Director of Sales

JOB DESCRIPTION: Promote Bentonville as the ideal business destination to the state, regional, national and international marketplace and positively impact the Bentonville economy through meetings, conventions, weddings, sports, cycling, and tourism visitors. This person must perform all duties in a safe and prudent manner and have ethical behavior to attain our mission.

SALARY RANGE: $75,000 - $80,000 with benefits % of Health Insurance, dental, and vision, car allowance, and cell phone allowance.

ROLES & RESPONSIBILITIES: These roles and responsibilities are intended to describe the general nature and level of work being performed by the individual assigned to this position. They are not intended to be a complete list of all duties, responsibilities, and/or skills required. Other tasks may be assigned as needed.

Strategic Leadership

• In conjunction with the CEO, develops and sets the annual sales strategy and departmental budget for the sales team
• In conjunction with the CEO, forecasts and reports room night and economic impact projections to the Commissioners and CEO on a regular cadence
• In conjunction with the CEO, sets Sales Team quotas and individual/team performance goals, and holds the team accountable for performance

Sales & Account Management

• Manages a market segment — including meetings, conventions, weddings, sports tourism, group tour/motorcoach, government/SMERF, and cycling events — to achieve clearly-defined performance goals and objectives
• Responsible for identifying potential business within a market segment to generate detailed, accurate and qualified leads and follow up as necessary to ensure customer needs are met; confirm business and achieve definite room night performance measurement expectations
• Serves as primary representative by attending and participating in industry-related meetings, conventions, conferences, tradeshows and promotional events; conducts sales presentations to generate leads and definite room night business to the destination
• Submits accurate and timely reports as directed by the President/CEO including expense, pre/post trip, production, action plans, sales call plans and detailed account information
• Prepares customized bid proposals and conducts bid presentations with staff; develop and implement strategic sales activities, marketing initiatives and industry events; coordinates customer events, presentations, FAM trips and site inspections to/from assigned territory and/or market segment
• Establishes standardized processes for tradeshow participation and FAM trip planning and execution, including budgeting, registration, shipping of support materials, itinerary development, and post-event follow-up
• Presents accurate information to potential customers regarding facilities including booking policies, meeting facilities rental, capacities and features and conducts tours of facilities
• Maintains an accurate working knowledge of all hotels, attractions and services, both public and private, available in the area; develops and maintains a close working relationship with hospitality industry
• Manages and researches all market segment accounts for the development and implementation of an effective prospecting process to qualify existing and identify new accounts
• Strategically plans and conducts site inspections to address the specific needs of each customer while highlighting area hotels, facilities, attractions and community
• Diligently researches availability and uses all available resources to present compatible facilities and competitive rates; maintains consistent and timely response to all inquiries and probes to identify alternatives and offer acceptable alternatives
• Participates in and serves as the primary representative of Visit Bentonville at industry conferences, tradeshows and exhibits to promote the area as a meeting, wedding, sports, cycling, or group tour destination
• Administers CRM database sales software (Simpleview); produces and submits all market booking reports for statistics
• Participates in meetings, events, and activities, both internally and externally, as assigned
• Serves as a primary Ambassador for the Visit Bentonville including welcoming visitors, consistently checking on events to ensure all needs are met and further develop professional relationships and repeat business

Marketing & Communications

• Aligns with the Communications team and CEO on sales promotions, tradeshow messaging, and campaign development across all market segments — including bus tours, weddings, meetings, sports, and cycling events
• Assists with website updates and monthly newsletter
• Researches and assembles market data to identify potential business
• Assists with producing and distributing the annual report with meetings data and economic impacts
• Assists with researching advertising trends in meetings and conferences markets

Community

• Join service group or organization

SUPERVISORY DUTIES: Directly trains and supervises the Sales Team; sets and motivates the team toward quotas and deadlines, in conjunction with the CEO; assists Sales Team with tradeshow registrations and shipping of support materials.

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

• Knowledge of a cross-section of business disciplines including sales, marketing, hospitality industry operations, financial and accounting systems, e-commerce, and business communications
• Knowledge of standard office practices and procedures
• Knowledge of computer filing, tracing and record-keeping systems
• Knowledge of the hospitality/tourism industry
• Skills in account management, direct sales, sales presentations (oral and written), and tradeshow exhibiting
• Ability to conduct market research and analyze and interpret research findings, including STR and lodging performance data
• Ability to prepare bid proposals and conduct bid presentations
• Ability to compile data and prepare numerical and statistical reports
• Ability to communicate effectively, both written and orally, with individuals and groups
• Ability to develop departmental budgets and forecast room night and economic impact projections