Director of Sales @ GRB
Houston, Texas
The primary role of the Director of Sales @ GRB is to manage and oversee the revenue performance within Staging Solutions at the George R Brown Convention Center (GRB), with a focus on driving growth strategies, tactics, and plans to achieve revenue goals. This involves building and maintaining relationships with current and potential clients while understanding customer trends to accurately forecast, adjust strategies, and analyze decision making to enhance revenue.
Responsibilities would include working with the Executive Sales Director in identifying high-potential clients, crafting compelling value propositions, and closing deals that achieve companywide revenue goals. Provide mentorship, guidance, and leadership (direct and cross functional) across the event strategy team across key programs, fostering a culture of innovation, collaboration, and excellence. Invest in opportunities to maintain a positive culture and collaborate team spirit.
The role is dedicated to building strong client relationships, maintaining continual contact throughout the project lifecycle, understanding their goals, maximizing our value and ensuring alignment with the clients’ overall objectives.
George R Brown Convention Center is one of ten cities owned and operated properties within the city of Houston. Houston First Corporation (HFC) is the official destination marketing organization which promotes the region as a destination for tourism and convention business.
Director of Sales Responsibilities:
- Identify, achieve and exceed GRB annual revenue goals, to drive consistent growth.
- Collaborate with the Executive Director of Sales on opportunities beyond the GRB, exploring new avenues for expansion.
- Maintain and manage sales forecasts, including short-term and long-term projections.
- Develop and implement sales strategies that align with company and brand objectives to achieve revenue targets and the customer base.
- Oversee the GRB sales pipeline, collaborating with the sales manager team for effective lead management and conversion.
- Evaluate and qualify leads from the Houston First schedule of events, turning them into actionable opportunities to boost revenue.
- Research prospective clients and collaborate with Staging Solutions’ creative team to prepare compelling business proposals.
- Lead sales presentations for both existing and potential clients, effectively communicating value propositions.
- Establish and foster new client partnerships, maintaining strong, ongoing relationships.
- Ensure alignment of deliverables with client expectations and company goals through effective communication between external clients and internal teams.
- Proactively seek new business opportunities both internally and externally.
- Collaborate with operations and marketing to evaluate product and service costs.
- Provide coaching, mentoring, and performance feedback to encourage maximum employee performance and retention.
Director of Sales Skills and Qualifications:
- Strong, stable sales background with meetings, events, marketing and creative agencies
- A background in convention center, venue management, or hospitality is a plus.
- Minimum 5 years’ agency sales in the $3.5-million-plus range acquired
- Documented experience of ideating and executing strategic programs with/for complex and matrixed organizations.
- Strong financial acumen and experience in working with budgets at multiple levels, including forecasting, resource allocation, and financial reporting.
- Proficiency in conceptualizing and delivering impactful sales presentations to senior executives and C-Suite leadership across diverse industries.
- An eye for detail, with a commitment to delivering high-quality, error-free deliverables that meet the highest standards.
- Availability and willingness to work extended hours, including occasional late nights or weekend travel, particularly during the busiest periods leading up to major events.
- Strong communicator with a talent for managing multiple priorities and acute understanding of the nuances of client interactions and needs.
- Expertise in negotiating and managing contracts ensuring favorable terms and successful partnerships.
- In-depth knowledge of the latest event technologies and platforms, with the ability to integrate these tools into seamless event production.
- Proven experience in building and leading high-performing teams, with the ability to facilitate effective communication across direct reports to consistently meet and exceed event expectations.
- Personable and quickly trusted by clients, with a vast network of agencies, industry contacts, and client relationships.
- Proven organizational and managerial skills.
- Motivated and driven to research, prospect, and get the opportunity to pitch.
- The track record includes the aggressive development of a continual pipeline of clients and quickly surpassing sales targets.
- Microsoft Office experience required (Word, Excel, Outlook, PowerPoint, etc.)
- Proficient with Google Docs
- Ability to work within CRM (SharpSpring) platform and integrated marketing automation.