Director Of Sales, Corporate Event Planning

360 Destination Group is an award-winning national destination and event management company with offices throughout California, Las Vegas, Florida, Texas, Arizona, Nashville, Chicago and New York. 360DG packs decades of know-how into amplifying the very best that each destination has to offer. As a company that values innovation, creativity, and excellence, we pride ourselves on utilizing a unique and customized approach to deliver unforgettable events that leave our clients speechless.

We now find ourselves seeking a sales-driven, organized, and hospitality-oriented Director of Sales for our San Diego office! As a member of our rockstar team, you’ll bring to life a variety of corporate events ranging from carnival-themed seminars to Latin nightclub receptions all while collaborating with professionals who are equally as passionate about creating memorable experiences as you!

This is what WE offer YOU...

• Long term disability insurance coverage.
• Unlimited paid time off AND paid holidays.
• Uncapped commission potential (estimated to be $20,000.00-$40,000.00).
• A retirement savings plan (401k).
• A competitive salary based on experience.
• Life insurance coverage.
• Health insurance coverage including medical, vision, and dental.

Here's what you'll be doing...

• Establishing sales objectives by forecasting and developing monthly and annual sales quotas for the team and individual Account Executives
• Assisting in managing margin-related goal expectations from direct reports and be able to assist in margin related decision making or escalate as appropriate to achieve company goals.
• Ensuring financial data (sales and profit) are kept updated in CRM so that proper sales/profit forecasting can be achieved via CRM.
• Participating in yearly budget creation process including sales, gross profit, and expense categories.
• Developing and maintaining an effective sales organization through recruiting, selecting, orienting, training and mentoring employees.
• Leading weekly destination sales meeting with Regional General Manager (or Supervisor) to update on Hotel/CVB outreach, all sales efforts, upcoming client sites/programs/FAMs, sales volume and pipeline, profitability, and applicable budget review.
• Working with Regional General Manager (or Supervisor) to help achieve efficient day-to-day performance and activity of Operations team to ensure proper execution of programs.
• Working with Marketing to develop sales campaigns and materials to stay relevant with hotels, CVBs, and Clients.
• Working with Regional General Manager (or Supervisor) to help project labor needs to adequately handle proposal development and operational coverage beyond the ability of own team.
• Developing and maintaining sound employee relations at all levels to include mentoring, counseling, and disciplining employees; plan, monitor, and appraise job results.
• Designing and maintaining AE lead assignments for your destination based on lead sources including hotels, repeat clients, 3rd parties, GBD assignments and assigned territories.
• Observing applicable Safety, Health, and Environmental rules and guidelines. The use of appropriate personal protective equipment is required.
• Working with Regional General Manager (or Supervisor) to help achieve efficient day-to-day performance of Design and Development team to ensure fair deployment and quick generation of winning proposals.
• Maintaining sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Adhering to appropriate company operating procedures, benefit rules, employment, and safety policies/practices.
• Maintaining professional and technical knowledge by attending educational workshops; review professional publications; establish personal networks; participate in professional societies.
• Developing a plan of deployment for team to maximize effectiveness and ensure a timely response to all RFPs.
• Designing, developing and monitoring annual hotel strategies in conjunction with the Regional General Manager (or Supervisor) for efficiency and best results.
• Understanding and being able to train on the proper use of CRM to manage all booking and sales processes.
• Prospecting based on hotel, CVB, or CRM lists and opportunities.
• Determining annual goals and gross profit plans by implementing marketing strategies; analyze trends and results.
• Acting as primary sales liaison to 360DG internal sales channels as it leads to maximizing incoming and outgoing referrals between offices and Global Business Development team.
• Supporting the vision, mission and guiding principles of 360DG.
• Supporting Operations Manager in order to succeed in program execution and deliverables.
• Developing annual travel budgets of you and your team and schedules for Regional General Manager’s (or Supervisor) approval and monitor budgeted expenses.
• Working with GBD team to target potential clients and winning business while staying within MSA terms.
• Reviewing and approving assigned AE’s commission schedules and reporting any Preferred Hotel Agreements in your destination.
• Attending and participate in training opportunities and seminars relevant to this position.
• Representing 360DG on company sales trips and/or make AE assignments based on trip destination(s).
• Leveraging partnerships and relationships to drive lead volume and sales in assigned channels.

You'll stand out from the crowd if you...

• Act in a self-starting way, make good independent decisions, and take steps to complete work within time parameters.
• Respond quickly to changing circumstances and anticipate new developments where possible.
• Are detail-oriented with vendor contracts, invoices, and agreement clauses.
• Give and accept feedback constructively.
• Recognize essential elements of a challenge and develop creative solutions.
• Work well in a fast-paced team environment, work overtime when required, and deliver quality service to our clients.
• Work as a productive team member, take initiative, act creatively, operate flexibly, and do everything with honesty, integrity, and with a focus on client satisfaction.
• Generate new and innovative ways to improve our company's products and services.
• Recognize and consider the client’s expectations and needs and have a “do what it takes” mentality.

We are seeking someone with...

• Knowledge of client development and comfortable in negotiating.
• Ability to represent 360DG at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
• A college degree (or comparable experience) in Business Management, Hospitality, Marketing, or related degree.
• Extensive proposal development, pricing, and various operational capabilities are required.
• Financial understanding of reporting, pricing, budgets, and gross profit margin GPM.
• Financial understanding of reporting, pricing, budgets, and gross profit.
• Knowledge of sales and marketing strategies to meet Strategic Plan including annual goals/gross profit.
• Experience using computers, phones, copiers, smart phones, tablets, and other standard office equipment.
• Eight or more years of experience in sales, in a DMC, incentive travel, event management/related field.
• Advanced skills in Microsoft Word, Excel, and PowerPoint.
• DMCP and/ or CMP certification.
• Excellent verbal and written communications skills.
• Ability to travel by vehicle or airplane.
• Strategic local planning experience including analyzing and implementing new trends, creating marketing campaigns and staying current with status of competition in order to stay relevant in the local market.
• Ability to develop and maintain strong supplier/partner relations at venue and community locations, including negotiation on behalf of clients for best locations, terms, etc.
• Experience in forecasting, developing annual sales quotas and establishing destination sales goals.
• Industry relationships (including hotels, industry chapter involvement and suppliers) in local destination. Destination consultative selling knowledge is preferred.

Job Conditions:

The specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus. The noise level in the work environment is usually low. The physical demands described below are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the associate is:

• Required to be ambulatory to move around freely between buildings and between levels within buildings.
• Occasionally exposed to fumes or airborne particles and toxic or caustic chemicals associated with office work.
• Occasionally lift and/or move up to 30 pounds.
• Frequently required to perform administrative and professional work using writing tools and electronic media.

Job Scope & Disclaimer:

This position will meet the company’s client acquisition and revenue growth objectives. DOS will be responsible to develop key growth sales strategies, tactics, and action plans. Successful execution of these strategies is required to achieve objectives and targets. DOS duties will include reaching annual targets, building relationships, and understanding hotel, client, and destination trends. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Acknowledgements:

360 Destination Group is an Equal Opportunity-Affirmative Action Employer / Disability / Veteran.