Career Center

JOB TITLE:                  Director of Convention Sales

DEPARTMENT:            Convention Sales

REPORTS TO:             COO

SALARY RANGE:        $95,000 to $115,000 (annual, non-incentive based)

SUMMARY: Member of the Executive leadership team at Visit Jacksonville responsible for creation and execution of the strategies and tactics of the Sales Department to promote and sell the destination to meetings, conventions, groups, sporting events, etc. in a manner which maximizes the economic impact to the destination.  Oversight of the positions on the Sales team and provides staff direction to execute in accordance with the strategies that align with the mission and vision of the organization and President.

DUTIES & RESPONSIBILITIES:

• Responsible for the hiring, training, supervision, evaluation and oversight of all Sales Managers to achieve the metrics of success as established annually through both the Annual Plan and Incentive Plans for the sales team.
• Development, implementation and communication to the sales team of an Annual Plan each year to establish goals that align with the strategic initiatives of the sales efforts for the organization.
• Development of an annual Incentive Plan for sales managers that encourages growth as well as achievement of annual metrics. Establishment includes specific goals pertaining to lead generation, new business, bed tax revenue, future room night bookings and actualization.
• Development of annual budget that will align with achieving the strategic initiatives crafted in the annual plan.
• Responsible for continual strategic planning and initiatives to encourage growth in convention sales within the City.
• Responsible for maintaining close working relations with area hotels, City of Jacksonville facilities, the Convention Center management and others to serve as the liaison between the client and these facilities.
• Responsible for ensuring that community partners are updated and aware of all initiatives that Visit Jacksonville is using to promote group and convention growth; minimum of quarterly meetings within the City with these respective partners.
• Responsible for strategic analysis of the market, pace, group trends and local analytics to ensure that all goals are in alignment with the needs of the City and tourism partners.
• Develop and administer convention grant opportunities, promotional and sponsorship opportunities and co-op opportunities to incentivize groups to book in Jacksonville.
• Participate as member of the Executive Leadership Team responsible for key decisions that affect the current and future organizational development of Visit Jacksonville.
• Through the Chief Marketing Officer, provide insight into the marketing initiatives needed to align with the achievement of goals for the Sales team.
• Work with the Director of Destination Experience to ensure services offered are structured appropriately based on the needs of the group and market.
• Establish, maintain and improve department policies and procedures designed to maximize revenue and maintain accountability.
• Plan and conduct sales staff meetings, no less than twice monthly.
• Develop and help execute FAMs or custom site visits (as determined by annual strategic plan) to showcase the City to pre-qualified clients.
• Complete projects on a timely basis to the COO or President & CEO.
• Maintain excellent working knowledge of the destination’s product and services – hotel/motel properties, exhibit facilities as well as area attractions that have a positive sales impact.
• Review and approve all purchase request forms and expense reports for the sales staff adhering to all Visit Jacksonville procedures.
• Attend Tourist Development Council (TDC) meetings readily prepared to speak to sales goals and initiatives and keep accurate track of all Visit Jacksonville CVB Grants for potential inquiries on offerings.
• Compile and analyze month end reports and quarterly reports for department’s activities and goals.

• Minimum 7-10 years sales experience at management level in the tourism industry. Please do not apply if no tourism/hospitality related sales experience.
• Four-year degree from an accredited academic institution in Business Management, Hospitality/Tourism or similar field.
• Extensive knowledge of convention and group sales tactics, metrics and tracking.
• Knowledge and experience with STR and other reporting and forecasting models on industry data and trends.
• Detail-oriented, strong organizational and analytical skills and adherence to policies and procedures.
• A proven track record of driving increased sales, developing strategic relationships, growing market share and increasing profitability.
• Excellent interpersonal, presentation and communication skills.
• Willingness to travel as needed and attend various trade shows or conferences.
• Willing and able to work evenings, weekends and holidays based on client and office demands.
• Advanced knowledge of hospitality sales and principles.
• Proficient in computer skills and paperless operations. Primary office platforms include: iDSS, SharePoint, Teams, PandaDoc, Adobe, Microsoft Office applications.

PREFERENCES:

• Destination Marketing Organization/ Convention & Visitor’s Bureau work experience; minimum 5 years.
• Extensive knowledge of the North Florida region as well as Jacksonville and our local amenities and assets.
• Experience with Convention Center development, growth or expansion within a City.
• IDSS or similar CVB sales tracking database experience.