The Director of Convention Sales manages the Convention Sales department on a day-to-day basis. Responsible for directing, training, and monitoring the convention sales efforts and related activities for the purpose of promoting the Greater Milwaukee area as a premier destination for conventions, meetings, and trade shows. Responsible for developing long and short-term sales and convention marketing strategies to ensure established goals and quotas are met. May have responsibilities for customers and accounts.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Leadership and Development of Individual Sales Performance
Oversee sales managers on a day-to-day basis, ensuring that staff is strategically focused. Assign market segments. Develop and maintain measures in support of achieving sales production goals. Mentor and coach sales managers, and hold accountable for results and adherence to established policies and procedures. Responsible for conducting sales staff performance appraisals.
In coordination with the Sr. VP of Sales, establish annual goals and production merit programs for the department.
Conduct sales team meetings with department staff and convention services staff. Includes cross-departmental collaboration as needed.
Convention Sales Planning and Administration
Assist the Sr. VP of Sales in the development, implementation, and monitoring of a sales marketing plan and strategies to promote the destination to convention business with primary focus on convention center groups at WCD (Wisconsin Center District).
Oversee Group Tour activities; continue to evaluate opportunities and strategies.
Develop, implement, and monitor a systematic program of sales solicitation including phone and email contacts, special events, and active, targeted participation at industry trade shows.
Develop and direct cooperative programs, familiarization trips, and sales missions with partner hotels and tourism partners. Work with hotel partners to offset costs of programs through sponsorship dollars or in-kind donations.
In conjunction with Sr. VP of Sales, develop incentive programs for clients. Manage business opportunity fund, including establishment of procedures and training staff.
Assist Sr. VP of Sales with meeting planner Advisory Council and Three-City Collective.
Manage and oversee all booking reports, bid presentations and site inspections. Manage team and partners to develop and present competitive bid package and incentives.
Oversee the lead process, ensuring complete meeting planner specifications are included. Work with Sr. VP of Sales in overseeing Records and Research Coordinator to ensure proper maintenance and utilization of reports, research, and CRM database.
Analyze statistics and identify and explore emerging markets. Stay current on competition and industry trends.
Oversee the client life cycle from sales to services.
Coordinate financial solicitation when significant event sponsorship is needed.
Client, Industry, and Community Relations
Conduct monthly Director of Sales meeting with partner hotels; prepare agenda and chair the meetings.
Represent VISIT Milwaukee or assign members of sales staff to represent VISIT Milwaukee at the local, state and national level by maintaining active memberships in pertinent industry associations and attending industry-related meetings to promote sales and services.
Maintain close working relationship with partner hotels, WCD, and partners. Serves as liaison between the client and these facilities.
Identify, recruit, and encourage local stakeholders who can influence targeted clients on site decisions.
Maintain working knowledge of convention, hotel, and tourism partner facilities and services.
Carry out supervisory responsibilities, including hiring, training, and performance management.
Oversee department administration and documentation, including account management in CRM.
Assist Sr. VP of sales with annual budget preparation, expense management and policy compliance
Required education and experience:
Bachelor’s degree from an accredited institution in business, marketing, communications or related field, or;
An equivalent combination of education, experience and training that would provide the knowledge, skills and abilities required for the successful performance of the essential job duties. Minimum eight years of experience at a management and/or Director level in direct sales, sales marketing, or related field.
Sales experience within a convention bureau, convention center, and/or convention hotel desired
Required skills, knowledge and abilities:
Proven skills in leadership, mentoring, and motivating others.
Proven skills in sales training, persuasion and negotiations, relationship building.
Excellent communication skills and demonstrated presentation skills.
Ability to develop and write effective proposals, reports, sales plans and business correspondence.
Strong national, local and/or state client base desired. Involvement with ASAE, PCMA, MPI and other industry trade organizations a plus.
Experience with MS Office applications and CRM databases.
Ability to travel by air and personal vehicle. Must possess a valid driver’s license.
Ability to work evenings and weekends.
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.
Mission:Create economic growth and improve quality of life for our communities by branding, marketing, and selling Milwaukee as a must-experience destination.Overview:The Greater Milwaukee Convention and Visitors Bureau, D.B.A. VISIT Milwaukee, is a private, non-profit corporation formed in 1967. As the main destination marketing organization (DMO) for the greater Milwaukee area, our primary goal is representing and promoting Greater Milwaukee as a premier destination for major conventions, corporate meetings, group tours, and business and leisure travelers. Our goal of increasing visitor and meeting generated revenue is achieved through sophisticated and integrated sales, services, marketing, and public relations programs geared to local, regional, national and international target markets. Through this process, VISIT Milwaukee is able to reach new and existing markets to increase visitors and economic impact to Greater Milwaukee.