Director of Sales | Full-Time | Arvest Convention Center

Oak View Group•Tulsa, OK

33d•$95,000 - $120,000

About The Position

Directly reporting to the General Manager of ACC, the primary role of the Director of Sales is to manage the sales team to ensure that the highest quality and standards for revenue, economic impact goals and departmental sales goals objectives are met for each fiscal year. The DOS is responsible for providing oversight of day-to-day activities while maximizing targeted booking opportunities within the short-term 24-month timeframe. This position works collaboratively and collectively with Tulsa CVB for the Convention Center. This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for the OVG’s mission to promote and sell the ACC as a priority meeting space for TULSA. This is accomplished by developing and implementing ongoing strategic initiatives that will positively impact revenue. This role pays an annual salary of $95,000 to $120,000 and is bonus eligible. Benefits for Full-Time roles: Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 11 holidays). This position will remain open until December 31, 2025.

Requirements

5-7+ years of increasingly responsible experience in a professional convention center management and or hospitality sales role, with at least two (2) years of direct supervisory experience at the department director level.
Bachelor’s Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field.
Proven success in convention, meetings, and events sales, including bidding and securing large-scale events.
Demonstrated ability to lead, motivate, and mentor a sales team, including managing performance and supporting professional development.
Strong knowledge of destination marketing, hospitality sales pipelines, and citywide booking processes.
Experience collaborating with CVBs, hotel partners, tourism boards, and hospitality market stakeholders.
Ability to develop and execute strategic sales and marketing plans with measurable objectives and KPIs.
Skilled in contract negotiation, pricing models, rate strategy, and revenue optimization.
Experience developing business development strategies and managing key client relationships.
Excellent communication, presentation, and interpersonal skills, with the ability to influence stakeholders at all levels.
Strong analytical and reporting skills, including ability to track performance and evaluate market conditions.
Proficiency with CRM systems, sales reporting tools, and MS Office Suite; experience with venue management systems preferred.
Ability to manage budgets, monitor expense reports, and maintain fiscal discipline within department operations.
High level of professionalism, integrity, and relationship-building ability with clients, partners, and internal teams.
Ability to balance short-term sales priorities with long-term strategic direction and venue utilization goals.
Willingness to attend industry events, conduct outside sales calls, and travel as required.
Other combinations of experience and education that meet these requirements may be substituted.

Responsibilities

Works with the General Manager to direct all sales initiatives for the Arvest Convention Center.
Oversee sales calendar reporting for all conventions, meetings, tradeshows, and event bookings.
Assists in the development and implementation of sales strategies and marketing plans to effectively promote and sell ACC for all targeted markets.
Communicates with the sales leaders of OVG hospitality and other key hospitality partners, to understand their sales strategies and needs while communicating the ACC’s needs and opportunities.
Supervise, advise, support, guide and direct the facility’s short-term sales team and monitor their performance on an ongoing basis. This will also include but not limited to performance reviews and ongoing educational opportunities.
Direct, implement, and oversee sales efforts of the sales team to include, but not limited to, bidding conventions, meetings, tradeshows, and events.
Develop and implement all aspects of the short-term sales plan and strategy, including sales goals/objectives while overseeing and evaluating the progress of all defined sales efforts.
Work in collaboration with Tulsa CVB to facilitate a consistent and unified selling front and approach for all long-term business. This includes but is not limited to dates, rates, booking policies and procedures.
Negotiates contract terms with clients according to adopted policies/guidelines and subject to General Manager’s approval.
Prepare proposals; reevaluate potential rental & sponsorship value of sales inventory; initiate contractual arrangement; prepare contracts; negotiate terms as required.
Administers the Convention Center' booking related issues and business policies, subject to the General Managers approval.
Represents management in developing and maintaining relationships with current and potential clients.
Works with event managers and meeting planners in facilitating site visits and appointments.
In collaboration with the General Manager, prepare the annual sales and marketing plan.
Monitors market conditions and maintain a strategic planning approach, which optimizes the position relative to competition and market forces.
Manages the short-term sales efforts in a manner designed to maximize venue occupancy while supporting the overall strategy related to quality and impact.
Administers the design and production of collateral materials including rate schedules, operating policies.
Works to update the Event Planning Guides and implementing efficient information flow between the facility, the City of Tulsa, Hotels and other partners.
Supervises the preparation of monthly statistical reports which includes documenting sales activities, including prospecting efforts and results.
Works cooperatively with the hotel and hospitality community and other members of the city’s visitor industry in enhancing its position as a convention, meeting, and events venue.
Develop and update pricing and sales materials for the rental rates, meeting/banquet space, and hospitality packages as needed.
Update the General Manager and the Director of Finance on any significant future years sales activity, including event cancellations.
In collaboration with the GM, develop and implement the annual expense budget for the sales department.
Monitor the monthly sales department expense report and address any significant expense variances.
Manage the sales activity efforts, including developing individual prospecting and booking goals for all short-term business for Sales Managers.
Closely collaborate on strategy, collateral and creative, reporting, messaging and key selling points, content and social media. Including the development and design of all the sales and collateral materials.
Maintain communication and contact on a regular basis with selected business, professional, and social groups that may host or provide leads for conventions, meetings, events, tradeshow, and tourism markets.
Actively conduct outside sales calls for potential event/meeting planners.
Develop, enhance, and maintain relationships within the meetings, convention, events, and tradeshow industries.
Attend appropriate sales and industry related meetings and events.
Consistently and continuously find ways to create a means and method of streamlining all aspects of the sales process and overall business development.
Develop, augment, and maintain industry best practices, rules, policies and procedures.