Director Global Sales – Meetings & Events

The Director Global Sales – Meetings & Events is responsible for the development and execution of strategic MICE sales and marketing activations as it pertains to the following segments: association, corporate, incentive, trade show and social.  This individual will build and lead the team responsible for creating and maintaining relationships with meeting and event clients to ensure established sales and revenue goals are achieved.  This person must execute the culture, mission, values and quality standards to ensure maximum potential is achieved and create an exceptional climate of professional and personable service that ensures the long term satisfaction of employees, guests, clients, owners and investors.     

• ESSENTIAL FUNCTIONS:

  • Develop an annual budget and business plan that addresses the strategies and tactics for achieving the revenue, market positioning and other goals for the meetings & events segment.
  • Lead the strategic and business development exercise focused on creating partnerships with key meeting & event accounts across all segments.
  • Recruit and manage the Meetings & Events Sales team as business conditions dictate while driving accountability for translating strategies into aggressive yet achievable sales targets.
  • Collaborate with the Senior Vice President of Global Sales and Marketing and the Global Field Marketing team to create and implement brand programs, activations and digital assets for the promotion of the portfolio. 
  • Work with the hotel properties to ensure maximum engagement with meeting and event customers; personally generate leads and assist on property sales teams through the sales process in an effort to close business ultimately generating revenues for the hotels and the company while overseeing the Global Sales team’s efforts to do the same.     
  • Provide information on industry trends and accounts to the hotel sales leadership.
  • Increase brand awareness through sales initiatives to include but not limited to trade show participation, sales missions, personal sales calls, sponsorships, events, familiarization trips, site inspections, etc.
  • Maintain accurate and up-to-date information on all clients in the sales database.   
  • Assist in the onboarding of property Sales teams to ensure compliance with brand standards and best practices of engaging with the Global Sales Office.
  • Be the internal evangelist for the Meetings and Events customer segment.  

   

   

  OTHER FUNCTIONS:

  • Create expectations, lead people, manage processes, and hold people accountable for agreed upon activities and timetables.
  • Maintain effective communication, giving direction, support, timely feedback and recognition of performance.
  • Communicate with the hotel properties to keep them informed on global, regional and corporate procedures.
  • Grow relationships at the appropriate levels, both internally and externally that enable the development and advancement of sales initiatives.
  • Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
  • Gather first hand guest or client information and use it for improvements in products and services.
  • Act with clients and their guests in mind.
  • Establish and maintain effective relationships with clients.
  • Resolve client and guest complaints and implement change to prevent future issues.
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  EMPLOYEE ENGAGEMENT:

  • Meet weekly with team members to review sales activities, achievements and any challenges.
  • Manage internal relationships with hotel partners; collaborate with hotel leadership to increase overall revenue from the respective region; and liaise with customer and hotels.
  • Direct and lead activities through internal and external resources.

  LEARNING & APPLYING EXPERTISE:

  • Make good decisions based upon a mixture of analysis, wisdom, experiences and judgment.
  • Challenge business norms and accepted thinking to improve effectiveness and drive results.
  • Use technology effectively to communicate and manage throughout the business.

• • Minimum 7-10 years sales hospitality management experience in the Meetings & Events segment required;  major emphasis on Business Development  
  • Must have a bachelor’s degree; preferably in hospitality management from an accredited institution.
  • Deep understanding of lifestyle hotels, meetings and events industry
  • Travel throughout respective region/territory for client solicitation, meetings and/or presentations required.
  • Travel to key local, regional and/or global industry tradeshows required.
  • Must be a self-starter with an entrepreneurial spirit

   

   

   

• Work Environment:

  • Duties and responsibilities are typically performed in a professional office setting, but there may be times where you will need to be in operating areas. In these areas, you may be exposed to environmental factors including, but not limited to, second hand smoke and excessive noise.
  • While performing the duties of this job, the employee is frequently required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms, talk or hear; and taste or smell. The employee must frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close, distance, color, and peripheral vision, depth perception and ability to adjust focus.

   

  • Disclaimer
    While this is intended to be an accurate reflection of the current job, management reserves the right to revise the current job or to require that other or different tasks be performed when circumstances change, (e.g. emergencies, changes in personnel, workload, rush jobs or technical developments).

   

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