Senior Director, Sales II Venues - Las Vegas

Encore Global•Las Vegas, NV

12d•Onsite

About The Position

The Senior Sales Director manages an effective sales team that guides customers through event experiences and provides solutions aligned with their goals and objectives. The role develops and implements strategies for revenue growth and customer satisfaction, and ensures the team achieves established targets. It uses available tools and standard operating procedures to maximize event and revenue capture from assigned customers, maintains relationships with key hotel personnel, and serves as a resource for large, high-end event production in the venue location or region. The role leads and supports company initiatives, business strategies, and Core Values. The position manages venue(s) generating $15 million or more in revenue and supervises Sales Managers and Senior Sales Managers. It reports to a Senior Director, Event Technology. Work is performed in a hotel or convention center environment and may involve multiple hotel locations. Conditions include moderate exposure to outdoor temperatures, dirt, sand, or dust, and volumes ranging from moderately quiet to noisy. Team members use high-end audiovisual equipment and electrical components and may be exposed to heights via lifts and ladders. Work times include irregular hours and on-call status, including days, evenings, weekends, and holidays. Team members must follow Encore appearance guidelines applicable to the hotel or area.

Requirements

BS/BA degree or 3+ years of Encore or equivalent experience.
At least 3 years of sales experience.
Knowledge of the sales process.
Ability to read and interpret financial reports and records.
At least 1 year of supervision or leadership experience.
Technical aptitude, computer proficiency, and CRM knowledge.
Superior communication and presentation skills.

Nice To Haves

Prior sales experience in audiovisual, technology, or hospitality.
Knowledge of CAD and Oracle.

Responsibilities

Establish sales objectives by forecasting and developing quotas for all team members.
Maximize revenue opportunities for assigned customers through strategies for per-event revenue growth, including upselling and cross-selling.
Assist in creating advanced technology solutions for large, high-end events for existing and potential customers.
Assist in preparing and delivering presentations that communicate Encore’s value and address customer challenges.
Attend site visits, pre-conference planning meetings, and appropriate venue meetings as needed to support the customer event experience.
Collaborate with vendors and other company departments and divisions to capture and service events.
Understand event cost structures and incorporate them into solution designs according to profitability guidelines.
Cultivate and maintain relationships with customers, venue personnel, and Encore support functions and departments.
Research customer history and previous experiences to create personalized customer experiences.
Attend customer meetings, understand customer goals, and respond to questions, concerns, and challenges.
Refer and guide customers through the Encore network to develop additional opportunities with existing customers.
Hold the sales team accountable for maintaining a healthy pipeline that supports established revenue targets.
Ensure all known opportunities are accurately and fully maintained in CRM.
Lead sales forecasting at assigned locations, ensuring forecasts are accurate and submitted on time.
Learn, adopt, and train the team on role-related SOPs and new initiatives or programs, and ensure compliance.
Maintain knowledge of new products, services, and emerging event technology, and ensure team members are trained and competent in available solutions.
Create and present reports and information to senior management on performance, pipeline, forecasting, and related topics.
Manage sales team performance and direct work toward organizational goals and objectives.
Promote a high-performance, accountable, continuously improving culture that values learning and quality.
Motivate team members to make proactive decisions in customer communications.
Address employee concerns and conflicts, maintain adequate staffing, and support team development and sales mentorship.
Provide expert guidance and support to team members on large events.
Ensure the team participates in relevant sales training and regional or national sales communication programs.
Lead and support company initiatives, business strategies, and Core Values.