Overview
This position will serve the Santa Clara Convention Center to facilitate venue sales and marketing efforts. The director will manage, supervise, and coordinate the activities and operations of the Sales team in scheduling and booking events. The director will manage key client and partner communication, and be responsible for forecasting and tracking sales results. This position interacts and works closely with the Centers management team, the local hospitality community and other key partners to facilitate long term sales efforts.
This role will pay a wage of $120,000.
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
- Assume management responsibility for all day-to-day operations of sales and marketing including, but not limited to, scheduling and booking of center events; the development of a Sales & Marketing plan, sales collateral, sales and marketing campaigns, generating high-quality professional proposals; lead all center sales efforts; generate, issue and negotiate “Use License Agreements” with clients and evaluating additional sales opportunities within the facility.
- Provides leadership and guidance in daily operations of the sales and administrative team.
- Produce and implement all goals, objectives, policies, procedures and priorities for all sales and marketing programs and activities within the center.
- Manages and maintains the sales revenue forecasts for the fiscal year, ensures the forecast is current and accurate.
- Administrative lead and supervisor of all internal tracking systems including Concentrics, SimpleView, and all online sales documents, e.g., Running Forecast, Sales Tracker, Overall revenue tracker.
- Set goals, mentor and monitor effectiveness of sales and marketing techniques; assess workload of staff, identify opportunities for improvement and evaluate efficiencies within the depart. Review implementation of policies and procedures with the General Manager.
- Identify, interview, hire, train, motivate and evaluate all sales and marketing candidates.
- Provide and oversee staff training; work with employees to correct deficiencies; implement disciplinary actions as needed.
- Generate monthly sales and marketing reports for the General Manager.
- Arrange and host facility tours for potential lessees; address questions and provide information regarding facility specifications and capabilities.
- Participate in the development and administration of annual budget; forecast funds necessary for staffing, equipment, materials and supplies.
- Respond to client event challenges and address customer feedback with a proactive approach.
- Provide effective communication both orally and in writing.
- Provide excellent customer service assistance to internal and external clients and monitor results of the 3rd party event surveys. Analyze and adjust accordingly.
- Join and participate in organizational and industry committees; engage in client networking, attend, and participate in professional meetings and conferences when applicable; stay up to date on sales and marketing trends and innovations within the industry.
- Volunteer within the Santa Clara community, develop relationships with non-hospitality entities and participate in all center community events and outreach.
- Travel locally, regionally, and nationally to make sales calls as necessary.
- Support the OVG Events and Finance teams. Work closely with the Destination Marketing Organization (DMO), in-house vendors and other key city stakeholders.
- Represent the facility and destination as one of its primary sales representatives.
- Work directly with the DMO to produce high-quality, professional event proposals and documents.
- Work with local tourism improvement district (TID) hotels to place hotel room blocks for events.
- Provide training of all new DMO and Center staff on relevant internal and external processes and systems that include but are not limited to: Sales excel spreadsheets, Concentrics and SimpleViewevent reporting, hotel communications and reporting, event payments and settlement, sales lifecycle, and any other sales related activities.
- Utilize the destinations’ Booking Policy, focus on generating Priority 3-Priority 5 events for the center. Assist the DMO with any Priority 1 or Priority 2 proposals.
- Coordinate and manage the retrieval of revenue data with all in-house vendors (AV, IT, F&B) to ensure timely and accurate ancillary revenue projection updates.
- Lead and oversee internal monthly sales meetings and building bi-monthly sales meetings with key city-stakeholders.
- Responsible for compiling and submitting bi-weekly and monthly reports to the Center GM and key city stakeholders to track progress towards budget goals.
- Oversee coordination, processing and maintaining accurate records of all reservations for Grand Ballroom event bookings with the Hyatt Regency Santa Clara.
- Manage the Santa Clara Convention Center website and oversees current calendar of events, distribute incoming leads from the SCCC website, Cvent, incoming calls and emails, update all website text and documents as needed.
- Oversee and implement day-to-day management of all center social media platforms including Google Business, LinkedIn, Facebook, Instagram and continuously develop and post content to drive online traffic to SCCC social platforms.
- Maintain, monitor, process and post all payment schedules for contracted events at the Center to ensure completion prior to event.
- Assist with the completion of post-show event settlements with Director of Finance and Director of Event Services.
- Manage staff that monitors the phone system for all incoming calls and sales leads to the Center.
- In partnership with key city stakeholders, TID and DMO, analyze challenges, identify alternative solutions, project consequences of proposed actions and make decisions in support of organizational objectives.
- Other duties as assigned.
Qualifications
- Understanding of the destination and center’s core values and goals with the ability to implement the strategy utilizing modern and complex principles and practices of sales and marketing.
- Experience using Conscentrics, Cvent & Simpleview (or other applicable event software).
- Expertise in meeting or exceeding extraordinary customer service standards utilizing best practices.
- Proficiency in public relations; oral, written and interpersonal communication; public speaking; contract negotiation; sales forecasting, and sales and marketing program planning.
- Capacity to demonstrate a thorough knowledge of convention and event planning and all related activities.
- Adeptness to proactively identify potential problems and create/implement corrective action prior to challenges or issues being realized.
- Proficiency to multi-task under specified time constraints; function effectively in moderate to high pressure situations and within office/facility environments with moderate to loud noise levels.
- Skill to maintain constant attention to precise details and accuracy in communicating and implementing specified standards and directives.
- Demonstrate effective leadership skills. Direct, motivate and foster collaboration both internally and externally. Recognize and resolve conflicts professionally.
- Advanced proficiency in operating a computer and other office devices and using Microsoft Office including Excel, Outlook and Word.
- Bachelor’s degree with hospitality experience preferred; five or more years related experience and or training; or equivalent combination of education and experience.
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.