Director of Sales

3 weeks ago

Burlingame, United States The San Francisco Peninsula Full time

DIRECTOR OF SALES

Reports to the Chief Sales & Marketing Officer

We're seeking an exceptional Director of Sales to join our dynamic and growing team at The San Francisco Peninsula Destination Marketing Organization (DMO) – spanning the region south of San Francisco and north of San Jose (San Mateo County). In this pivotal role, you'll lead our convention sales efforts, driving tourism and economic growth across our diverse multi-city region - coastside to bayside. You'll manage a talented sales team, cultivate key relationships with both partners and meeting planners, and strategically book convention groups that maximize our partners' success. With a blend of leadership, creativity, and hospitality or CVB/DMO industry expertise, you'll play a crucial part in showcasing our area as a premier destination. If you're passionate about travel and tourism, have a proven sales track record, and thrive in a collaborative environment, we want to hear from you.

Essential Functions

Essential responsibilities and duties may include, but are not limited to, the following:

  • Oversee the day-to-day operation of the SFP convention sales programs, including the training and supervision of sales account executives (some local and some remote) and assistants to ensure that goals are met.
  • Oversee and manage Convention Services Manager and Film Commissioner; ensuring that all leads are followed up on and properly tracked in our CRM (Simpleview).
  • Oversee sales-related goals in marketing plan in partnership with the Director of Marketing and provide the leadership team with monthly reports of individual progress and sales team progress.
  • Meet with individual sales managers once a week to track performance, motivate and ensure success.
  • Lead weekly sales meetings to review performance to goals, motivate team and discuss new, creative ideas and share success stories.
  • Review monthly sales reports and take appropriate action steps as needed. 
  • Calculate individual sales manager quarterly bonuses and year-end team bonus and report to COO for payroll within two weeks of period end.
  • Oversee and host FAM trips and out-of-town receptions for meeting planners and media as needed.
  • Produce and host quarterly Mixers for hotel and conference center Directors of Sales and General Managers.
  • Serve as main lead catcher in CVENT and oversee the origination and distribution of convention and meeting leads, as well as subsequent notices to member hotels and public assembly facilities.
  • Conduct an average of five quality sales prospecting calls each day to new prospects and ensure that sales managers are making an average of 10 calls per day. Oversee and manage the results of third-party prospecting agency.
  • Schedule and conduct site tours of the SFP hospitality partners with clients. Assist/partner with CMSO and CEO on site visits for out-of-town sales managers’ clients.
  • Prepare and present written proposals to site selection committees and, when appropriate, in person.
  • Attend and exhibit at industry tradeshows to solicit new and existing clients, as well as attend professional education sessions. Prepare post-tradeshow trip reports demonstrating the success and follow-up needed from each tradeshow.
  • Establish and maintain cooperative, positive relationships with hotels, attractions, and other DMO partners.
  • Prepare sales reports for quarterly Board of Director meetings.
  • Participate in meetings industry professional associations related to the convention sales efforts of the SFP.
  • Assist in the preparation of the annual business plan and budget and ensure proper ROI for tradeshows - securing annual presence for successful ones.
  • Ensure that the sales department stays within budget. Conduct monthly budget reviews with the CSMO.
  • Create content for quarterly Meeting Planner newsletters in partnership with the Communications and PR Manager.
  • Handle special projects that may be assigned to the director of sales by the CSMO or CEO.

Qualifications

  • Five years of sales experience in a supervisory or leadership capacity with a convention and visitors bureau, travel destination marketing organization, hotel or convention center or hospitality-related organization with a proven track record of success strongly preferred and will be prioritized.
  • Established reputation and knowledge of state, regional and national tourism markets. Strong knowledge of the San Francisco Bay and Northern CA region in particular is preferred.
  • Strong organizational and management skills in the sales arena, with great discipline and focus toward prospecting and sales reporting.
  • A natural storyteller and entertaining host with a positive attitude in the position and belief in our region as a premier destination in northern California.
  • Experience in exhibiting at recognized convention industry meetings and trade shows with professionalism and poise.
  • History of highest level of integrity and discretion in past positions.
  • Excellent oral and written communication skills, public speaking skills a plus.
  • Enthusiastic team player and leader who is interested in mentoring, coaching and growing a dynamic and experienced sales team.
  • Ability to motivate sales team to meet individual and group sales goals.
  • Ability to travel up to 30-40% of the year.
  • Experience with SimpleView, or a related CRM, and CVENT is strongly preferred.
  • Ability to work from Burlingame, CA office location three days a week (in person).
  • Provide own transportation.

The normal and customary business hours are Monday through Thursday 8:30 am to 5:00 pm; Friday 8:30 am to 4:00 pm and on occasion, when necessary, evenings and weekend work may be required. This hybrid role is in-office between Tuesday-Thursday, with remote work on Mondays and Fridays.

Please note: We do not offer any relocation assistance.

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