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Director of Sales & Marketing | Greater Richmond Convention Center, Richmond, Virginia

CategoryFacility/Venue Management
CountryUnited States

The Director of Sales & Marketing manages, supervises and coordinates all sales and marketing related functions and personnel for the venue and provides highly responsible staff assistance to the Assistant General Manager and the General Manager.

  • Assume management responsibility for all of the Center's sales and marketing related functions, including, but not limited to, the scheduling and booking of all Center events, preparation of Center license, advertising and sponsorship agreements
  • Manage and participate in the development and implementation of goals, objectives, policies, and priorities of all sales and marketing programs and activities
  • Select, train, motivate and evaluate salaried and hourly team members.
  • Monitor and evaluate the efficiency and effectiveness of customer service delivery methods and procedures; assess and monitor workload, administrative and support systems, and internal reporting relationships; identify opportunities for improvement and make recommendations to the Assistant General Manager and/or General Manager; implement improvements
  • Establish and maintain effective working relationships with Richmond Region Tourism, area hotels, facility staff, service providers and facility licensees
  • Work cooperatively with Richmond Region Tourism to foster industry relationships, market the Center and book events for the Center
  • Conduct Center tours and make formal presentations to event organizers or third-party planners regarding facility booking policies, rates, services and operational policies
  • Prepare written Center use proposals; evaluate potential business value of various events and Center users; initiate booking discussions; finalize all booking arrangements
  • Prepare license agreements and addenda; identify issues with license agreement language; address issues with and make recommendations to the Assistant General Manager and/or General Manager for resolution
  • Perform all other Sales Manager duties for designated market segments
  • Select, train, motivate and evaluate all sales and marketing personnel; provide or coordinate staff training; work with employees to correct deficiencies; implement discipline and termination procedures
  • Plan, direct, coordinate, and review the work plan for providing marketing, booking and sales services; meet with staff to identify and resolve challenges; assign work activities, projects and programs; monitor work flow; review and evaluate work products, methods and procedures
  • Oversee the scheduling and booking of all Center events; serve as a liaison with outside promoters, planners, and event organizers as well as other departments and divisions; resolve challenges
  • Prepare and monitor annual budget for the Sales & Marketing Department including monthly forecasting; forecast additional funds needed for staffing, equipment, training, materials, and supplies; control and monitor departmental expenditures; implement adjustments as necessary
  • Assists in developing estimated revenues for overall Center budget
  • Direct and plan promotional projects and coordinate focused marketing programs; develop strategies to attract new markets and facility users
  • Oversee the development of all facility advertising and marketing materials, including, but not limited to, press releases, sponsorship sales, website and social media
  • Conduct a variety of industry operational studies; recommend modifications to departmental service delivery methods and operational policies and procedures as appropriate
  • Analyze industry facility rates/fees and recommend modifications to the Center's rates/fees as necessary
  • Travel to and represent the Center at various industry events
  • Participate on a variety of committees; attend and participate in professional group meetings; stay abreast of new industry related trends and innovations in the field of sales and marketing and the hospitality industry
  • Prepare and present staff reports and other related correspondence
  • Respond to and resolve difficult and sensitive issues
  • Understand and be able to, clearly and concisely, explain the venue policies, procedures, regulations and the terms and conditions of the Center's license agreement

  • Minimum of three (3) years of increasingly responsible experience in sales and marketing with a convention center, hotel, sports facility, performing arts facility or other multi purpose public assembly facility, including some supervisory experience
  • Previous management experience, including team member development
  • Bachelor's degree or better from an accredited college or university with major course works in Marketing, Business Administration, or a related field (equivalent years of field experience may be considered in place of degree)
  • Ungerboeck CRM Venue Management Software
  • Social Tables Event Diagram Software
  • Certified Meeting Professional (CMP) designation
  • Possession of, or ability to obtain, a Virginia driver's license
  • Ability to work event nights, weekends and holidays as required
  • Has a strong track record of building relationships and generating new business
  • Excellent organizational skills, leadership skills, customer service skills
  • Enthusiastic and positive thinker
  • Strong PC and data processing skills; working knowledge of MS Word, Excel, as well as database management software

Spectra, an industry leader in sports, entertainment and venue management, is dedicated to recruiting and developing individuals with the skills, experience, desire, and values to contribute to the continued growth and success of our organization. Together, with our 250+ sports & entertainment venue partners, we transform events into experiences! These experiences create excitement, turn heads, and make memories. Come Join Us! You can learn more about Spectra at www.spectraexperiences.com/

Spectra is an equal opportunity employer and our employment decisions are made without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, handicap, marital status, or any other status or condition protected by Federal and/or State laws, except where bona fide occupational qualifications apply .

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