| The Director of Convention Sales manages the Convention Sales department on a day-to-day basis. Responsible for directing, training, and monitoring the convention sales efforts and related activities for the purpose of promoting the Greater Milwaukee area as a premier destination for conventions, meetings, and trade shows. Responsible for developing long and short-term sales and convention marketing strategies to ensure established goals and quotas are met. May have responsibilities for customers and accounts.
ESSENTIAL DUTIES AND RESPONSIBILITIES: Leadership and Development of Individual Sales Performance - Oversee sales managers on a day-to-day basis, ensuring that staff is strategically focused. Assign market segments. Develop and maintain measures in support of achieving sales production goals. Mentor and coach sales managers, and hold accountable for results and adherence to established policies and procedures. Responsible for conducting sales staff performance appraisals.
- In coordination with the Sr. VP of Sales, establish annual goals and production merit programs for the department.
- Conduct sales team meetings with department staff and convention services staff. Includes cross-departmental collaboration as needed.
Convention Sales Planning and Administration - Assist the Sr. VP of Sales in the development, implementation, and monitoring of a sales marketing plan and strategies to promote the destination to convention business with primary focus on convention center groups at WCD (Wisconsin Center District).
- Oversee Group Tour activities; continue to evaluate opportunities and strategies.
- Develop, implement, and monitor a systematic program of sales solicitation including phone and email contacts, special events, and active, targeted participation at industry trade shows.
- Develop and direct cooperative programs, familiarization trips, and sales missions with partner hotels and tourism partners. Work with hotel partners to offset costs of programs through sponsorship dollars or in-kind donations.
- In conjunction with Sr. VP of Sales, develop incentive programs for clients. Manage business opportunity fund, including establishment of procedures and training staff.
- Assist Sr. VP of Sales with meeting planner Advisory Council and Three-City Collective.
- Manage and oversee all booking reports, bid presentations and site inspections. Manage team and partners to develop and present competitive bid package and incentives.
- Oversee the lead process, ensuring complete meeting planner specifications are included. Work with Sr. VP of Sales in overseeing Records and Research Coordinator to ensure proper maintenance and utilization of reports, research, and CRM database.
- Analyze statistics and identify and explore emerging markets. Stay current on competition and industry trends.
- Oversee the client life cycle from sales to services.
- Coordinate financial solicitation when significant event sponsorship is needed.
Client, Industry, and Community Relations - Conduct monthly Director of Sales meeting with partner hotels; prepare agenda and chair the meetings.
- Represent VISIT Milwaukee or assign members of sales staff to represent VISIT Milwaukee at the local, state and national level by maintaining active memberships in pertinent industry associations and attending industry-related meetings to promote sales and services.
- Maintain close working relationship with partner hotels, WCD, and partners. Serves as liaison between the client and these facilities.
- Identify, recruit, and encourage local stakeholders who can influence targeted clients on site decisions.
- Maintain working knowledge of convention, hotel, and tourism partner facilities and services.
Supervisory/Administrative Duties - Carry out supervisory responsibilities, including hiring, training, and performance management.
- Oversee department administration and documentation, including account management in CRM.
- Assist Sr. VP of sales with annual budget preparation, expense management and policy compliance
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