Director of Sales

360 Destination Group is an award-winning national destination and event management company with offices throughout California, Las Vegas, Florida, Texas, Arizona, Nashville, Chicago and New York. 360DG packs decades of know-how into amplifying the very best that each destination has to offer. As a company that values innovation, creativity, and excellence, we pride ourselves on utilizing a unique and customized approach to deliver unforgettable events that leave our clients speechless.

We now find ourselves seeking a sales-driven, organized, and hospitality-oriented Director of Sales for our Orlando office As a member of our team, you’ll bring to life a variety of corporate events ranging from carnival-themed seminars to Latin nightclub receptions all while collaborating with professionals who are equally as passionate about creating memorable experiences as you

This is what WE offer YOU...

• A competitive salary based on experience.
• Uncapped commission potential.
• Health insurance coverage including medical, vision, and dental.
• Discretionary PTO AND paid holidays.
• A retirement savings plan (401k).
• Short term disability insurance coverage.
• Life insurance coverage.
• Paid DCMP and/or CMP certification.
• Paid industry memberships.

As a DIRECTOR OF SALES, you will be...

• Leverage partnerships and relationships to drive lead volume and sales in assigned channels.
• Prospecting based on hotel, CVB, or CRM lists and opportunities.
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Work with GBD team to target potential clients and win business while staying within MSA terms.
• Work with Marketing to develop sales campaigns and materials to stay relevant with hotels, CVBs, and Clients.
• Develop a plan of deployment for team to maximize effectiveness and ensure a timely response to all RFPs.
• Act as primary sales liaison to 360DG internal sales channels as it leads to maximizing incoming and outgoing referrals between offices and Global Business Development team.
• Design, develop and monitor annual hotel strategies in conjunction with the Regional General Manager (or Supervisor) for efficiency and best results.
• Design and maintain AE lead assignments for your destination based on lead sources including hotels, repeat clients, 3rd parties, GBD assignments and assigned territories.
• Understand and be able to train on the proper use of CRM to manage all booking and sales processes.
• Lead weekly destination sales meeting with Regional General Manager (or Supervisor) to update on Hotel/CVB outreach, all sales efforts, upcoming client sites/programs/FAMs, sales volume and pipeline, profitability, and applicable budget review.
• Develop and maintain sound employee relations at all levels to include mentoring, counseling, and disciplining employees; plan, monitor, and appraise job results.
• Develop weekly or bi-weekly one on ones schedule with each induvial AE for mentorship, development, and coaching.
• Develop and maintain an effective sales organization through recruiting, selecting, orienting, training and mentoring employees.
• Work with Regional General Manager (or Supervisor) & Director of Operations to help project labor needs to adequately handle proposal development and operational coverage beyond the ability of own team.
• Work with Regional General Manager (or Supervisor) & Director of Design & Development to help achieve efficient day-to-day performance of Design and Development team to ensure fair deployment and quick generation of winning proposals.
• Work with Regional General Manager (or Supervisor) & Director of Operations to help achieve efficient day-to-day performance and activity of Operations team to ensure proper execution of programs.
• Support Operations Manager & Design & Development Manager in order to succeed in program execution and deliverables.
• Establish sales objectives by forecasting and developing monthly and annual sales quotas for the team and individual Account Executives with Regional General Manager (or General Manager).
• Provide input in regard to annual goals and gross profit plans by analyzing market trends and CRM forecast.
• Assist in managing margin-related goal expectations from direct reports and be able to assist in margin related decision making or escalate as appropriate to achieve company goals.
• Review and approve reporting of any Preferred Hotel Agreements in your destination if Regional Director is not applicable in destination.
• Participate in yearly budget creation process including sales, gross profit, and expense categories with your Regional General Manager (or General Manager).
• Ensure financial data (sales and profit) are kept updated in CRM so that proper sales/profit forecasting can be achieved via CRM.
• Maintain professional and technical knowledge by attending educational workshops; review professional publications; establish personal networks; participate in professional societies.
• Represent 360DG on company sales trips and/or make AE assignments based on trip destination(s).
• When not working remotely from home, report to local office in Orlando a minimum of two days a week (schedule permitting).

You will stand out from the crowd if you...

• Work as a productive team member, take initiative, act creatively, operate flexibly, and do everything with honesty, integrity, and with a focus on client satisfaction.
• Work well in a fast-paced team environment, work overtime when required, and deliver quality service to our clients.
• Act in a self-starting way, make good independent decisions, and take steps to complete work within time parameters.
• Generate new and innovative ways to improve our company's products and services.
• Recognize essential elements of a challenge and develop creative solutions.
• Are detail-oriented with vendor contracts, invoices, and agreement clauses.
• Respond quickly to changing circumstances and anticipate new developments where possible.
• Give and accept feedback constructively.
• Recognize and consider the client’s expectations and needs and have a “do what it takes” mentality.

We are seeking someone with...

• Ten or more years of total work experience.
• Seven or more years of experience in sales, in a DMC, incentive travel, event management/related field.
• Extensive proposal development, pricing, and various operational capabilities are required.
• Industry relationships (including hotels, industry chapter involvement and suppliers) in local destination is required. Destination consultative selling knowledge is preferred.
• DMCP and/or CMP preferred.
• Management of sales force including hiring, training, motivating, mentoring, terminating and regular job appraisals.
• Strategic local planning including analyzing and implementing new trends, creating marketing campaigns and staying current with status of competition in order to stay relevant in the local market.
• Experience in forecasting, developing annual sales quotas and establishing destination sales goals.
• Financial understanding of reporting, pricing, budgets, and gross profit.

Job Conditions:

The specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus. The noise level in the work environment is usually low. The physical demands described below are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the associate is:

• Frequently required to perform administrative and professional work using writing tools and electronic media.
• Required to be ambulatory to move around freely between buildings and between levels within buildings.
• Occasionally lift and/or move up to 30 pounds.
• Occasionally exposed to fumes or airborne particles and toxic or caustic chemicals associated with office work.

Job Scope & Disclaimer:

This job has recurring work situations involving moderate degrees of discretion. The need for accuracy and effective utilization of accepted policies and procedures is high. Errors in judgment and execution will waste time and resources, adversely impacting unit performance. Employees operate independently but work is verified by supervision. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Acknowledgements:

360 Destination Group is an Equal Opportunity-Affirmative Action Employer / Disability / Veteran.