Senior Director of Sales - Chicago Downtown

Encore - Chicago, IL

Full-time - Senior

Chicago, IL

Apparel Manufacturing

About the position

The Senior Sales Director is responsible for managing a high-performing sales team that guides customers through exceptional event experiences. This role involves creating and implementing effective strategies aimed at revenue growth and customer satisfaction, ensuring that the team meets established targets. The Senior Sales Director will utilize all available tools and standard operating procedures (SOPs) to maximize event and revenue capture from their assigned customer base. A key aspect of this position is cultivating and maintaining strong relationships with key hotel personnel to enhance overall business relationships. Additionally, the Senior Sales Director serves as a resource for large, high-end event productions within the venue location or region, providing guidance and training to the team as needed. This position also plays a crucial role in leading and supporting company initiatives, business strategies, and core values. The Senior Sales Director will manage venues generating between $8 million and $14 million in revenue and will supervise a team of Sales Managers and Senior Sales Managers, reporting directly to a Senior Director of Event Technology.

Responsibilities

• Drive results by establishing sales objectives through forecasting and developing quotas for all team members.
• Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
• Assist with creating high-end, large event, advanced technology solutions for Encore's existing and potential customers.
• Assist with preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
• Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
• Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.
• Understand event cost structure and incorporate into solution designs according to established profitability guidelines.
• Deliver world-class service by cultivating and maintaining relationships with customers, venue personnel, and various Encore supporting functions and departments.
• Thoroughly research and understand customer history and previous experiences to create more personalized customer experiences.
• Attend customer meetings, understand their goals, and respond to their questions, concerns, and challenges.
• Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
• Hold the sales team accountable to maintaining a healthy pipeline that ensures achievement of established revenue targets.
• Ensure all known opportunities are in CRM and completely accurate and updated at all times.
• Lead the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
• Learn, adopt, and train the team on all SOPs related to the role and any new initiatives/programs that are implemented; ensure full team compliance with established SOPs.
• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.
• Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.
• Effectively manage the performance of the sales team, directing work and tasks towards achieving the organization's goals and objectives.
• Promote a culture of high performance, accountability, and continuous improvement that values learning and a commitment to quality.
• Motivate and energize team members to make proactive decisions in all communications with customers.
• Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
• Serve as the resident expert on the team, providing guidance and support to other team members for large events.
• Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.

Requirements

• BS/BA or 3+ years of Encore or equivalent experience required.
• Minimum 3+ years of sales experience required.
• Prior sales experience in audiovisual, technology, or hospitality preferred.
• Knowledge of sales process required in addition to the ability to read and decipher financial reports and records.
• Minimum of 1 year of supervision or leadership experience required.
• Technical aptitude, computer proficiency, and CRM knowledge required; prefer CAD and Oracle knowledge.
• Superior communication and presentation skills.

Nice-to-haves

• Experience in managing large-scale events.
• Familiarity with advanced technology solutions for events.
• Strong negotiation skills.

Benefits

• Health insurance coverage
• 401k retirement savings plan
• Paid holidays
• Flexible scheduling
• Professional development opportunities