Director of Sales


Job Title:            Director of Sales



Department:      Sales and Event Services

Reports To:       Assistant General Manager

FLSA Status:     Salaried Exempt



Summary Generates sales within the short-term 18 month timeframe and oversees operations of Sales Team to include the Sales Manager, Sales Assistant and Receptionist. This position also provides input into the marketing needs of facility to include placement of advertising, participation in industry related events and recommendations for promotional opportunities.   The Director works collectively with the Grand Rapids Convention and Visitor’s Bureau in maintaining the event calendar and monitoring all activities relating to booking events at the facility.  Controls and monitors the customer contact aspect and front-of-house division of the facility.  Plans, monitors, directs and manages overall sales efforts including co-op opportunities with the Visitor’s Bureau.  The Director must have working knowledge of key industry related associations on a local, regional and national level to be successful in this position.



Essential Duties and Responsibilitiesinclude the following. Other duties may be assigned.


·        Supervises and provides support to Sales Manager and other departments as necessary.

·        Develops sales contracts and addendums and monitors compliance.

·        Identifies and implements sales goals and objectives. 

·        Implements actions items listed in annual Marketing Plan.

·        Researches, reviews and recommends equipment, materials and supplies required in sales efforts and planning purposes.

·        Prepares Sales departmental budget and estimated revenues.

·        Maintains a professional image and generates positive public relations with patrons and staff.

·        Works extended/irregular hours including nights, weekends and holidays, as needed.

·        Prepares schedules and assigns projects to the Sales Manager when necessary.

·        Meets with potential clients, advises them on the facility requirements, and negotiates sales of additional services.

·        Works with internal service partners to provide quality service to customers.

·        Review contracts for all clients

·        Represents the facility at tradeshows, community events, and industry meetings.

·        As necessary, manages meetings, tradeshows, conventions and conferences contracted at the facility.

·        Coordinates internal service needs with food service, audiovisual, telecommunications, electrical and other vendors on behalf of clients.

·        Prepares reports of monthly event activities for submission to the Assistant General Manager and CAA.

·        Develops and oversees application of policies and procedures for the Sales Department and monitors their compliance.

·        Maintains standards of customer service by working with all departments in the facility.



Supervisory Responsibilities                                                   


Oversees Sales function of Sales Manager, Sales Assistant and front desk staff in the facility. Carries out all supervisory responsibilities in accordance with SMG's policies and applicable laws as outlined in the organizational guidelines. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding; disciplining employees in conjunction with Human Resources; addressing complaints and resolving problems.





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.



Education and/or Experience


Bachelor's degree from four-year College or university in Marketing, or a B.S. in Hotel/Hospitality Management Public Relations or related field is preferred. 3-5 years of Event Management and/or Sales experience in a Convention Hotel or Convention Center is preferred.  Basic knowledge of software booking systems and/or Microsoft based platforms is essential to the function of this position.


A minimum of 3 years direct supervisory experience is also necessary.


Skills and Abilities                                                


·        Excellent organizational and interpersonal skills required

·        Ability to effectively supervise staff

·        Ability to prioritize multiple projects

·        Exceptional communication skills both verbal and written

·        Excellent organizational, planning and problem-solving skills

·        High aptitude for figures and advanced writing skills

·        Professional presentation, appearance and work ethic


Computer Skills       


To perform this job successfully, an individual should have an accomplished working knowledge of computers and industry standard software systems.  This would also include working knowledge of standard Microsoft Windows operating based platforms to include, Outlook, Excel, Word, Access and to some degree database management or related software.


Language Skills


Ability to, in English, read, analyze and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to, in English, write reports, business correspondence, and procedure manuals. Ability, in English effectively present information and respond to questions from groups of managers, clients, customers, and the general public.



Mathematical Skills

The ability to calculate figures and amounts such as discounts, interests, commissions, proportions, percentages, area, circumference, and volume.  The ability to apply concepts of basic algebra and geometry.


Reasoning Ability

The ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  The ability to interpret a variety of instructions furnished in written, oral diagram or schedule form.



Other Qualifications

·        Ability to travel extensively via air and auto required

·        Ability to work irregular hours in addition to normal business hours, to include nights, weekends and holidays as needed

·        Must be able to maintain a productive, team oriented relationship with staff Convention Bureau, Hoteliers and supporting sub-contractors


SMG is an Equal Opportunity Employer/Affirmative Action employer, and encourages women, minorities, individuals with disabilities, and protected veterans to apply.  VEVRRA Federal Contractor.