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Director, National Accounts, West Coast Market

The Greater Miami Convention & Visitors Bureau is seeking an experienced professional to successfully manage and grow the west coast market.

Accountability:

This position reports to the Vice President, Convention Sales.

Job Summary:

This position is responsible for the management and growth of a designated market production based on predetermined goals established by the senior leaders. The Director, National Accounts will generate and follow up on sales leads in a specified territory or market segment, in-order to book room nights in Bureau partner hotels and the Miami Beach Convention Center. Promotes Miami as a premier meeting destination.

Nature of Work:

Work is performed under pressure in a fast paced, formal environment. Plan and execute major projects using own initiative. Primarily performs work under established policies and criteria. Mistakes and missed deadlines may result in monetary loss and/or loss of time to the client. Although work is performed under established rules, has input in the establishment of policies and rules affecting the job.

Basic Responsibilities:

This position will be responsible for the West Coast market:

  • Develop and implement sales strategies short and mid-term for National Accounts in close coordination with other departments and partners.
  • Increase sales within National Accounts and develop new areas of business for the destination.
  • Foster collaborative relationships with other national account managers/account executives.
  • Initiate and develop relationships within new market sectors to progressively expand awareness and new bookings.
  • Responsible for reviewing and negotiating terms and conditions of agreements and contracts with approval from senior management.
  • All national account management activities within the channel(s), including overall management of department budget.
  • Understanding national accounts' requirements and develop programs to meet these requirements.
  • Creation, management and tracking of sales tradeshows, sales missions, and client engagement events.
  • Review sales numbers for assigned accounts, identify areas for improvement, collaborating with sales representatives to identify issues, work cohesively to create solutions and develop new strategies to increase sales.
  • Frequent interaction with clients to ensure top notch customer service and resolution.
  • Monitor direct report(s) productivity and provide performance evaluations, constructive feedback, mentorship, and address performance challenges and communicate to appropriate leadership.
  • Responsible for following departmental and general administrative processes and procedures including utilization of Simpleview database to track sales leads, bookings, and sales activities, completing and submit business related expense reports, vendor check requests, generating and creating reports using spreadsheets.
  • Provide briefings on sales activities to supervisor as requested.

Principal Accountabilities (goals):

  1. Solicits and secures hotel and convention center leads through telemarketing and written correspondence.
  2. Produces sales leads, bookings, lost business transmittals and pre and post trip reports.
  3. Conducts organized site inspection visits including venue reviews.
  4. Organizes sales trips/blitzes with creative theme; producing mailing, solicitation list, followed-up with reports and expenses.
  5. Attends local industry meetings, trade shows, familiarization trips, luncheons, etc.
  6. Coordinates and develops proposals.
  7. Makes presentations to organizations promoting Greater Miami & the Beaches.
  8. Maintains an acceptable level of productivity submitting leads, bookings, room nights, and convention requests.

Travel:

Moderate out of state travel required. 25% - 35% overnight travel.

Additional Duties:

May work on special projects from time to time.

Interaction:

External
Interacts with hotel sales managers and representatives, meeting planners, politicians, activists, vendors, and clients by means of telephone, written correspondence, other forms of electronic communication and in person.

Internal
Confers with staff, up to the departmental Sr. VP and President & CEO level for the purpose of obtaining and disseminating information.

Supervision Received:

Work is performed independently, conferring with supervisor for weekly updates on major projects. Initiative is required to resolve problems.

Supervision Given:

1 Administrative Assistant.
Provides feedback for hiring decisions and evaluates the performance of subordinate. Responsible for recommending corrective action as needed.

Knowledge Skills & Abilities:

  • Success in this position requires strong interpersonal skills for frequent interaction with customers and peers.
  • Bachelor’s degree in Sales, Business Administration, or relevant field.
  • Minimum five years demonstrated work experience in hotel or DMO.
  • Proven successful sales experience managing mid to large accounts and solid understanding of processes and procedures.
  • Demonstrated technical competence in Microsoft Office Suite 365.
  • Type 30 correct words per minute.
  • Excellent verbal and written communication skills.
  • Solid customer service attitude with excellent negotiation skills.
  • Strong communication and team management skills.
  • Proven work experience in a supervisory role including employee performance evaluation, building teams, identify needs and provide for employee performance.
  • Analytical skills with a problem-solving attitude.
  • Availability to travel as needed.
  • Five-ten years’ experience in specific market (west coast).
  • DMO experience preferred.

Essential Physical Requirements:

Carrying and setting up equipment and displays approximately 15 pounds. Standing and walking for considerable periods of time for the purpose of conducting familiarization tours, etc. Verbal communication is required to respond to customers telephonically.

APPLY BY DEADLINE October 31st. We offer a competitive compensation package. Send resume & salary requirements to: employment@GMCVB.com or mail: GMCVB, Human Resources 701 Brickell Avenue, #2700 Miami, FL 33131. NO PHONE CALLS PLEASE. EOE.