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Sales & Marketing: Marketing
DIRECTOR OF SALES AND MARKETING - Durham Convention Center (Durham, NC)

JOB TITLE:               Director of Sales and Marketing

Reports To:                 General Manager

FLSA Status:             Full-time, Salaried, Exempt

Supervises:                Sales Managers, Catering Sales Manager, Marketing Manager

SUMMARY: To manage, supervise and coordinate the activities and operations of the Sales and Marketing Division; to schedule and book facility events; and to provide highly responsible staff assistance to higher-level management staff.

ESSENTIAL FUNCTIONS (including, but not limited to….):

  • Assume management responsibility for all services and activities of the Sales and Marketing Division including the scheduling and booking of all facility events; and the signage/sponsorship opportunities within the DCC including vendor packages, sales materials, proposals, sales calls and contracts.
  • Manage and participate in the development and implementation of goals, objectives, policies, and priorities of all Sales and Marketing programs and activities.
  • Monitor and evaluate the efficiency and effectiveness of service delivery methods and procedures; assess and monitor workload, administrative and support systems, and internal reporting relationships; identify opportunities for improvement and review with the facility manager; implement improvements.
  • 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 problems; assign work activities, projects and programs; monitor work flow; review and evaluate work products, methods and procedures.
  • Participate in the development and administration of the annual budget; forecast of additional funds needed for staffing, equipment, materials, and supplies; direct the monitoring of and approve expenditures; direct and implement adjustments as necessary.
  • Prepare written proposals; reevaluate potential business value of various events and clients; initiate contractual arrangements; finalize all booking arrangements; prepare contracts; negotiate rental and other rates as required.
  • Conduct tours of facility for potential licensees; answer questions and provide information regarding facility capabilities.
  • Direct and plan promotional projects and coordinate focused marketing programs; develop strategies for new markets and clients.
  • Oversee the development of all facility advertising and marketing materials; analyze facility rental rates, schedules, and labor rates and modify as necessary.
  • Participate on a variety of committees; attend and participate in professional group meetings; stay abreast of new trends and innovations in the field of sales and marketing.
  • Plan and organize facility events efficiently.
  • Oversee the scheduling and booking of all facility events; serve as a liaison with outside promoters, permittees, and presenters as well as other departments and divisions; negotiate and resolve significant and controversial issues.
  • Provide responsible staff assistance to the facility director as necessary; prepare and present staff reports and other related correspondence.
  • Respond to and resolve difficult and sensitive inquiries and complaints.
  • Interpret and apply administrative and departmental policies and procedures.
  • Communicate clearly and concisely, both orally and in writing.
  • Establish and maintain effective working relationships with those contracted in the course of work.
  • Provide excellent customer service assistance to internal and external clients

Exemplify the How You Doin philosophies

NON ESSENTIAL FUNCTIONS:

  • Perform other duties as assigned.

QUALIFICATIONS: 

Four years of increasingly responsible sales and marketing experience for a major stadium, convention center, or performing arts facility including some supervisory responsibility.

A Bachelor’s degree from an accredited college or university with major course works in Marketing, business administration, or a related field.

INTELLECTUAL/SOCIAL, PHYSICAL DEMANDS AND WORK ENVIRONMENT:

The intellectual/social, physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Intellectual/Social demands:

While performing duties of this job, the employee is continuously asked to multi-task under time constraints and with moderate to high pressure situations. Position requires constant attention to precise details and accuracy of specified standards including: following simple to complex (more than 3 steps) instructions, and concentration which frequently extends beyond 30 minutes at a time. Employees in this role will constantly be in leadership role; this requires directing others either verbally or in writing to complete tasks in prescribed time frame. This position also requires frequent use of interpersonal skills including: ability to explain details to a variety of audiences, ability to direct/motivate/inform staff and foster collaboration, being able to recognize and resolve conflicts, being able to openly communicate in writing and verbally with clients. Employee will frequently communicate via email, telephone and in-person with others and exchange accurate information. This position requires employee to frequently work both independently or as part of a team. 

Physical demands:

While performing the duties of this job, the employee will frequently operate a computer and other office devices such as calculators, telephones, copy machines, faxes and printers.  Employee will also frequently move about inside and outside facility in various areas before/during/after events in the course of supervising staff and directing clients to desired locations.  Employee must constantly communicate via telephone, email and in-person with others and exchange accurate information.  Employee may occasionally be required due to business demands and event operations to lift and/or move up to 25 pounds.

Work environment:

The duties of this position are performed primarily indoors in an office environment.  The noise level in the work environment is usually minimal to moderate during non-event days and moderate to loud during event days.

Sales Calls may require transportation both locally and out of town.

This job description is subject to change.

EOE.DFWP

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