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Encore · 2 days ago

Senior Director, Sales II, Hotel Services - Gaylord Opryland Resort, Nashville TN

Nashville, TN

Full-time

Onsite

Lead/Staff, Director/Executive

$72K/yr - $88K/yr

3+ years exp

Encore is a leading company in event technology and services, seeking a Senior Sales Director to manage a sales team focused on providing exceptional event experiences. The role involves developing strategies for revenue growth, maintaining customer relationships, and ensuring the achievement of sales targets.

Event ManagementEvent PromotionEvents

Hiring Manager

Bill Dewitz

Responsibilities

Drive Results by establishing sales objectives through forecasting and developing quotas for all team members

Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities

Assist with creating high-end, large event, advanced technology solutions for Encore’s existing and potential customers

Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges

Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience

Effectively collaborate with vendors and other departments/divisions of the company to capture and service events

Understand event cost structure and incorporate into solution designs according to established profitability guidelines

Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments

Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences

Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges

Actively refer and guide customers through the Encore network, leveraging your contact to secure additional opportunities with existing customers

Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets

Ensure all known opportunities are in CRM and completely accurate and updated at all times

See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely

Learn, adopt and train team on all SOPs related to the role and any new initiatives/programs that are implemented; ensure full team compliance with established SOPs

Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions

Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc

Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organization’s goals and objectives

Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality

Motivate and energize team members to make proactive decisions in all communications with customers

Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship

Serve as the resident expert on the team, providing guidance and support to other team members for large events

Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs

Qualification

Sales experienceCRM knowledgeLeadership experienceTechnical aptitudePresentation skillsRelationship managementRevenue generation strategiesEvent production knowledgeFinancial report analysisTeam developmentCommunication skills