Director of Sales

POSITION: Director of Sales

DEPARTMENT: Sales

REPORTS TO: General Manager

FLSA STATUS: Salaried Exempt

Summary

As the world’s leading venue management company and producer of live event experiences, ASM Global is the preeminent management and content partner with over 350 venues worldwide. Our focus is YOU! Through investments in growth, resources, and technology we strive to enhance the experience of our internal team members and to continue creating amazing live experiences for the guests that we serve.

The Fishers Event Center has an excellent and immediate opening for the Director of Sales. The ideal candidate will have a passion for sales, team leadership and excellent communication skills, a client-focused mentality, strong work ethic, and an ability to balance a large number of tasks in a fast-paced environment.

Essential Duties and Responsibilities

• Close sales for private events by prospecting and developing relationships, analyzing needs and opportunities, developing effective proposals, negotiating terms, documenting activity, and thoroughly following up on issues pertaining to the sale and delivery of services to customers in a timely manner.
• Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the venue while maintaining client satisfaction.
• Meet weekly with companies, agencies, and planners to drive private event bookings at assigned venue.
• Perform revenue forecasts and profit/loss reports that illustrate your overall performance against sales goals.
• Participate in the preparation of the annual departmental Private Events budget, the sales and marketing plan, and other assigned financial plans which support the overall objectives of the venue.
• Work as part of the senior leadership team of the venue to positively impact the effectiveness of the operation of the venue.
• Work closely with the ASM Global Corporate Sales & Marketing Team.
• Conduct market analysis and devise strategies for generating new business.
• Manage business on the books and respond to and manage the pipeline of inquiries, prospects, tentative and definite bookings.
• Ensure excellence in guest satisfaction through effective training of staff, commitment to a resilient attitude and a hands-on, lead by example management style.
• Work with local key Influencers including hotels, convention & visitor bureaus, chambers of commerce, and market leaders that drive meetings and events to your local market.
• Support booking/selling non-ticketed events as needed.
• Sell sponsorship opportunities for events, and cultivate, procure and manage sponsors, partners, and display vendors alongside the Marketing team.

Qualifications

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
• Ability to work flexible hours in addition to normal business hours.

Education and/or Experience

• Minimum 7+ years current sales experience, preferable in hospitality or entertainment venue event sales.
• Bachelor’s degree or equivalent combination of education and related experience and/or training.
• 3+ years current B2B sales team management experience to include entry and mid experience levels.
• Working knowledge of local and regional markets, venue operations, and special events industries.
• Strong strategic and consultative selling skills.
• Resourceful, innovative, and forward thinking, with an entrepreneurial spirit.
• Professional verbal and written communication skills.
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances.
• Strong computer skills, particularly with Excel, Word, and CRM Applications.

Skills and Abilities

• Significant skills and aptitude in leadership, judgment, decision making and resolution of complex issues.
• Ability to create strong relationships, lead a team and assign tasks through exemplary leadership skills.
• Ability to speak clearly to give instructions and explanations and listen/understand when communicating with staff, vendors, and clients.
• Ability to write and compose correspondence, contracts, memos, and reports.
• Demonstrate knowledge in the practice of and procedures related to all areas of event set up, tear down & conversions.
• Possess a thorough understanding of the operational procedures, facility capabilities, industry terminology, event-related services, and technical requirements for all the types of events anticipated at the facility.
• Remain flexible and adjust to situations as they occur.
• Proactive problem solver and clear communicator.
• Ability to work extended hours on evenings, weekends, and holidays.

Physical Demands

• The physical demands described here are representative of those that must be met by an employee 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 employee is regularly required to move around the facility; to stand for long hours during events; talk and hear. This position may require work inside or outside of the building, as needed by events.

NOTE: The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. Also, this document in no way states or implies that these are the only duties to be performed by the employee occupying this position.

ASM GLOBAL is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. VEVRAA Federal Contractor.