems
Ability to travel
Ability and willingness to work hours that exceed a typical Monday through Friday 40-hour work week, as required
Valid California Driver’s license with proof of insurance
Sacramento is the star on the map of California - where you will find cultural attractions to inspire you, cutting-edge cuisine to impress you, history to enrich you and surprises to put a smile on your face. Venture out in any direction and you'll see why we're so fond of saying, "California begins here."