Director of Sales - AV Events - (Sheraton Centre Toronto Hotel)
Encore Canada
Toronto, Ontario
3d ago

Key Job Responsibilities

Revenue Generation

  • Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.
  • Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
  • Assist with creating high-end, large event, advanced technology solutions for ENCORE’s existing and potential customers.
  • Assist with preparing and delivering compelling presentations that convey the value of ENCORE and effectively solve customer challenges.
  • Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
  • Effectively collaborate with vendors and other departments / divisions of the company to capture and service events.
  • Understand event cost structure and incorporate into solution designs according to established profitability guidelines.
  • Relationship Management

  • Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various ENCORE supporting functions and departments.
  • Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
  • Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
  • Actively refer and guide customers through the ENCORE network, leveraging your contact to secure additional opportunities with existing customers.
  • Sales Accountability

  • Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
  • Ensure all known opportunities are in CRM and completely accurate and updated at all times.
  • See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
  • Learn, adopt and train team on all SOPs related to the role and any new initiatives / programs that are implemented; ensure full team compliance with established SOPs.
  • Maintain knowledge of new product / service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent / confident on available solutions.
  • Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.
  • People Development

  • Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organization’s goals and objectives.
  • Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
  • Motivate and energize team members to make proactive decisions in all communications with customers.
  • Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
  • Serve as the resident expert on the team, providing guidance and support to other team members for large events.
  • Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.
  • Job Qualifications

  • BS / BA or 3+ years of ENCORE or equivalent experience required
  • Minimum 3+ years of sales experience required
  • Prior sales experience in audiovisual, technology or hospitality experience preferred
  • Knowledge of sales process required in addition to the ability to read and decipher financial reports and records
  • Minimum of 1 year of supervision or leadership experience required
  • Technical aptitude, computer proficiency and CRM knowledge required; prefer CAD and Oracle knowledge
  • Superior communication and presentation skills
  • Competencies (by Core Values)

  • Collaborates
  • Builds Effective Teams
  • Organizational Savvy
  • Manages Conflict
  • Develops Talent
  • Drives Engagement
  • Drives Vision and Purpose
  • Ensures Accountability
  • Drives Quality Results
  • Directs Work
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