What are the responsibilities and job description for the Director of Sales position at Expo Convention Contractors Inc.?
Job Title: Director of Sales
Department: Sales
Reports to: Director of Revenue
Job Overview: The role is responsible for planning and executing sales policies and programs aimed at driving national convention contracting sales while ensuring exceptional customer service and seamless event execution. This position involves direct involvement in sales activities as well as leading a team.
Essential Duties and Responsibilities:
The responsibilities include, but are not limited to:
• Develop, implement, and manage a comprehensive sales solicitation program that involves phone outreach, in-person meetings, email communications, special events, and participation in industry trade shows.
• Conduct regular team meetings to discuss key sales objectives (OKRs), delegate leads, review the sales pipeline, analyze projections, and explore opportunities for upselling.
• Work closely with the marketing department to recommend and execute strategies for promoting various market segments, including familiarization tours, digital media, and sales missions.
• Research and stay informed on upcoming conventions and trade shows through trade publications, industry journals, and direct contacts with convention centers, venues, associations, and subcontractors.
• Collaborate with other department leaders to develop strategies that enhance revenue and profitability.
• Analyze sales data and prepare monthly reports detailing leads, bookings, conversion rates, repeat sales, and opportunities for expanding the client base.
• Identify and target new market opportunities and potential cross-selling options.
• Monitor and control sales department expenses.
• Foster professional relationships with clients and facility managers, promoting a partnership-driven approach.
• Manage the bidding and proposal process to ensure profitability.
• Supervise Sales Representatives, Inside Sales Representatives, and Sales Assistants.
• Oversee the sales team’s CRM data entry and post-event profitability tracking to identify future opportunities.
• Lead team training and development workshops.
• Manage third-party CRM operations.
• Entertain clients and prospects as necessary.
• Attend industry and networking events to build business relationships.
Requirements/ Skills:
• Bachelor’s degree required.
• Minimum of 8 years of industry experience, demonstrating exceptional management and negotiation abilities.
• Strong analytical and presentation skills with the ability to communicate ideas effectively to various stakeholders.
• Must be highly organized, able to prioritize tasks, and thrive in a fast-paced, deadline-driven environment.
• Capable of working both independently and collaboratively in a team.
• Proficient in maintaining schedules and handling data entry in Microsoft Office, CRM software, and other relevant tools.
• Able to follow written, oral, or diagram instructions with sound judgment and problem-solving skills.
• Excellent communication skills with experience in presenting to managers, clients, and the public.
• Self-motivated and positive attitude.
Special Conditions:
• Reasonable accommodations will be made for individuals with disabilities.
• Some travel required, with ability to work remotely.