The Director of Sales is primarily responsible for direct leadership of the Group Sales department of Visit Huntington Beach. This important team leadership position works collaboratively with community partners to help drive meeting and event sales of Huntington Beach hotels and resorts to the meetings market and/or defined region of deployment. This includes generating qualified group leads, tracking clients via CRM, organizing the Destination Marketing Organization’s (DMO) presence at trade shows and receptions, and escorting on-site tours of the city. Department budget management and forecasting and a clear understanding of the meetings market are necessary components of the position.
All aspects of the group sales process from generation to closing the sale is executed by the sales executive team and overseen by the Director of Sales. Understanding how to create and execute successful Group Sales’ strategies and tactics to dynamic team in an ever-changing global sales and marketing world is a must. Grasping the unique selling proposition of the Surf City USA destination brand is also a must for VHB’s DOS.
Duties and Responsibilities
Lead, direct and manage the Group Sales department, which currently consists of two Regional Sales Executive and a Sales & Service Coordinator.
Proactively solicits group sales in the corporate, association and primary markets.
Budget and forecast Group Sales production figures including leads, lead room nights, booked room nights, site inspections, assisted room nights for Visit Huntington Beach.
Produce monthly Sales Department reports, including monthly lead reports, Group Sales department contributions to our DMO annual report and marketing plan.
Produces group business leads for Huntington Beach and maintains follow-up contact with clients. This is accomplished through both servicing calls that come to the DMO and through soliciting new business through telemarketing, e-marketing, sales calls, direct mail, newsletters, and trade shows and events.
Attend Sales and Marketing Committee meetings and regular meetings with hotel Director of Sales as scheduled.
Constant and regular interaction with Huntington Beach hotel and resort sales departments creating regular updates on leads, bookings and newly developed meeting planner relationships.
Manages all arrangements and escorts meeting planners on site inspection trips and FAM tours of Huntington Beach to familiarize them with hotels, restaurants, attractions, and services.
Organizes sales trips to local, regional and key feeder markets, as well as participation in meeting trade receptions and trade shows.
Manages Simpleview customer relationship management database for group sales contacts, leads, bookings, lost business and promotional updates.
Assists in the development of group marketing initiatives in collaboration with the VHB’s EVP of Sales/Admin and VHB’s Chief Marketing Officer.
Ability to produce high sales results while exceeding quarterly and yearly goals.
All other duties as assigned by EVP Sales/Admin.
Fiscal responsibility of VHB funds spent on group sales travel and initiatives as it pertains to the Regional Sales Executive’s market and territory.
Return on Investment (ROI) expectations for each trade show/sales mission attended and with territory Group Sales markets provided to EVP once a month.
Knowledge, Skills and Requirements
BA/BS with an emphasis in hotel management, business, or communications (or equivalent in directly related work experience with a DMO) preferred.
Past experience in knowing how to develop and manage an annual Group Sales plan a must.
Previous leadership experience in a sales or a sales management position is desired. Preferred industry experience in hotel sales, chamber of commerce, CVB or destination management company.
Strong organization and time management skills; demonstrated ability to manage multiple projects successfully with minimum supervision. Being a self-starter is a desired skill for this position.
Exceptional oral presentation skills, written and verbal communication skills and research skills.
Experience with sales forecasting, team management and sales reporting.
High attention to detail, accurate documentation, and follow-through.
Ability to be tactful and courteous and display appropriate public image when representing VHB.
Knowledge and familiarity of Huntington Beach and Orange County a plus.
Computer proficient in Microsoft Office suite of products, and CVENT or similar database programs.
Ability to travel independently to domestic and international destinations; must be able to fulfill DMO goals.
Must have use of vehicle for use while on DMO business.
Work hours vary and may require evening and weekends.
Flexibility of working in an environment of culturally diverse co-workers.
Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
Speech Clarity — The ability to speak clearly so others can understand you.
Written Expression — The ability to communicate information and ideas in writing so others will understand.
Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
Speech Recognition — The ability to identify and understand the speech of another person.
Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
Fluency of Ideas — The ability to come up with several ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
Written Comprehension — The ability to read and understand information and ideas presented in writing.
Originality — The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
Additional Salary Information: up to 20% bonus potential
Internal Number: 003
About Visit Huntington Beach
Visit Huntington Beach's mission is to position Surf City USA as the preferred California beach destination in order to maximize overnight visitor spending, destination development and quality of life for all residents. Its programs include media relations, marketing, advertising, group and travel trade sales, publications, information services, the Huntington Beach Film Commission, and the Huntington Beach Sports Commission.Visit Huntington Beach is a not-for-profit 501(c)(6) organization that is contracted by the City of Huntington Beach to market Huntington Beach domestically and internationally in order to increase tourism to the city's hotels and motels. It is a non-membership organization funded by the City's Transient Occupancy Tax and Huntington Beach Hotel/Motel Business Improvement District Assessment.Visit Huntington Beach is accredited by the Destination Marketing Accreditation Program (DMAP) of the Destination Marketing Association International, 2025 M Street, N.W., Suite 500, Washington, D.C., 20036, USA, Ph. 202-296-7888.