Apply at: Careers | Walton County, FL - Home Page
Job Description
The Director of Sales is a highly experienced hospitality sales professional responsible for planning and administering sales policies and programs to achieve group sales booking goals in support of the overall mission of Visit South Walton (VSW), Florida. This position reports to the Executive Director and works closely with the Tourism Development Council (TDC), TDC Committees, internal departments, bed tax collectors and community stakeholders.
The Director will assertively pursue and uncover sales opportunities to maintain, nurture and grow South Walton’s group bookings, establish close working relationships with area bed tax collectors and serve as liaison between VSW and these partners to promote South Walton as a meetings and weddings destination. The Director will cultivate and manage talent within the Sales division to achieve established room night sales goals.
Job Responsibilities
100% - The following statements describe the principal functions of this job and its scope of responsibility, but should not be considered an all-inclusive listing of work requirements. Individuals may perform other duties as assigned, including working in other functional areas to cover absences or relief, to equalize peak work periods or otherwise to balance the work load.
SALES
• Create an annual TDC Group Sales Plan to identify long and short term sales strategies, key target markets and development of training programs for sales team with the objective of attracting meetings, wedding and reunion business.
• Oversee annual budget in support of defined sales efforts.
• Establish specific room night goals, identify opportunities and allocate appropriate resources for sales promotions (including trade shows) and sales efforts.
• Expand current sales efforts by identifying prospective sales opportunities and cold calling planners who represent domestic U.S. tour trade and meeting industry business that meets the booking criteria for VSW destination offerings. Focus on existing and emerging markets.
• Develop a system for tracking prospects, tentatives and definite bookings to be reported out to the TDC and the bed tax collectors.
• Maintain a well-informed working knowledge of all hotels, meeting facilities, attractions and services available in South Walton.
• Develop a unique selling proposition to promote destination meetings and weddings.
• Solicit and coordinate hotel proposals to be presented for meeting planner consideration to convert sales efforts into actual booking that generate a strong return on investment. Manage all bid presentations and site inspections.
• Identify, make presentations and generate interest from local members of national and regional associations and corporations to enlist their support in booking future conventions.
• Advance the efforts of site tours and familiarization (FAM) programs, trade show participation, sales blitzes and sales missions in partnership with area hotels and hospitality industry. Pre-qualify clients for each FAM.
• Establish and conduct regular meetings with bed tax collector Sales and Catering professionals in the area.
• Develop and monitor customer satisfaction surveys to ensure sales and services efforts meet and exceed industry expectation.
• Ensure group bookings are verified by letter of intent or contract and obtain authorized signatures. Prepare monthly demonstrating the room nights booked and the economic value of group bookings secured by VSW in partnership with bed tax collectors. In addition, prepare monthly sales activity reports (prospects, tentatives and definites) to be reviewed by the TDC and Bed Tax Collectors. Develop a lost business report and summary to determine common areas that are challenges in booking groups.
• Work closely with the Marketing division to identify annual group-sales and destination wedding promotional needs.
• Report Sales activities and results to the Tourism Development Council and Board of County Commissioners as outlined above at regularly scheduled meetings.
• Become an expert in the maximization of the CRM system (Simpleview) and insure all of the sales team is high proficient.
EVENTS
Manage and coordinate annual TDC local event planning, including:
• National Tourism Week
• Chamber Luncheon
• Annual Meeting
VISITOR CENTER
• Administration of Visitor Center operations includes hiring and training of VIC staff, production of event calendar for public dissemination, brochure distribution and gift shop operations.
• Oversee the team interface with area hospitality businesses to offer brochure distribution services and gather partner information for display on visitsouthwalton.com.
• Provide information and presentation training for staff who reach out to area organizations (think Snowbirds, Kiwanas, schools, etc.) to educate and inform about South Walton events and activities.
• In partnership with Marketing, oversee consumer fulfillment in response to visitor inquiries and fulfillment to international travel requests that result from in-person or telephone consultation.
• Provide oversite of team member(s) using the SimpleView CRM database related to visitor inquiries received via telephone or website, merchandise inventory control.
• In collaboration with the Marketing Division, develops merchandizing opportunities that promote the South Walton brand via promotional items for retail sale.
Knowledge, Skills and Abilities
Director of Sales - • Must be an exceptional sales strategist who can recognize target opportunities, define sales booking goals by target, establish objectives for the sales team, and develop and oversee the implementation of annual program tactics that include group sales and services.
• Must have significant relationships/contacts with regional and national meeting planners, travel trade and tour operators.
• Demonstrate a successful track record identifying new business opportunities, established relationships with meeting planners and tour trade.
• Ability to mentor and guide a sales team, build positive working relationships with both internal division leaders and external stakeholders/partners.
• Proven cold calling and prospecting experience in the hospitality meetings industry with specific experience in hotel sales.
• Demonstrated writing, editing, presentation and verbal communication skills.
• Excellent decision-making, problem solving, time management and organization skills.
• Ability to multi-task and to respond quickly in a rapidly changing environment.
• Previous experience working with hoteliers, civic leaders; non-profit groups and business leaders, demonstrated leadership in building collaborative community efforts and working with the public is desirable.
• Ability to travel and work occasional weekends and/or evenings.
• A strong track record in hospitality sales and achievement of room night booking goals.
• Sound budget management experience.
• Walton County resident, or if relocating, willingness to live in the area you are promoting.
• Experience working with and maximizing a CRM and sales software system.
• Participation in customer service training and training staff in customer service.
Qualifications, Training and Experience
• Bachelor’s degree in related field is required. 7 or more years of hospitality-related sales experience in hotel or DMO sales is preferred.
• Must possess strong client base with national associates.
• Proven and successful management of an entire department or functional area required.
• A valid driver’s license is required.
Application Special Instructions
Please attach proof of educational degree
Job Description
The Director of Sales is a highly experienced hospitality sales professional responsible for planning and administering sales policies and programs to achieve group sales booking goals in support of the overall mission of Visit South Walton (VSW), Florida. This position reports to the Executive Director and works closely with the Tourism Development Council (TDC), TDC Committees, internal departments, bed tax collectors and community stakeholders.
The Director will assertively pursue and uncover sales opportunities to maintain, nurture and grow South Walton’s group bookings, establish close working relationships with area bed tax collectors and serve as liaison between VSW and these partners to promote South Walton as a meetings and weddings destination. The Director will cultivate and manage talent within the Sales division to achieve established room night sales goals.
Job Responsibilities
100% - The following statements describe the principal functions of this job and its scope of responsibility, but should not be considered an all-inclusive listing of work requirements. Individuals may perform other duties as assigned, including working in other functional areas to cover absences or relief, to equalize peak work periods or otherwise to balance the work load.
SALES
• Create an annual TDC Group Sales Plan to identify long and short term sales strategies, key target markets and development of training programs for sales team with the objective of attracting meetings, wedding and reunion business.
• Oversee annual budget in support of defined sales efforts.
• Establish specific room night goals, identify opportunities and allocate appropriate resources for sales promotions (including trade shows) and sales efforts.
• Expand current sales efforts by identifying prospective sales opportunities and cold calling planners who represent domestic U.S. tour trade and meeting industry business that meets the booking criteria for VSW destination offerings. Focus on existing and emerging markets.
• Develop a system for tracking prospects, tentatives and definite bookings to be reported out to the TDC and the bed tax collectors.
• Maintain a well-informed working knowledge of all hotels, meeting facilities, attractions and services available in South Walton.
• Develop a unique selling proposition to promote destination meetings and weddings.
• Solicit and coordinate hotel proposals to be presented for meeting planner consideration to convert sales efforts into actual booking that generate a strong return on investment. Manage all bid presentations and site inspections.
• Identify, make presentations and generate interest from local members of national and regional associations and corporations to enlist their support in booking future conventions.
• Advance the efforts of site tours and familiarization (FAM) programs, trade show participation, sales blitzes and sales missions in partnership with area hotels and hospitality industry. Pre-qualify clients for each FAM.
• Establish and conduct regular meetings with bed tax collector Sales and Catering professionals in the area.
• Develop and monitor customer satisfaction surveys to ensure sales and services efforts meet and exceed industry expectation.
• Ensure group bookings are verified by letter of intent or contract and obtain authorized signatures. Prepare monthly demonstrating the room nights booked and the economic value of group bookings secured by VSW in partnership with bed tax collectors. In addition, prepare monthly sales activity reports (prospects, tentatives and definites) to be reviewed by the TDC and Bed Tax Collectors. Develop a lost business report and summary to determine common areas that are challenges in booking groups.
• Work closely with the Marketing division to identify annual group-sales and destination wedding promotional needs.
• Report Sales activities and results to the Tourism Development Council and Board of County Commissioners as outlined above at regularly scheduled meetings.
• Become an expert in the maximization of the CRM system (Simpleview) and insure all of the sales team is high proficient.
EVENTS
Manage and coordinate annual TDC local event planning, including:
• National Tourism Week
• Chamber Luncheon
• Annual Meeting
VISITOR CENTER
• Administration of Visitor Center operations includes hiring and training of VIC staff, production of event calendar for public dissemination, brochure distribution and gift shop operations.
• Oversee the team interface with area hospitality businesses to offer brochure distribution services and gather partner information for display on visitsouthwalton.com.
• Provide information and presentation training for staff who reach out to area organizations (think Snowbirds, Kiwanas, schools, etc.) to educate and inform about South Walton events and activities.
• In partnership with Marketing, oversee consumer fulfillment in response to visitor inquiries and fulfillment to international travel requests that result from in-person or telephone consultation.
• Provide oversite of team member(s) using the SimpleView CRM database related to visitor inquiries received via telephone or website, merchandise inventory control.
• In collaboration with the Marketing Division, develops merchandizing opportunities that promote the South Walton brand via promotional items for retail sale.
Knowledge, Skills and Abilities
Director of Sales - • Must be an exceptional sales strategist who can recognize target opportunities, define sales booking goals by target, establish objectives for the sales team, and develop and oversee the implementation of annual program tactics that include group sales and services.
• Must have significant relationships/contacts with regional and national meeting planners, travel trade and tour operators.
• Demonstrate a successful track record identifying new business opportunities, established relationships with meeting planners and tour trade.
• Ability to mentor and guide a sales team, build positive working relationships with both internal division leaders and external stakeholders/partners.
• Proven cold calling and prospecting experience in the hospitality meetings industry with specific experience in hotel sales.
• Demonstrated writing, editing, presentation and verbal communication skills.
• Excellent decision-making, problem solving, time management and organization skills.
• Ability to multi-task and to respond quickly in a rapidly changing environment.
• Previous experience working with hoteliers, civic leaders; non-profit groups and business leaders, demonstrated leadership in building collaborative community efforts and working with the public is desirable.
• Ability to travel and work occasional weekends and/or evenings.
• A strong track record in hospitality sales and achievement of room night booking goals.
• Sound budget management experience.
• Walton County resident, or if relocating, willingness to live in the area you are promoting.
• Experience working with and maximizing a CRM and sales software system.
• Participation in customer service training and training staff in customer service.
Qualifications, Training and Experience
• Bachelor’s degree in related field is required. 7 or more years of hospitality-related sales experience in hotel or DMO sales is preferred.
• Must possess strong client base with national associates.
• Proven and successful management of an entire department or functional area required.
• A valid driver’s license is required.
Application Special Instructions
Please attach proof of educational degree