Director of Sales, Private Events

About the role

The Director of Sales, Private Events will focus on cultivating new private event business for the Del Mar Fairgrounds and Racetrack, in addition to maintaining current client base and ensuring client satisfaction.

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

Qualifications

• 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
• Much 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
• The noise level in the work environment is usually moderate

Compensation

Compensation range between $80,000 - $110,000.

Travel Requirements

25% travel is required, locally and nationally.