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Sales & Marketing: Sales & Marketing Management
DIRECTOR OF SALES - Mass Mutual Convention Center (Springfield, MA)


Job Title: Director of Sales

Reports to:        General Manager, Assistant General Manager

Supervises:      Sales Managers

Summary:        Responsible for the overall tasks related to Sales for the facility. Leads all sales personnel in establishing goals, procedures, and daily duties. Ability to perform all tasks completed by supervised personnel in their absence.

Status:              Full-time Salaried


  • Bachelor’s degree in Marketing, Business, or related field from an accredited four-year college or university.
  • Minimum of five years experience in a public assembly facility in sales management.

Job Functions:            (including, but not limited to):

  • Oversees duties of all sales managers and performs like duties when required.
  • Represents Sales Department at weekly director’s meeting.
  • Works with sales managers to establish sales goals and strategies that target both short and long term business.
  • Manages and participates in the development and implementation of goals, objectives, policies and priorities of all Sales programs and activities
  • Works with CVB on a regular basis to keep hotel community engaged in city wide bids
  • Maintains facility's reputation for service
  • Works through the CVB for room night aggregation
  • 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.
  • Work very closely with the marketing department to implement marketing campaigns and strategies to capture more business
  • Creates weekly reports on booked, tentative and working business as required to both Global Spectrum, the CVB and the MCCA
  • Travels to local and national tradeshows on behalf of the MMC and Springfield First and represents both accordingly
  • Becomes an active part of the city and the local community
  • Participate in the development and administration of the annual sales budget
  • Keeps up to date on Global Spectrum initiatives and implements when appropriate
  • Accurate record keeping of booked business and the revenues associated with it as well as overnight room generation.
  • Makes immediate decisions and communicates with users of the facility in an emergency situation.
  • Recruits, interviews, select, and trains staff for Sales Department according to established guidelines.
  • Plans, organizes, and assigns all day?to?day work assignments for sales managers and sales coordinator.
  • Takes part in reviewing and approving final billing to users prior to release of invoice.
  • Assists in preparation of estimated revenues for facility budget.
  • Meets with General Manager and/or Assistant General Manager on regular basis to discuss all matters pertaining to sales operations.
  • All other duties as assigned by General Manager or Assistant General Manager.


  • Creative ideas for new promotions, goals, and other tasks.
  • Excellent communication skills, both orally and written.
  • Knowledgeable in all administrative procedures established by the convention center/arena.
  • Skill in public relations, oral and written communications, public speaking, contract negotiations, program planning, and auditing.
  • Working knowledge of excel
  • Ability to identify potential problems and make plans for corrective action.
  • Ability to analyze data and numbers that affect duties and goals.

Nonessential Job Functions:

·         Other duties and responsibilities as assigned

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 the essential functions of this job, the employee is continuously asked to multi-task under time limits. 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 constant use of interpersonal skills including: 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.
  • Physical Demands:
     While performing the essential functions of the job, the employee constantly operates a computer and other office devices such telephones, copy machines, fax machines, etc; occasionally moves about inside the office to access storage areas, cabinets and office machinery; constantly moves about the arena and event sites before, during and after events to service clients and supervise staff; constantly communicates via telephone, email and in-person with others to exchange accurate information.
  • Work Environment:
     The duties of this position are performed indoors and occasionally outdoors in the weather conditions prevalent at the time. The noise level in the work environments is usually moderate to loud during events and minimal during non-even times.



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