Director, Business Event Sales
The Director, Business Event Sales reports to the Executive Vice President, Business Events & Destination Services and is responsible for developing and implementing sales strategies to attract state, regional, national, and international conventions and tradeshows to the Greater Pittsburgh area. The role leads a team of 5-6 salespeople, manages a designated sales territory, makes sales calls, organizes familiarization tours, and delivers presentations that position Pittsburgh as a premier convention destination.
Essential Functions
- In conjunction with the Executive Vice President, Business Events & Destination Services develops sales strategies and methods, research potential sales prospects, and solicits state, regional, national, and international convention and tradeshow business for the Greater Pittsburgh area.
- Directly responsible for sales territory including citywide and key accounts, as well as the management of the sales team's overall production.
- Plans and execute sales calls to sell the Greater Pittsburgh area as a destination site for convention and tradeshows and related activities.
- Plans, develops, coordinates, manages, and executes familiarization tours and personally conducts site inspections for meeting planners to promote the Greater Pittsburgh area as a convention destination.
- Identifies, contacts, and motivates local key individuals associated with state, regional, national, or international organizations in order to gain their support in influencing these organizations to hold future conventions and/or tradeshows in Pittsburgh.
- Develops and delivers formal presentations to motivate decision-makers to select the Greater Pittsburgh area as a meeting site.
- Attends various state, regional national and international industry meetings, and trade shows for the purpose of promoting the Greater Pittsburgh area as a meeting site.
- Interacts with hotel and David L. Lawrence Convention Center Personnel.
- Manages directly the activities of four employees and strategically and effectively makes decisions regarding all areas of the employee lifecycle, within the guidelines of VisitPITTSBURGH's compensation, performance management and equal opportunity and affirmative action programs, and in compliance with all applicable local, state and federal guidelines.
- Oversees and guides the use of prospecting tools such as the MINT and IDSS databases.
- Trains sales team members on the use of IDSS, interacting with hotel/convention center partners and on general best sales practices.
- Participates, along with the Executive Vice President, Business Events & Destination Services, in strategic collaboration with local stakeholders regarding economic development and community partnership development.
- Assists in the development of Business Events marketing plan and budget.
- Records and documents the result of sales activities and when appropriate, transfer the account to the Destination Experience team for follow-up.
- Maintains involvement in local state and national professional associations to generate awareness of the Greater Pittsburgh area as a convention site.
- Participates in local industry activities to improve and sustain strong working relationships between VisitPITTSBURGH, its partners, and the Greater Pittsburgh business community.
- Assists in developing promotional material and other sales tools for use in sales promotions, formal bids, and presentations, and for distribution from VisitPITTSBURGH's exhibit booth during special events.
- Performs other duties and participates in special projects as may be required by the Executive Vice President, Business Events & Destination Experience.
Skills & Specifications
- A bachelor's degree in Hotel/Restaurant Management, Business Management, or a related field, is also required.
- Professional in Destination Management (PDM) certification is highly desirable.
- Broad sales experience, (ten minimum years) particularly in the convention or hospitality industry, is required.
- Outstanding time management, results oriented, organizational, and analytical skills are required.
- Ability to research potential sales prospects and to effectively sell those prospects on conducting their meetings in the Greater Pittsburgh area.
- Proficiency in MS Office Suite (Word, Outlook, PowerPoint, Access and Excel)
- Individual must possess a valid U.S. Driver's license and credentials for traveling by air both domestically and internationally.
- Willingness to occasionally work non-traditional hours, including nights, weekends, and holidays.
This role is exempt and operates under a hybrid schedule, with a minimum of 3 days in-office required. However, flexibility to be in office or on-site in other locations more frequently is expected. ed
