House of Blues Director of Sales, Chicago, IL

Company: House of Blues

Title: Director of Sales

Category: Sales/Sponsorship

Reports To: General Manager, Vice President Sales

Job Type: Full Time

Location: Chicago - Live Nation

Job Summary: 

Total
responsibility and accountability for the success of the Special Events
Sales department and Foundation Sales department (where applicable).
This includes Senior Special Event Sales Manager, Special Event Sales
Manager, Sales Coordinator, Logistics Manager, Logistics Coordinator,
Senior Foundation Sales Manager, Foundation Sales Manager, Foundation
Renewals Manager and Foundation Coordinator.   

Essential Functions:  Financial Performance of Department(s):

• Create and implement departmental budget(s) (aggressive and attainable) and submit to General Manager and VP of Sales.


• Responsible for overall financial aspects involved in promoting and selling the venue and Foundation Memberships


• To meet and exceed monthly, quarterly and yearly financial goals


• Create
  and implement required reports on the productivity of sales force by
  establishing revenue goals, enhancing Membership database, increasing
  check averages, managing cost of sales and exceeding budget in all
  categories. 


• Strategic planning and forecasting for both departments


• Oversee all departmental accounting paperwork


• Weekly report to the GM the corporate sales trend, bookings, sales recap, department productivity


• Submit
  monthly reports to GM and VP of Sales for both departments: Backlog
  Reports, PACE, Membership Breakdown and Monthly Sales Plans

Supervision of the Department(s):

• Provide a positive and creative team environment within the department(s)


• Oversee development of sales team and coordinate and streamline day to day managerial and administration operation


• Ensure
  and monitor all required reports (SEO's, banquet summary, monthly
  calendar, daily event sheet, inquiry leads, forecasting, backlog and
  membership breakdown etc) are distributed in a timely manner for proper
  planning


• Understanding of all operational department
  responsibilities, capabilities and limitations to smoothly ensure
  maximum guest satisfaction and operational communication


• To
  serve as an advisor to staff members on logistical arrangements,
  recommend and monitor new business opportunities, develop professional
  and personal goals of the staff maximizing productivity and stimulating
  growth, both internally and externally


• Monitor office
  procedures to ensure timely returned calls, maintain filing, trace
  system, lost business report and proper etiquette.


• Actively train and develop team on effective sales calls, prospecting and presentations


• Handle all recruiting, hiring, disciplinary and terminations in accordance with all House of Blues policies


• Maintain open communication and handle conflict resolution with staff


• Execute weekly department meetings to keep staff informed, set goals and create strategies for new business development


• Conduct evaluations of staff, outline goals and monitor progress, maintain action plans, propose/ raise recommendations


• Ensure staff training is complete and satisfactory.  Ensure on going development for department employees


• Monitor department office procedures

Things to Oversee by Department:

• Generation of proposals and contracts


• Contract negotiations


• Supply requisitions


• Client relations


• Maintain and communicate event information on promotional talent calendar


• Special events orders


• Post event correspondence


• File maintenance (ACT, SMS, events, trace system and lost business)


• Build
  and maintain client database (from internal and external sources):
  convention business, tour operators, meeting planners, party planners,
  corporate, social, concierges


• Management of Sales Management System (SMS) and other software programs affiliated with the department (ACT, MIDAS)


• Oversee all benefit/ fundraising events booked in the venue

Sales:

• Solicit new and existing clients to meet  / exceed budgetary sales expectations


• Internal/ external promotional programs and track results


• Implement strategic monthly sales plan, SMART plan, annual goals, competitive analysis and other reports requested / required


• Develop sales strategy for defined market segments, industries & conventions


• Work with marketing department on developing marketing campaigns for Foundation Memberships and Special Events


• Solicit leads for Foundation Memberships


• Build and maintain client database(s) (SMS and ACT)


• Gospel Brunch group sales


• Sponsorships: Inception through fulfillment


• Monitor and Facilitate all group business booked by department(s)


• Actively
  solicit business through local civic and business organizations
  (Convention Bureau, Chamber of Commerce, Women's Junior League, MPI,
  HSMAI, PCMA etc.)


• Assist in development of sales collateral material


• Geographically determine and participate in marketing the venue in trade shows, local and national.


• Attend Foundation programming events and entertain Foundation members on a continuous basis  

Job Qualifications:                                                                                      

Required:

• Working
  Knowledge of local and regional markets, restaurant and music hall
  operations, computers (Windows environment, spreadsheet, databases,
  word processing), guest relations.


• Skill in Interpersonal communications, organization, financial knowledge, and team building


• Ability to delegate, follow up, relate to staff and guests / clients in a positive effective manner.


• Special requirements: High school diploma required


• Minimum of five years sales experience in the hospitality industry.

Preferred:

• Bachelor's degree

Physical Demands/Working Environment:

• Working environment is fast-paced


• Flexible Schedule (days/nights, weekends)

Competencies and Skills Required:

This
job description is a summary of duties, which you as an employee are
expected to perform in your assignment.  It is by no means an
all-inclusive list, rather a broad guide to expected duties.  As an
employee you must understand that a job description is neither complete
nor permanent and may be modified at any time.  At the request of
management, any employee may be asked to perform additional duties,
responsibilities, or projects without notice.