Event Senior Sales Director II, Hotel Services – Hilton Anatole

Encore Global•Dallas, TX

11h•Onsite

About The Position

The Senior Sales Director manages an effective sales team responsible for guiding customers through event experiences, providing solutions that meet their goals and objectives to result in a compelling event experience. This role creates and implements effective strategies for revenue growth and customer satisfaction, ensuring team achievement of established targets. It utilizes all available tools and SOPs to ensure maximum event and revenue capture from assigned customer base. The Senior Sales Director cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with the hotel. This position serves as a resource in large, high-end event production in the venue location/region and supports the team as needed with guidance and training. It also leads and supports Company initiatives, business strategies, and Core Values. This position manages venue(s) with $15M+ in revenue, supervises a team of Sales Managers and Senior Sales Managers and will report to a Senior Director, Event Technology.

Requirements

BS/BA or 3+ years of Encore or equivalent experience
Minimum 3+ years of sales experience
Knowledge of sales process
Ability to read and decipher financial reports and records
Minimum of 1 year of supervision or leadership experience
Technical aptitude
Computer proficiency
CRM knowledge
Superior communication and presentation skills

Nice To Haves

Prior sales experience in audiovisual, technology or hospitality
CAD knowledge
Oracle knowledge

Responsibilities

Establish sales objectives through forecasting and developing quotas for all team members.
Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
Assist with creating high-end, large event, advanced technology solutions for Encore’s existing and potential customers.
Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.
Understand event cost structure and incorporate into solution designs according to established profitability guidelines.
Cultivate and maintain relationships with customers, venue personnel and various Encore supporting functions and departments.
Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
Attend customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
Ensure all known opportunities are in CRM and completely accurate and updated at all times.
Lead the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
Learn, adopt and train team on all SOPs related to the role and any new initiatives/programs that are implemented; ensure full team compliance with established SOPs.
Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.
Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.
Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organization’s goals and objectives.
Promote a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
Motivate and energize team members to make proactive decisions in all communications with customers.
Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
Serve as the resident expert on the team, providing guidance and support to other team members for large events.
Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.