Overview
In directly reporting to the General Manager (GM) & Assistant General Manager (AGM), the primary role of the Atlantic City Convention Center (ACCC) Director of Sales (DOS) is to ensure that the highest quality and standards for revenue, economic impact goals and objectives are met for each fiscal year. The DOS is responsible for providing management and oversight of day-to-day activities of the OVG360 ACCC sales team while maximizing targeted booking opportunities within both short-term and long-term timeframes. This position works collaboratively and collectively with Visit Atlantic City (CVB) and OVG360 Food Services & Hospitality in managing the sales calendar for ACCC, while assisting in servicing, negotiating and contracting ACCC clients.
This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for ACCC’s mission to promote and sell ACCC and Atlantic City. This is accomplished by developing and implementing ongoing strategic initiatives that will positively impact revenue and profits while generating overall economic impact.
This role will pay a wage of $82,000 to $92,000.
For FT roles: Benefits: Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 11 holidays).
Responsibilities
- Works with the GM, AGM, CVB and OVG360 Food Services & Hospitality, to direct all sales processes and initiatives at ACCC.
- Primary liaison with CVB in order to facilitate a consistent and unified selling front and approach for all ACCC business.
- Develop and implement all aspects of the OVG360 ACCC sales plan and strategy, including sales goals/objectives while overseeing and evaluating the progress of all defined sales efforts.
- Administers the ACCC booking policy concerning booking related issues and business policies in conjunction with GM/AGM.
- Manage ACCC booking calendar, rates, booking policies and procedures.
- Oversee process of preparing and issuing all proposals, contracts and license agreements for both CVB and OVG360 event bookings at ACCC.
- Negotiates contract terms with ACCC clients according to adopted policies/guidelines in conjunction with GM/AGM.
- Supervise, advise, support, guide and direct the OVG360 ACCC sales team and monitor their performance on an ongoing basis. This will also include but not limited to annual performance reviews and ongoing educational opportunities.
- Work with the Director of Finance in developing the annual event revenue budgets. Update the annual event revenue report on a monthly and as needed basis.
- Supervises the preparation of monthly statistical reports, which includes documenting sales activities, including prospecting efforts and results, of ACCC.
- Develop and implement the annual expense budget for the OVG360 ACCC 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 OVG360 ACCC Sales staff.
- Works with Director of Events in updating the Event Planning Guide and implementing efficient information flow between the venue rental, clients, and other ACCC departments.
- In collaboration with ACCC’s marketing team, develop, design and keep up to date, all venue sales and collateral materials.
- Monitors market conditions and maintain a strategic planning approach, which optimizes ACCC’s position relative to competition and market forces.
- Manages OVG360 ACCC sales effort in a manner designed to maximize venue occupancy while supporting the overall strategy related to quality and impact.
- Consistently and continuously, find ways to create a means and method of streamlining all aspects of the sales process and overall business development.
- Attend appropriate sales and industry related meetings.
- Develop, augment and maintain industry best practices, rules, policies and procedures.
- Other Duties as assigned.
SALES RESPONSIBILITIES
- Meet and exceed quarterly and annual sales goals.
- Maintain a large account base and regularly contact and follow up with new and existing clients.
- Manage the sales department growth strategies to include prospecting, cold calls, and sales blitzes.
- Create sales materials, proposals, and negotiate facility event contracts.
- Actively conduct outside sales calls and offsite prospect meetings, to best identify potential event/meeting planners.
- Conduct client calls, give site tours, and answer questions regarding facility capabilities.
- Analyze facility rates and modify as necessary.
- Actively participate in community functions, events, and meetings.
SUPERVISORY RESPONSIBILITIES:
- Directly supervises a staff of the following: Sales Managers, a Sales Administrative Staff and a Booking & Contract Coordinator.
- Carries out supervisory and management responsibilities in accordance with OVG360’s policies and applicable laws.
- Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees in conjunction with Human Resources; addressing complaints and resolving problems.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Experience:
- Seven (7) to ten (10) 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.
Education / Training:
- Bachelor’s Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field, preferred.
- Other combinations of experience and education that meet these requirements may be substituted.
Knowledge Of:
- Operational characteristics of public assembly venue, hotel or hospitality management.
- Experience working with or in DMO’s or hotels.
- Modern management methods, long-range planning, principles of budgeting and supervisory techniques.
- Should possess a working knowledge of each area of direct and indirect supervision including sales and event services, safety & security, venue maintenance & housekeeping, finance and human resources, audio-visual, telecommunications and food & beverage operations.
- Contract development and negotiations including venue event license agreements, service agreements, contract management and sponsorships agreements.
- Modern and effective customer service practices.
- Interpersonal techniques in dealing with unique groups and sensitive circumstances.
- Terminology used in convention, meetings, events and entertainment settings
SKILLS AND ABILITIES:
- Plan, direct, and evaluate the work of subordinates.
- Perform a broad range of supervisory responsibilities over others.
- Manage multiple projects simultaneously.
- Work under high pressure in meeting urgent deadlines.
- Provide leadership to facility staff.
- Recognize, analyze and resolve challenges.
- Develop and implements programs, policies, and procedures for the sales team.
- Develop comprehensive management reports and manuals (i.e. Annual Sales & Marketing Plan, Annual Facility Report, Booking Policies, etc.).
- Establish and maintain effective working relationships with staff, key sales partners, venue stakeholders and users
- Work a flexible schedule including early mornings, evenings, weekends, holidays, and extended numbers of days.
COMPUTER SKILLS:
To perform this job successfully, an individual must have good computer skills; knowledge of Microsoft Office, Customer Relationship Management (CRM) software programs and Ungerboerck event management software a plus.
Vaccination Statement
We are committed to ensuring all our buildings and office locations are the safest in the world for artists, teams, employees, and fans. Based on recent encouraging trends in the U.S. and Canada. We highly encourage our employees to continue to get vaccinate and boosted against COVID-19. Should circumstances change, we may need to reinstate vaccination requirements, in whole or in part, to safeguard the health of our employees, guests, performers, athletes, and partners.