What are the responsibilities and job description for the Associate Director of Sales position at Visit Oakland?

Position Summary

The Associate Director of Sales plays a pivotal role in the Visit Oakland Sales department, driving key sales initiatives and supporting the organization's mission to attract meetings, conventions, and events to Oakland. This position requires a dynamic, results-driven professional with a strategic mindset and strong leadership capabilities.

We are seeking a high-energy, positive, and self-motivated individual who is equally comfortable traveling for sales missions as they are crafting compelling proposals in the office. The ideal candidate possesses excellent communication skills, an innovative sales approach, and a strong team-oriented mindset. They excel at building collaborative relationships with partners, clients, and internal stakeholders while adapting to an evolving industry landscape.

As a seasoned sales leader, the Associate Director of Sales must be organized, personable, and creative, with a strong aptitude for problem-solving and multi-tasking. They will take ownership of sales strategies, oversee key projects, and contribute to long-term business development efforts. This role requires a flexible schedule to participate in local and national industry networking events, tradeshows, and Visit Oakland-related functions, which may include evenings and weekends.

Additionally, the Associate Director of Sales will serve as a senior representative for the Visit Oakland Sales Team, stepping in for the Director of Sales when needed at major events and meetings.

Essential Duties and Responsibilities

Sales Planning & Strategy : Develop, implement, and execute comprehensive sales plans, including sales quotas and territory management, to drive business growth. Align sales strategies with organizational goals and market opportunities.
Sales & Lead Generation : Drive group business leads for Oakland hotels and venues, increasing hotel room night occupancy. Proactively solicit new and existing business through in-market and out-of-market sales calls, sales missions, trade shows, and client events. Develop and deliver impactful presentations, conduct site inspections / FAMs, and craft compelling proposals to attract potential clients.
Business Development & Account Growth : Identify and cultivate new market opportunities while maintaining and expanding existing accounts. Leverage CRM systems (Simpleview) to track leads, manage account production, monitor top-performing accounts, and analyze market trends to maximize revenue opportunities.
Customer Relationship Management : Build and maintain strong, long-term relationships with key clients, meeting planners, and industry partners to achieve sales goals. Serve as a trusted resource and advisor to enhance customer engagement and satisfaction.
Team Leadership & Development : Lead, coach, and mentor the sales team to achieve performance goals. Establish training programs to enhance skills, improve sales effectiveness, and ensure professional growth. Foster a collaborative and results-driven team culture.
Tradeshow & Event Management : Oversee the planning, registration, sponsorship, and execution of Visit Oakland’s participation at industry trade shows and conventions. Represent Visit Oakland on the show floor, collect and distribute qualified leads, and ensure seamless partner participation. Manage the annual sales calendar, pre / post-con meeting coordination, follow-ups, and track event-related expenses and ROI.
Sales Reporting & Data Management : Review and approve sales reports, ensuring accuracy and relevance. Maintain up-to-date financial data and lead tracking within the CRM (Simpleview). Provide key insights and data-driven recommendations to optimize sales strategies.
Budgeting & Financial Oversight : Participate in the annual budget creation process and manage expenditures within budgetary guidelines to align with organizational objectives.
Market Research & Competitive Analysis : Conduct research to inform sales planning, analyze industry trends, and assess competitor strategies. Utilize insights to refine sales approaches and maximize business opportunities.
Site Visits & FAM Tours : Lead and manage destination site visits and familiarization (FAM) tours for prospective clients, ensuring a seamless and engaging experience. Coordinate all logistics and hospitality needs for visiting planners.
Strategic Planning & Industry Participation : Analyze sales trends, competition, and economic conditions to refine sales programs. Represent Visit Oakland at industry conferences, networking events, and sales missions. Serve on relevant industry boards and committees to elevate Oakland’s presence in the meetings and events sector.
Leadership & Collaboration : Support the Director of Sales in strategic initiatives and decision-making. Serve as a key point of contact for the sales team in DOS’s absence and contribute to departmental growth and efficiency.
Additional Responsibilities : Perform other duties as assigned by the Director of Sales to support the success of the Sales department.

Qualifications

Bachelor’s degree in business, hospitality, or a related field

Minimum of four years of experience working in the hospitality industry

Prior experience managing, coaching, and mentoring a sales team, with the ability to develop talent and drive team performance.

Strong computer skills, including mastery of Microsoft Office Suite and Customer Relationship Management (CRM) software

Excellent analysis, tracking and reporting abilities

Superb oral and written communications skills

Available on weekends and evenings as needed

Valid Driver’s license and a clean DMV record

Familiarity with Oakland as a meetings destination is a plus

Ability to collect, retain, stay abreast of and communicate current Oakland and industry trends

Self-starter with the ability to work independently, take initiative, and drive projects forward with minimal supervision.

Strong problem-solving, analytical, and conceptual thinking skills, with the ability to assess complex business challenges and develop effective solutions.

Demonstrated strategic agility, capable of navigating market shifts and adapting sales strategies accordingly.

Proven ability to lead cross-functional projects, collaborate with stakeholders, and influence decision-making.

Strong entrepreneurial mindset with a proactive approach to identifying and capitalizing on business opportunities.

Exceptional relationship-building skills to foster partnerships with clients, industry leaders, and key stakeholders.

Skilled in negotiation and contract discussions, ensuring mutually beneficial agreements for clients and partners.

High level of business acumen, with a deep understanding of sales cycles, revenue generation, and financial metrics.

Ability to clearly communicate with all team members when working remotely

Thrives in a fast-paced, results-driven environment with the ability to adapt to change and prioritize multiple projects.

Physical Requirements

The physical and work requirements listed are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Ability to sit and work with hands and arms for at least eight (8) hours per day and five (5) days per week.

Physical ability to stand, reach, lift, bend, kneel, stoop, climb, walk, crawl, push and pull items weighing up to 20 pounds.

Stand and move throughout the office.

Add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percentage.

Have consistent and reliable attendance.

Proficient interpersonal relations and communicative skills in English.

Interpret a variety of instructions furnished in English written, oral, diagram, or schedule form.

Write routine reports and correspondence.

Meet daily, weekly, monthly, quarterly, yearly and other deadlines consistently.

Work under pressure with changing, ambiguous priorities.

Communicate effectively and promptly to clients or employees of the organization.

High level of manual dexterity to adeptly type and use computer equipment.

Auditory and visual skills – Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Preferred Qualifications

Previous experience in hotel sales or hotel event management, including meetings and conventions or significant experience working at a convention and visitors bureau or other similar travel industry organization

DMO and Simpleview experience a plus

Background of working in hospitality sales for the San Francisco Bay Area Market

Involvement with hospitality industry organizations

Compensation

Competitive Salary

Benefits : Medical, dental, life and retirement benefits

Relocation Package : not available

How to Apply

Submit resume, cover letter, and three professional references to jasmin@visitoakland.com.

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