Apply on Employer Site

ASM Global · 1 month ago

Director of Sales, Private Events

Del Mar, CA

Full-time

Onsite

Director/Executive

$80K/yr - $110K/yr

7+ years exp

ASM Global is a leading venue management and services company focused on creating new opportunities for team members and fostering an inclusive culture. The Director of Sales, Private Events will cultivate new private event business, maintain client relationships, and lead the sales team to maximize revenue at the Del Mar Fairgrounds and Racetrack.

Entertainment

Responsibilities

Build, manage, and provide leadership to the day-to-day operations of the sales team, while maintaining focus on the company strategic goals

Perform revenue forecasts and profit/loss reports that illustrate your team’s overall performance against sales goals

Participate in the preparation of the annual departmental Private Events budget, the arena sales and marketing plan, and other assigned financial plans which support the overall objectives of the fairgrounds

Work as part of the senior leadership team of the arena to positively impact the effectiveness of the operation of the fairgrounds

Work closely with the Legends Global Corporate Sales & Marketing Team

Conduct market analysis and devise strategies for generating new business

Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the fairgrounds while maintaining client satisfaction

Manage business on the books successfully and work pipeline of Inquiries, Prospects, Tentative and Definite bookings

Close sales by prospecting and developing relationships, analyzing needs and opportunities, developing effective proposals, negotiating terms, documenting activity, and thoroughly following up on issues pertaining to the sale and delivery of services to customers in a timely manner

Ensures excellence in guest satisfaction through effective training of staff, commitment to a 'Do Whatever It Takes' attitude and a hands-on, lead by example management style

Work with local Key Influencers including Hotels, Convention & Visitor Bureaus, Chambers, Retail Outlets, Office Buildings and Condo/Apartment buildings

Qualification

Event sales experienceB2C sales managementFinancial analysisStrategic selling skillsCRM applicationsLeadership skillsMathematical skillsCommunication skillsProblem-solving skillsInterpersonal skillsTime management

Required

Minimum 7+ years current sales experience, preferable in hospitality or an entertainment venue focused on event sales

Bachelor's degree or equivalent combination of education and related experience and/or training

3+ years current B2C sales team management experience to include entry and mid experience levels

Working knowledge of local and regional markets, venue operations, and special events industries

Strong strategic and consultative selling skills

Resourceful, innovative, and forward thinking, with an entrepreneurial spirit

Expertise in financial analysis and planning, budgeting, and marketing

Ability to work in a fast-paced environment and manage multiple tasks simultaneously

Can be trusted to act in a manner that is truthful and values direct, honest communication at all levels of the organization

Strong interpersonal skills; can effectively communicate and relate to all levels within and outside the organization; creates and builds positive and productive relationships

Responds quickly and effectively to changing trends and circumstances; embraces change and welcomes fresh perspectives; learns from past mistakes and adjusts accordingly

Professional verbal and written communication skills

Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances

Strong computer skills, particularly with Excel, Word, and CRM Applications

Specific vision abilities required by this job include close vision and distance vision

Significant skills and aptitude in leadership, judgment, decision making and resolution of complex issues

Ability to create strong relationships, lead a team and assign tasks through exemplary leadership skills

Ability to speak clearly to give instructions and explanations and listen/understand when communicating with staff, vendors, and clients

Ability to write and compose correspondence, contracts, memos, and reports

Demonstrate knowledge in the practice of and procedures related to all areas of event set up, tear down & conversions

Possess a thorough understanding of the operational procedures, facility capabilities, industry terminology, event-related services, and technical requirements for all the types of events anticipated at the facility

Work effectively under pressure and/or stringent schedule and produce accurate results for multiple projects in a fast-paced setting

Remain flexible and adjust to situations as they occur

Proactive problem solver and clear communicator

Ability to work extended hours on evenings, weekends, and holidays

Ability to walk or otherwise move about frequently for several hours