Director of Event Sales

3 days ago

Beverly, United States Endicott College Full time

We are located approximately 20 miles north of Boston and parking is free. We are also accessible by commuter rail on the Newburyport/Rockport line. Come and explore Endicott's seaside locale where employees are an important part of the bustling campus community

Please apply today if this opportunity looks like the right fit for you.

Misselwood is an oceanfront estate that boasts panoramic views of the ocean in a historic setting in Beverly, serving as a memorable space for world-class events. We are seeking a Director of Event Sales to continue delivering superior hospitality and exceptional customer service in this breathtaking location.

The Director of Event Sales will oversee and guide the sales team to drive revenue from weddings, social events, meetings, overnight programs, and hosted event series. The primary focus of this role is to increase revenue through strategic sales initiatives, managing a team of event sales managers and coordinators, and fostering relationships with key clients.

We are looking for a dynamic leader with a strong background in hospitality management, proven sales expertise, and the ability to ensure sales strategies align with the Misselwood brand to achieve growth, profitability, and customer satisfaction. This role will work collaboratively across the Misselwood team, the Endicott Campus, and beyond to provide a seamless experience for all clients while, supporting the growth and development of direct reports.

Key Outcomes

30% of Time: Sales Strategy Development and Execution

• Develop and implement comprehensive sales strategies to achieve revenue goals, working closely with sales managers and other key stakeholders.

• Identify and target potential clients, including corporate groups, alumni, community organizations, and other key markets.

• Analyze market trends, customer preferences, and competitor activity to adjust sales strategies and maintain a competitive edge.

• Collaborate with marketing and operations teams to align sales efforts with brand messaging and promotional initiatives.

• Continuously assess the effectiveness of sales strategies and refine them to maximize market reach and revenue potential.

30% of Time: Revenue Growth and Management

• Create and maintain competitive pricing packages for event spaces and services, balancing market trends, client needs, and profitability goals.

• Identify new business opportunities and emerging markets to target, including corporate events, conferences, weddings, and social gatherings.

• Track and analyze revenue performance, using financial metrics to forecast sales, monitor key performance indicators (KPIs), and adjust plans accordingly.

• Prepare and present detailed financial reports to management, highlighting sales performance, market opportunities, and areas for improvement.

• Lead initiatives to improve revenue generation through cross-selling and upselling event services and packages.

20% of Time: Performance Management and People Development

• Set clear performance goals and KPIs for the sales team, conducting regular reviews to assess progress and provide feedback on areas for improvement.

• Use data-driven insights and performance metrics to guide decision-making, continuously driving efficiency and effectiveness in the sales process.

• Mentor and coach sales team members to enhance their skills, foster growth, and support career development.

• Lead initiatives to improve employee engagement, increase retention, and create opportunities for professional development within the sales team.

• Cultivate a high-performing, collaborative team culture that supports individual and collective success.

15% of Time: Client Relationship

• Identify and participate in networking events, trade shows, and community activities to generate leads and build industry presence.

• Build and maintain strong relationships with key clients, stakeholders, and partners to drive repeat business and referrals.

• Support the sales team as needed in conducting venue tours, preparing proposals, negotiating contracts, and closing deals.

• Serve as the primary point of contact for high-profile clients and handle escalated concerns or special requests, ensuring client satisfaction.

• Collaborate with the event operations team to ensure a seamless transition from sales to event execution, guaranteeing a high-quality client experience.

5% of Time: Other Duties

• Market Research and Analysis: Conduct ongoing research to stay informed about industry trends, best practices, and emerging technologies that can enhance the event sales process.

• Other Duties as Assigned: Perform additional responsibilities as needed to support the overall goals of the organization and adapt to changing priorities.

Core Competencies

Reliability

able to get the job done, available and engaged with the job, Misselwood Events, and the Endicott community

Organization

organizes time and resources well so that work is done efficiently and on time

Communication Skills

has clear, effective and efficient ways of communicating, both orally and in writing

Adaptability

shows a willingness to adopt new ideas and to do things differently

Follow Through

takes ownership of projects and sees them through fruition

Customer Service

customer-focused with a passion for delivering exceptional service. Employee anticipates the needs and responds to queries in a timely, competent, and approachable manner

Initiative/Personal Leadership

identifies opportunities for improvement and actively contributes to solutions

Team Player

shows a willingness to collaborate and share information, knowledge and experience with team members

Knowledge/Skills/Abilities

• Bachelor's degree in Hospitality Management, Business Administration, or related field.

• A minimum of five years of progressive experience in hospitality operations.

• A minimum of one year of people management experience with proven ability to lead a team, provide direction, feedback, and support to achieve performance goals, while fostering a positive work environment. This role includes managing three direct reports and assisting with seasonal staff during the summer.

• Superior communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.

• Highly organized, detail-oriented, and able to manage multiple priorities in a fast-paced environment.

• Adaptable and resilient, with the ability to navigate change and lead others through it.

• Availability to work evenings, weekends, and holidays to support business operations.

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