Cohera ยท 1 day ago
Director of Sales
San Diego, CA
Full-time
Hybrid
Director/Executive
8+ years expCohera is a company formed from the merger of 360 Destination Group and CSI DMC, focusing on delivering unforgettable events. The Director of Sales will lead the local sales team, develop employee relations, and ensure effective collaboration with other departments to maximize sales and client satisfaction.
Events Services
Hiring Manager
Denise Favela
Responsibilities
Lead and manage the local sales team, overseeing performance, coaching and professional development
Develop and maintain sound employee relations at all levels to include mentoring, counseling, and disciplining employees; plan, monitor, and appraise job results
Develop weekly or bi-weekly one-on-ones schedule with each individual direct report for mentorship, development, and coaching
Develop and maintain an effective sales organization through recruiting, orienting, training and mentoring employees
Works cross-functionally with the General Manager and Director of Design to ensure proposal processes are aligned with client needs, strategically prioritized, and delivered in a timely manner to maximize win rates
Partners with the General Manager and Director of Events to align client commitments with operational execution, ensuring programs are delivered accurately, efficiently, and in line with client expectations
Support Event Manager & Design & Development Manager in order to succeed in program execution and deliverables
Leverage internal and external partnerships and relationships to drive lead volume and sales in assigned channels
Prospecting based on hotel, CVB, DMO, or Salesforce lists and opportunities
Maintain high sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
Work with Strategic Accounts Team to target potential clients and win business while staying within MSA terms
Work with Marketing to develop sales campaigns and materials to stay relevant with hotels, CVBs, and Clients in collaboration with Business Development (if applicable)
Collaborate with General Manager to develop a plan of deployment for team to maximize effectiveness and ensure a timely response to all RFPs
Act as primary sales liaison to Cohera internal sales channels as it leads to maximizing incoming and outgoing referrals between offices and Strategic team
Establish sales objectives by forecasting and developing monthly and annual sales quotas for the team and individual Account Executives with General Manager
Provide input in regard to annual goals and gross profit plans by analyzing market trends and Salesforce forecast
Assist in managing margin-related goal expectations from direct reports and be able to assist in margin related decision making or escalate as appropriate to achieve company goals
Review and approve reporting of any Preferred Hotel Agreements in your destination in collaboration with VP of Sales and General Manager
Participate in yearly budget creation process including sales, gross profit, and expense categories with your General Manager
Ensure financial data (sales and profit) are kept updated in Salesforce so that proper sales/profit forecasting can be achieved via Salesforce
Maintain professional and technical knowledge by attending educational workshops; review professional publications; establish personal networks; participate in professional societies
Represent Cohera on company sales trips and/or make AE assignments based on trip destination(s)
Report to the local New York City office two days a week, one being Wednesday
Qualification
Required
Eight or more years of total work experience with a minimum of six years of sales experience in a DMC, incentive travel, or related industry
Experience in forecasting, developing annual sales quotas and establishing destination sales goals
Financial understanding of reporting, pricing, budgets, and gross profit
Extensive proposal development, pricing, and various operational capabilities are required
Industry relationships (including hotels, industry chapter involvement and suppliers) in local destination is required
Management of sales force including hiring, training, motivating, mentoring, terminating and regular job appraisals
Strategic local planning including analyzing and implementing new trends, creating marketing campaigns and staying current with status of competition in order to stay relevant in the local market
Knowledge of sales and marketing strategies to meet Strategic Plan including annual goals/gross profit
Knowledge of client development and comfortable in negotiating
Ability to provide solutions and/or resources to challenges/opportunities that may arise during development and sale of programs
Ability to develop and maintain strong supplier/partner relations at venue and community locations, including negotiation on behalf of clients for best locations, terms, etc
Ability to professionally represent Cohera at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings
Ability to travel to other Cohera office locations by vehicle or airplane
Excellent verbal and written communications skills
Preferred
DMCP and/or CMP preferred
Destination consultative selling knowledge is preferred
Benefits
Health insurance coverage including medical, vision, and dental.
Discretionary PTO for vacation and personal time, paid holidays, and paid sick leave accrued based on hours worked.
401(k) with employer match.
Company-paid short term and long term disability insurance coverage.
Company-paid $50,000 basic life insurance.
Voluntary life insurance.
Paid DMCP and/or CMP certification.
Paid industry memberships.
Company
Cohera
Cohera was born from the merger of 360 Destination Group + CSI DMC and brings together decades of destination management experience under one name.
201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase