Overview
The art of meeting begins at the iconic Miami Beach Convention Center Campus (MBCC); where global business and creative collaboration get a spark of tropical inspiration. Nestled in the heart of Miami Beach, the state-of-the-art convention center offers flexible special event and exhibition spaces near beautiful beaches, fine dining and 5-star resorts. We are looking for an sales, convention, and hospitality professional to join our team as an Director of Sales.
In directly reporting to the General Manager, the primary role of the MBCC’s Director of Sales 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 MBCC short-term sales team while maximizing targeted booking opportunities within the short-term 18-month timeframe. This position works collaboratively and collectively with the Greater Miami Convention & Visitors Bureau (GMCVB) and Sodexo Live in maintaining the sales calendar for the MBCC Campus (including Pride Park, Collins Canal Park and Venu) while assisting in servicing, negotiating and contracting MBCC clients.
This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for the MBCC’s mission to promote and sell the MBCC and Miami/Miami Beach. 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 $140,000 to $155,000.
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 General Manager, Assistant General Manager, GMCVB, Sodexo Live and the City of Miami Beach, to direct all sales initiatives.
- Oversee sales calendar reporting for all convention, meeting, tradeshows, and event bookings.
- Assists in the development and implementation of sales strategies and marketing plans to effectively promote and sell the MBCC Campus for all targeted markets.
- As a part of driving sales strategies, oversees all aspects of data entry to ensure data quality, while also having ability to analyze data (eg event mix/event economic impact) in order to develop strategies and tactics to drive increased results.
- Communicates with the sales leaders of the GMCVB, area hotels and other key hospitality partners and Sodexo Live, to understand their sales strategies and needs while communicating MBCC’s needs and opportunities.
- Supervise, advise, support, guide and direct the MBCC’s short-term sales team and monitor their performance on an ongoing basis. This will also include but not limited to performance reviews and ongoing educational opportunities.
- Direct, implement, and oversee the MBCC sales efforts of the sales team to include, but not limited to, bidding conventions, meeting ,tradeshows and events.
- Develop and implement all aspects of the MBCC Campus short-term sales plan and strategy, including sales goals/objectives while overseeing and evaluating the progress of all defined sales efforts.
- Primary liaison for the GMCVB, in order to facilitate a consistent and unified selling front and approach for all long-term business. This includes but is not limited to MBCC Campus dates, rates, booking policies and procedures.
- Negotiates contract terms with MBCC Campus clients according to adopted policies/guidelines and subject to General Manager’s approval.
- Prepare proposals; reevaluate potential rental & sponsorship value of sales inventory; initiate contractual arrangement; prepare contracts; negotiate terms as required.
- Administers the MBCC booking policy concerning booking related issues and business policies, subject to General Manager’s approval.
- Represents management in developing and maintaining relationships with current and potential clients.
- Works with show managers and meeting planners in facilitating site visits and appointments.
- Prepare, in collaboration with the assistance of the General Manager, Assistant General Manager and the Director of Marketing & External Relations, Sodexo Live and the GMCVB the annual MBCC sales and marketing plan.
- Monitors market conditions and maintain a strategic planning approach, which optimizes the MBCC Campus position relative to competition and market forces.
- Manages the short-term (P3) sales effort in a manner designed to maximize venue occupancy while supporting the overall strategy related to quality and impact.
- Administers the design and production of collateral materials including rate schedules, operating policies.
- Works with the Assistance General Manager and the Director of Events and Guest Services in updating the Event Planning Guides and implementing efficient information flow between the venue rental, clients, the City of Miami Beach and other MBCC departments.
- Supervises the preparation of monthly statistical reports which includes documenting sales activities, including prospecting efforts and results of the MBCC.
- Works cooperatively with the hotel and hospitality community and other members of the city’s visitor industry in enhancing its position as a convention, meeting, and events venue.
- Develop and annually update pricing and sales materials for MBCC Campus rental rates, meeting/banquet space, and hospitality packages.
- 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.
- Update the General Manager, Assistant General Manager, and the Director of Finance on any significant future years sales activity, including event cancellations.
- Develop and implement the annual expense budget for the 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 P3 Sales Managers.
- Closely collaborate with the MBCC’s Campus Marketing Department on strategy, collateral and creative, reporting, messaging and key selling points, content and social media. Including the development and design of all MBCC Campus sales and collateral materials.
- Maintain communication and contact on a regular basis with selected business, professional, and social groups that may host or provide leads for conventions, meetings, events, tradeshow and tourism markets.
- Actively conduct outside sales calls for potential event/meeting planners.
- Develop, enhance, and maintain relationships within the meetings, convention, events and tradeshow industries.
- Attend appropriate sales and industry related meetings.
- Consistently and continuously find ways to create a means and method of streamlining all aspects of the sales process and overall business development.
- Develop, augment, and maintain industry best practices, rules, policies and procedures.
- Other duties and responsabilities as assigned.
SUPERVISORY RESPONSIBILITIES:
Directly supervises a current staff of the following: (1) Senior Sales Manager (2) Sales Managers and (1) Sales 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
EDUCATION AND EXPERIENCE:
- 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.
- Bachelor’s Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field.
- Other combinations of experience and education that meet these requirements may be substituted.
SPECIAL KNOWLEDGE & ABILITIES:
- 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 & marketing, 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 conventions, meetings, events, and entertainment settings.
- The main convention markets domestically and internationally.
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.).
- Conduct a variety of organizational studies, investigations, and operational studies; recommend modifications to programs, policies, and procedures as appropriate.
- Establish and maintain effective working relationships with staff, key sales partners, venue stakeholders and users.
- Communicate clearly and concisely in the English language, both orally and in writing.
- Social Media skills (eg. LinkedIn, Facebook, Instagram, Twitter)
COMPUTER SKILLS:
- To perform this job successfully, an individual must have good computer skills; knowledge and or proficiency of Microsoft Office (including Excel and Powerpoint), Customer Relationship Management (CRM) software programs and Ungerboerck/Momentus (event management software a plus).
CERTIFICATES, LICENSES, REGISTRATIONS:
- Valid Florida Driver’s License.
WORK SCHEDULE:
The work schedule of this position typically involves a 5-day work week Monday through Friday; however, this will fluctuate based upon the needs of the community, a project and/or events. Must have the ability to remain available 7 days per week, work long and irregular hours that may vary due to functions and may include days, evenings, weekends, and holidays. This will also include regional, national and international travel.
DRESS CODE:
To project dignity and decorum expected by the public, appropriate dress and good grooming are expected of all employees
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.