Comcast Spectacor

  • Vice President of Sales and Marketing - Atlantic City Convention Center

    Location US-NJ-Atlantic City
    Job ID
    2019-5146
    Group
    Spectra - Venue Management
    Location Name
    Spectra VM - Atlantic City Convention Center
    Category
    Sales and Marketing
    Type
    Regular Full-Time
  • Overview

    In directly reporting to the General Manager, the primary role of the ACCC’s Director of Sales is to ensure that the highest quality and standards for revenue, economic impact goals and objectives are met for each fiscal year. The DOS is responsible for providing management and oversight of day-to-day activities of the ACCC short-term sales team while maximizing targeted booking opportunities within the short-term 18-month timeframe. This position works collaboratively and collectively with MeetAC and Spectra Food Services & Hospitality in maintaining the sales calendar for the ACCC while assisting in servicing, negotiating and contracting ACCC clients.  

    This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for the ACCC’s mission to promote and sell the ACCC and Atlantic City. This is accomplished by developing and implementing ongoing strategic initiatives that will positively impact revenue and profits while generating overall economic impact.

     

    This position is based at our Atlantic City Convention Center. The Atlantic City Convention Center is a large convention center located in Atlantic City, New Jersey. Opened in 1997, the center includes 500,000 sq ft of showroom space, 5 exhibit halls, 45 meeting rooms with 109,000 sq ft of space, a garage with 1,400 parking spaces, and an adjacent Sheraton hotel. The Convention Center, designed to incorporate and reflect Atlantic City's seaside location, won the prestigious "Award of Excellence in Architectural Design" from the Pennsylvania Society of Architects. You can learn more about our venue here: https://meetac.com/

     

    Spectra, an industry leader in sports, entertainment and venue management, is dedicated to recruiting and developing individuals with the skills, experience, desire, and values to contribute to the continued growth and success of our organization.  Together, with our 250+ sports & entertainment venue partners, we transform events into experiences! These experiences create excitement, turn heads, and make memories.  Come Join Us!  You can learn more about Spectra at www.spectraexperiences.com/

     

    Responsibilities

    • Works with the General Manager, Assistant General Manager, MeetAC, Spectra Food Services & Hospitality and the City of Atlantic City, to direct all sales initiatives.
    • Oversee sales calendar reporting for all convention, meeting, and event bookings.
    • Assists in the development and implementation of sales strategies and marketing plans to effectively promote and sell the ACCC for all targeted markets.
    • Communicates with the sales leaders of the MeetAC, area hotels and other key hospitality partners and Spectra Food Services & Hospitality, to understand their sales strategies and needs while communicating ACCC’s needs and opportunities.
    • Supervise, advise, support, guide and direct the ACCC’s short-term sales team and monitor their performance on an ongoing basis. This will also include but not limited to annual performance reviews and ongoing educational opportunities.
    • Direct, implement, and oversee the ACCC sales efforts of the sales team to include, but not limited to, bidding conventions, meeting and events.  
    • Develop and implement all aspects of the ACCC short-term sales plan and strategy, including sales goals/objectives while overseeing and evaluating the progress of all defined sales efforts.
    • Primary liaison for the MeetAC, in order to facilitate a consistent and unified selling front and approach for all long-term business. This includes but is not limited to ACCC dates, rates, booking policies and procedures.
    • Negotiates contract terms with ACCC clients according to adopted policies/guidelines and subject to General Manager’s approval.
    • Prepare proposals; reevaluate potential rental & sponsorship value of sales inventory; initiate contractual arrangement; prepare contracts; negotiate terms as required.
    • Conducts meetings and site visits with potential customers interested in the venue and destination.
    • Administers the ACCC booking policy concerning booking related issues and business policies, subject to General Manager’s approval.
    • Represents management in developing and maintaining relationships with current and potential clients.
    • Works with show managers and meeting planners in facilitating site visits and appointments.
    • Prepare, in collaboration with the assistance of the General Manager, Assistant General Manager, Marketing Manager, Spectra Food Services & Hospitality and MeetAC, the annual ACCC sales and marketing plan.
    • Monitors market conditions and maintain a strategic planning approach, which optimizes the ACCC’s position relative to competition and market forces.
    • Manages the short-term (P3) sales effort in a manner designed to maximize venue occupancy while supporting the overall strategy related to quality and impact
    • Administers the design and production of collateral materials including rate schedules, operating policies.
    • Works with Director of Events and Guest Services in updating the Event Planning Guide and implementing efficient information flow between the venue rental, clients, the City of Atlantic City and other ACCC departments.
    • Supervises the preparation of monthly statistical reports, which includes documenting sales activities, including prospecting efforts and results of the ACCC.
    • Works cooperatively with the hotel and hospitality community and other members of the city’s visitor industry in enhancing its position as a convention, meeting and events venue.
    • Develop and annually update pricing and sales materials for ACCC rental rates, meeting/banquet space, and hospitality packages
    • Work with the Director of Finance in developing the annual event revenue budgets. Update the annual event revenue report on a monthly and as needed basis.
    • Update the General Manager, Assistant General Manager and the Director of Finance on any significant future years sales activity, including event cancellations.
    • Develop and implement the annual expense budget for the sales department. Monitor the monthly sales department expense report and address any significant expense variances.
    • Manage the sales activity efforts, including developing individual prospecting and booking goals for all P3 Sales Managers.
    • In collaboration with ACCC’s marketing team, develop and design all venue sales and collateral materials.
    • Maintain communication and contact on a regular basis with selected business, professional, and social groups that may host or provide leads for conventions, meetings, events and tourism markets.
    • Actively conduct outside sales calls for potential event/meeting planners.
    • Develop, enhance and maintain relationships within the meetings, convention and trade show industries.
    • Attend appropriate sales and industry related meetings.
    • Consistently and continuously, find ways to create a means and method of streamlining all aspects of the sales process and overall business development.
    • Develop, augment and maintain industry best practices, rules, policies and procedures.
    • Other Duties as assigned.

     

    SUPERVISORY RESPONSIBILITIES:

    Directly supervises a staff of the following: Sales Managers, a Sales Administrative Staff and a Booking & Contract Coordinator. Carries out supervisory and management responsibilities in accordance with Spectra’s policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees in conjunction with Human Resources; addressing complaints and resolving problems.

     

    Qualifications

    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

     

     

    Experience:

    • Ten (10) years of increasingly responsible experience in a professional convention center management and or hospitality sales role, with at least two (2) years of direct supervisory experience at the department director level.

     

    Education / Training:

    • Bachelor’s Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field.
    • Other combinations of experience and education that meet these requirements may be substituted.

     

    Knowledge Of:

    • Operational characteristics of public assembly venue, hotel or hospitality management.
    • Experience working with or in DMO’s or hotels.
    • Modern management methods, long-range planning, principles of budgeting and supervisory techniques.
    • Should possess a working knowledge of each area of direct and indirect supervision including sales & marketing, event services, safety & security, venue maintenance & housekeeping, finance and human resources, audio-visual, telecommunications and food & beverage operations.
    • Contract development and negotiations including venue event license agreements, service agreements, contract management and sponsorships agreements.
    • Modern and effective customer service practices. 
    • Interpersonal techniques in dealing with unique groups and sensitive circumstances.
    • Terminology used in convention, meetings, events and entertainment settings.
    • The main convention markets domestically and internationally.

     

    SKILLS AND ABILITIES:

    • Plan, direct, and evaluate the work of subordinates.
    • Perform a broad range of supervisory responsibilities over others.
    • Manage multiple projects simultaneously.
    • Work under high pressure in meeting urgent deadlines.
    • Provide leadership to facility staff.
    • Recognize, analyze and resolve challenges.
    • Develop and implements programs, policies, and procedures for the sales team.
    • Develop comprehensive management reports and manuals (i.e. Annual Sales & Marketing Plan, Annual Facility Report, Booking Policies, etc.).
    • Conduct a variety of organizational studies, investigations, and operational studies; recommend modifications to programs, policies, and procedures as appropriate.
    • Establish and maintain effective working relationships with staff, key sales partners, venue stakeholders and users.
    • Communicate clearly and concisely in the English language, both orally and in writing.
    • Work a flexible schedule including early mornings, evenings, weekends, holidays, and extended numbers of days.

     

    COMPUTER SKILLS:

     

    To perform this job successfully, an individual must have good computer skills; knowledge of Microsoft Office, Customer Relationship Management (CRM) software programs and Ungerboerck event management software a plus.

     

    CERTIFICATES, LICENSES, REGISTRATIONS:

     

    No certifications are required.

     

    PHYSICAL DEMANDS:

    These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the Director of Sales Job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of the Director of Sales Job.

     

    While performing the responsibilities of the Director of Sales Job, the employee is required to talk and hear. The employee is often required to sit and use their hands and fingers, to handle or feel. The employee is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. Vision abilities required by this job include close vision. 

     

    WORKING CONDITIONS:

    While performing the responsibilities of the Director of Sales Job, these work environment characteristics are representative of the environment the Director of Sales will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the Director of Sales Job.

     

    Incumbent works in an office setting with minimal adverse exposure to environmental hazards. The noise level in the work environment is usually quiet to moderate.

     

     

    SPECTRA IS AN EQUAL OPPORTUNITY EMPLOYMENT EMPLOYER.

     

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