The Associate Director of Sales manages the Convention Sales department on a day-to-day basis. Responsible for directing, training, and monitoring the convention sales efforts and related activities for the purpose of promoting the Greater Milwaukee area as a premier destination for conventions, meetings, and trade shows. Responsible for developing long and short-term sales and convention marketing strategies to ensure established goals and quotas are met. Will have responsibilities for a market segment and account management.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Leadership and Development of Individual Sales Performance 

• Directly oversee sales managers on a day-to-day basis, ensuring that sales staff is strategically focused. Assign market segments to sales managers. Develop and maintain daily and weekly measures in support of achieving sales production goals. Mentor and coach sales managers. Hold sales managers accountable for results and adherence to established policies and Responsible for conducting sales staff performance appraisals.
• In coordination with the Vice President of Sales, establish annual goals and production merit programs for the sales department.
• Conduct daily and weekly sales team meetings with department staff and convention services staff. Includes cross-departmental collaboration as needed.

Convention Sales Planning and Administration

• Assist the Vice President of Sales in the development, implementation, and monitoring of a sales marketing plan and strategies to promote the destination to convention business with primary focus on convention center groups at WCD (Wisconsin Center District).
• Develop, implement, and monitor a systematic program of sales solicitation including phone and email contacts, special events, and active, targeted participation at industry trade shows.
• In conjunction with the Vice President of Sales, develop incentive programs for clients. Manage business opportunity fund, including establishment of procedures and training of sales staff on the program.
• Assist Vice President of Sales with meeting planner Advisory Council and Three-City Collective with VisitPittsburgh and Travel Portland.
• Manage and oversee all booking reports, bid presentations and site inspections conducted by the sales department. Manage team and partners to develop and present competitive bid package and incentives.
• Oversee the lead process, ensuring complete meeting planner specifications are accurately included in leads.
• Work with Vice President of Sales in overseeing Convention Sales & CRM Coordinator to ensure proper maintenance and utilization of reports, research, and CRM database. Ensure reports are generated accurately and in a timely manner.
• Analyze sales statistics from monthly activity reports including but not limited to leads generated, confirmed bookings, conversions, lost business, and proposed client base expansion.
• Identify and explore emerging markets. Stay current on competition, industry trend, and practices.
• Oversee the coordination and transition of clients from account sales to account services, in conjunction with the Director of Convention Services.

Client, Industry, and Community Relations

• Conduct monthly Director of Sales meetings with partner hotels; prepare agenda and chair the meetings.
• Represent VISIT Milwaukee or assign members of sales staff to represent VISIT Milwaukee at the local, state, and national level by maintaining active memberships in pertinent industry associations and attending industry-related meetings to promote sales and services.
• Maintain close working relationships with partner hotels, WCD, and partners. Serves as liaison between the client and these facilities.
• Identify, recruit, and encourage local stakeholders who can influence targeted clients on-site decisions.
• Maintain well-informed working knowledge of all related convention and show facilities and services, hotel and tourism partners.

Other Supervisory/Administrative Duties

• Carry out supervisory responsibilities in accordance with the organization’s policies and applicable law.
• Interview, recommend for hire, and train new employees. Reward and discipline employees as needed.
• Review and authorize office documentation, including department specific and administrative documents.
• Coordinate all documentation and backup related to account management and budget.
• Assist Vice President of Sales in preparation of department annual budget. Manage department expenditures to assure compliance with policies budget levels. Review monthly financial reports and report variances in a timely manner.

Requirements

Required education and experience:

• Bachelor’s degree from an accredited institution in business, marketing, communications or related field, or:
•  An equivalent combination of education, experience and training that would provide the knowledge, skills and abilities required for the successful performance of the essential job duties.
• Minimum five years of experience at a management and/or Director level in direct sales, sales marketing, or related field.
• Sales experience within a convention bureau, convention center, and/or convention hotel preferred.
• Relevant      industry certifications a plus (CAE, CDME, CMP, etc.)

Required skills, knowledge and abilities: 

• Proven skills in leadership, mentoring, and motivating others.
• Proven skills in sales training, persuasion and negotiations, relationship building.
• Excellent communication skills and demonstrated presentation skills.
• Ability to develop and write effective proposals, reports, sales plans and business correspondence.
• Strong commitment to diversity and inclusivity in the workplace.
• Ability to present to diverse audiences, specifically, racially, ethnically, and socioeconomically diverse communities.
• Strong national, local and/or state client base desired. Involvement withExperience with MS Office applications and CRM databases.
• Ability to travel by air and personal vehicle. Must possess a valid driver’s license.
• Ability to work evenings, weekends, and holidays based on client and office demands.

Physical Requirements:

• Ability to sit or stand at desk, operate computer keyboard and view computer screen for six to eight hours per day.
• Must be able to hear and converse via telephone and in person.
• Must be able to stand and/or walk for extended periods of time
• May be required to lift boxes and small equipment up to 50 pounds in weight.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization

Apply including resume, cover letter, and desired salary.

No phone calls please. Due to the high volume of applications received, we are not able to contact all applicants.

VISIT Milwaukee is an equal opportunity employer.