As a key member of the Sales team, the Regional Director of Sales, Mid-Atlantic will assist in the procurement of booking convention sales business for the City of Baltimore. The Director will work both individually to identify new business opportunities as well as collaboratively with existing customer accounts to grow future year and multiyear opportunities. The incumbent will be responsible and accountable for meeting and/or exceeding sales goals, and sales initiatives as defined in the annual sales and marketing plan. Initiate and maintain relationships with counterpart sales staff of all member hotel properties and the Baltimore Convention Center, and keep updated on city information, which may enhance and educate potential client’s decision to book their business in Baltimore. Direct all regional sales activity focused on assigned market within designated region; focus sales efforts on generating new citywide business opportunities for Baltimore and managing all aspects of the sales process including closing business. Guide and assist Regional Sales Manager in the region in the same core areas of responsibility. Act as primary point of contact for relevant market segment sales activities including tradeshows and direct sales initiatives. May lead and review the work of less experienced staff by providing mentoring, technical guidance and/or training in daily activities as the acknowledge expert on the market and customer issues.
Essential Duties and Responsibilities:
Handle solicitation of all citywide convention groups encompassing multi-hotel properties simultaneously and space within the Baltimore Convention Center and the City of Baltimore. Responsible for pricing and negotiating Convention Center on customer’s behalf.
Responsible for closing business, meeting or exceeding room night quota and lead quota.
Conduct (25) outside sales calls within assigned region and coordinate 6-12 citywide site visits annually on behalf of customers. Visit 4-6 annual meetings for prospective customers. Related travel 30%-60%.
Must be familiar with the hotel and convention center industry and be experienced with using assessments, rate negotiations, special deals, rebates, and other negotiating tools.
Deal primarily with soliciting new business, sending leads and booking space in hotels and the Baltimore Convention Center. Must have experience with the formal bid process and be able to make presentations to Meeting Planners, Board of Directors, and /or agencies.
Responsible for attending industry trade shows, both local and out of town, and representing Baltimore in any community functions and networking opportunities pertaining to convention marketing/sales or Visit Baltimore membership programs.
Maintain a working knowledge of the hospitality industry within the city of Baltimore. Maintain accurate account information in CRM and client files.
Distribute leads to member hotel properties and the Baltimore Convention Center, and act as a liaison between member properties and the client.
Coordinate/host site inspections, FAM tours, and/or special requests for all clients.
Follow-up on all correspondence between hotels, convention center, attractions and clients.
Contribute to the marketing plan and budgeting process as it relates to convention sales.
Develop action plans which are target specific, thorough, and quantifiable.
Identify and qualify business for the city that meet booking criteria.
Comply with Company policies and procedures and ensure that the policies and procedures are followed by members of the sales team; enforce those policies and procedures with members of the Convention Sales & Services department.
Provide leadership in areas of expertise.
Any other duties as assigned.
Bachelor’s degree in Sales, Marketing or related field and 5-7 years experience in the hospitality industry with specific background in tradeshow market place, or equivalent combination of education and experience. Hotel or CVB experience preferred;
Experience with the formal bid process, proven sales skills as they relate to sourcing new business, qualifying customers, lead development and follow-up, sales presentations and networking skills;
Must have superior customer service skills with the ability to communicate at all levels;
Must be highly motivated, detail oriented and capable of handling multiple tasks at any one time as well as a proven track record of working independently;
Proficient in Microsoft Office products;
Strong organizational and presentation skills.
Interested candidates should forward their cover letter, resume and salary requirements to email@example.com. NO PHONE CALLS PLEASE. Visit Baltimore is an Equal Opportunity Employer.