METROPOLITAN PIER AND EXPOSITION AUTHORITY
METROPOLITAN PIER AND EXPOSITION AUTHORITY
Position Title: Senior Director of Campus Sales
Department: Finance and Administration
FLSA: Exempt
Date Revised: February 2019
POSITION SUMMARY: Primary responsibility of this role is to accelerate the growth of campus-wide sales (McCormick Convention Center, Hyatt Regency McCormick Place, Marriott Marquis Chicago, Wintrust Arena). Primary duties include collaborating with the senior sales teams of each business unit to establish revenue goals and, implementing and monitoring sales plans to drive and maximize revenue growth for the entire campus. Coordinate with key stakeholders to ensure utilization of space at McCormick Place is optimized.
ESSENTIAL FUNCTIONS:
1. In collaboration with campus-wide sales teams, develop, implement and monitor strategic sales plans for the retention of McCormick Square tradeshows and conventions, and to attract new short-term business including consumer shows, corporate events and meetings.
2. Must possess an understanding of the competitive landscape and market trends.
3. In conjunction with campus-wide sales executives, must own and achieve/exceed established campus-wide annual revenue targets that achieve long-term goals for the organization.
4. Establish regular status meetings with campus-wide sales teams to monitor and review sales efforts.
5. Monitor the quality of campus-wide sales and marketing information and propose data improvement programs.
6. Analyze campus-wide pipeline and lead data, provide key business insights including KPIs and analytics and provide guidance that ensures the marketing and sales strategies are achieving the results projected in the Annual Financial Plan.
7. In conjunction with campus-wide sales executives, regularly review bid proposals/RFPs and propose recommendations to maximize campus-wide benefits of prospective events.
METROPOLITAN PIER AND EXPOSITION AUTHORITY
Senior Director of Campus Sales
Page 2 of 2
ESSENTIAL FUNCTIONS (cont.):
8. Monitor the yielding and use of McCormick Convention and Meeting space to ensure it is optimized for the benefit of the campus.
9. Build and maintain strong, long-lasting customer relationships. Participate in the activities of various industry associations and meetings in order to gain contact with potential customers.
10. Develop and administer annual departmental budget.
11. Other duties as assigned.
EDUCATION, EXPERIENCE AND SKILLS REQUIRED:
1. Proven sales executive experience; meeting or exceeding targets
2. Ability to effectively communicate with all levels of the organization, including executive and C-level.
3. Excellent, proven interpersonal, written and verbal communication skills.
4. Proven ability to drive the sales process from plan to close.
5. Keen business sense with the ability to find creative business-oriented solutions to problems.
6. Bachelor’s degree in Business or Marketing or related subject preferred.
7. Minimum of ten years of experience in hospitality industry sales.
8. Proven ability to prioritize effectively.
9. Proficient in the use of computers, Word, Excel and e-mail.
7. Professional appearance.
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