Associate Director of Convention Sales

Job Summary:
The Associate Director of Convention Sales plays a pivotal role in supporting the sales organization in driving revenue and growing the convention and events business. This position requires a dynamic sales leader who will focus on executing sales strategies, managing day-to-day sales operations, and developing key partnerships with clients, convention planners, and industry stakeholders. The Associate Director will work collaboratively with the sales team and campus hotels to ensure the successful achievement of sales goals, revenue targets, and overall business objectives, while assisting the Sr. Director in overseeing the team’s performance and strategic initiatives.

Key Responsibilities:

Sales Strategy & Execution:

·         Support the Sr. Director in developing and implementing sales strategies to meet and exceed sales and revenue goals.

·         Drive sales initiatives across various event segments, including large conventions, conferences, and events.

·         Collaborate with the sales team to identify and secure new business opportunities, ensuring the pipeline is full and revenue targets are met.

·         Assist in analyzing market trends, competitor activities, and industry insights to refine and adjust sales strategies.

 

Team Collaboration & Leadership Support:

·         Act as a key support resource for the sales team, ensuring they have the tools, resources, and training needed to succeed.  Will this person supervise/oversee anyone?  If so, how many? Supports Sr. Director in supervision of the convention sales team of up to 8 individuals.

·         Provide coaching, feedback, and mentoring to the sales team to enhance performance and development.

·         Lead by example with a positive, results-oriented attitude, fostering collaboration within the team and other departments.

·         Partner with the Sr. Director to recruit, train, and develop top sales talent.

 

 

Revenue Growth & Client Engagement:

·         Assist in setting sales targets and driving strategies to achieve and exceed those targets.

·         Build and maintain strong relationships with key clients, convention planners, and campus partners to ensure satisfaction, retention, and repeat business.

·         Identify new upsell, cross-sell, and business development opportunities within existing and prospective accounts.

Sales Forecasting & Reporting:

·         Prepare sales forecasts, reports, and performance metrics to track team progress and assist in resource planning.

·         Analyze sales data to identify performance gaps, trends, and areas for growth.

Collaboration with Other Departments:

·         Work closely with marketing, events, finance, operations and campus hotels to align sales efforts with broader business objectives and ensure seamless execution of events.

·         Partner with Choose Chicago and other stakeholders to enhance the city’s convention and event offerings and increase market share.

Customer Relationship Management:

·         Oversee and support key customer accounts, ensuring consistent communication, satisfaction, and the delivery of a superior experience.

 

Industry Representation & Networking:

·         Represent McCormick Place and the campus at industry events, trade shows, and networking functions to promote the city’s convention and event offerings and gather market intelligence.

·         Cultivate strong industry relationships with convention planners, event organizers, and other key stakeholders to increase sales opportunities.

Qualifications:

·         Bachelor’s degree or equivalent experience.

·         At least 5+ years of experience in convention or citywide sales, with a proven track record in sales performance.

·         Strong knowledge of convention industry trends, competitive landscape, and market dynamics.

·         Proven experience in sales leadership and team management.

·         Exceptional communication, negotiation, and presentation skills.

·         Skilled in using CRM software, sales performance metrics, and data analysis tools.

·         Ability to manage multiple priorities and work effectively in a fast-paced, high-pressure environment.

·         Strong organizational, problem-solving, and decision-making abilities.

Working Conditions:

·         Full-time position, with occasional travel required.

·         Competitive salary and benefits package.