Regional Sales Director, Field Sales- Chicago

Position Overview

Provide area leadership and introduce best practices while monitoring the daily execution of the company sales strategies.  Dotted line sales management responsibility; ensures consistent use of the Encore value proposition and sales processes to ensure maximum event capture. Cultivate and maintain relationships with both key hotel personnel and end-user clientele.  Mentor and develop property-level sales leaders.  Partner with location level operational leadership to ensure profitable revenue growth and achievement of company KPI’s. This would include but not be limited to assisting in business development activity such as prospecting and qualifying new opportunities, account planning, relationship and account management.  

Key Job Responsibilities 

Sales Management

• Provide support to assigned Encore hotel locations. 

• Lead the sales team in cultivating and maintaining relationships with key customers and hotel personnel. 

• Guide the team in evaluating customer proposals and developing specific approaches and sales tactics for various customer types.  

• Coordinate the sales approach and resources within regions and across servicing divisions to maximize Encore’s capture rate, city-wide events, and referral opportunities. 

• Ensure that salespeople effectively present and demonstrates Encore’s value proposition, new technology solutions and core capabilities to our customers. 

Talent Management

• Work with Field Management and HR to select and hire sales professionals in each venue.  

• Collaborate with operations leaders to assess, develop, motivate and mentor sales staff.  

• Work with the training team to help execute sales training efforts to ensure consistency and relevance. 

• Set realistic quotas and hold individuals accountable for their achievement. 

• Conduct sales planning and forecasting activity, manage sales processes and administration utilizing CRM and other tools. 

• Manage all sales training efforts to ensure consistency and relevance.  

• Work with salespeople to prepare and present clear, compelling and persuasive sales presentations including proposal and RVP responses. 

• Ensure team members effectively present and demonstrate Encore’s value proposition and core capabilities to our customers.

Customer Management

• In partnership with venue team members, support key Encore customer relationships.  

• Evaluate customer proposals and develop specific approaches/sales tactics for various customer types.  

• Coordinate the sales approach and resources at the venue level to maximize Encore’s capture rate, area wide events, and referral opportunities. 

Achieving Results

• Ensure sales consistency in discount management, labor billing, proposal preparation, lead import, new product and service offering and event profitability.  

• Achieve revenue targets for individual venues and overall territory.   

Financial Management

• Act as the revenue leader of their assigned territory.  

• Drive Results by adhering to Encore’s financial management initiatives including goal setting, operational planning, forecasting, flow-through, discount management, labor billing, proposal preparation, lead importing, new product/service offering and event profitability.  

• Partner with Finance Leaders to discuss financial performance and develop and ensure execution of strategies for improvements.  

• Collaborate with Finance to implement venue pricing strategies.  

• Review revenue performance and pipeline management with Venue Leaders, measuring key performance indicators and develop strategies for improvement. 

• Collaborate with aligned RVPVs and Venue Leaders to develop and deliver business reviews.  

• Ensure revenue forecasts are completed in a timely and accurate manner.

Job Qualifications

• Bachelor’s degree preferred or equivalent experience 

• 6+ years sales experience 

• Prior sales experience in audiovisual, technology or hospitality experience preferred

• Knowledge of sales process required in addition to the ability to read and decipher financial reports and records

• 3+ year of supervision or leadership experience 

• Technical aptitude, computer proficiency and CRM knowledge required.  Prefer CAD and Oracle knowledge

• Superior communication and presentation skills

Competencies

• Motivating Others

• Building Teamwork

• Business Acumen

• Process Management

• Negotiation

Work Environment

Hotel

Work is performed in a hotel/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust.  The working conditions will vary between moderately quiet to noisy volumes.  Team members will use high-end audio visual equipment and electrical components, and will be exposed to heights via lifts and ladders.  Team members may be asked to work in multiple hotel locations.  Working times will include irregular hours and on-call status including days, evenings, weekends and holidays.   Team members must adhere to appearance guidelines as defined by Encore based on an individual hotel or a representation of hotels in that city or area.

The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job.  While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

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Salary Pay Range: $122,846.00 - $159,700.00

The compensation offered for this role is determined based on the qualifications outlined in the job posting for the specified location. Final compensation is based on a number of factors including location, travel, relevant work experience, or particular skills and expertise. In addition, some positions may be eligible for other compensation such as potential overtime, bonuses or incentives.

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