Director, Sales

Career Opportunity

The Calgary TELUS Convention Centre is looking to hire the position of Director, Sales in the Sales Department. Reporting to the President & CEO, this position is responsible for providing leadership and management of the day-to-day sales operation. This position will focus primarily on leading the sales team, sales process management, contracting, financial planning, revenue management and analysis, and reporting for the Sales Department. This includes providing support, leadership, and management to the respective Sales Managers in ensuring the highest standard of business practices and managing exceptional service levels while accommodating the requirements of both internal and external stakeholders. This position will involve hands-on project, revenue, and people development responsibilities.

Duties and Responsibilities

• Lead a team of sales managers to develop and grow their assigned market segments and client base and provide support, leadership, and guidance for the team in the day-to-day operations and projects.
• Support and coach Sales Managers on proposal development, and contract negotiations and assist with complex logistical Sales details.
• Lead the team to attain revenue goals, driving repeat business and upselling opportunities.
• Ensure staff have the proper training and support to be successful in their positions and to ensure the client has a positive experience at the CTCC.
• Works closely with the President + CEO, Marketing and Events Management, to evolve sales strategies, materials, and people for the Centre.
• Prepare and manage revenue and sales expense budgets, including the overall operational budget.
• Evaluate the competitive sales market on a current and future basis, analyze customer trends, competitor information and sales/ marketing ideas and strategies; establish goals and leads; maximize cost efficiency and revenue generation to exceed sales goals.
• Work collaboratively with Partners, Stakeholders, and Senior Management to identify business needs and goals.
• Review and analyze all business development/sales reports, market research and trend analysis, prepare summary reports, implement, and modify strategies to achieve business development objectives.
• Develop performance metrics for the sales department, focusing on overall organizational business objectives.
• Supports metrics evolution which aligns with revenue targets, marketing initiatives, sales goals, and strategic development activities.
• Conducts performance metrics reviews to ensure tactical activities and subsequently appropriate metrics are met or exceeded to help with the attainment of our goals.
• Monitoring input and use of CRM and booking systems to ensure accurate tracking and reporting.
• Review of file details to ensure a seamless handover of contracts from Sales to Event Management.
• Accountable and responsible for accurate and timely billing reconciliation.
• In support of the President & CEO, plan, develop, implement, manage the short- and long-term business plan, projects, budgets, and forecasts including cost control monitoring of labour, and travel.
• Provide support on approved corporate policies, procedures, programs, and goals and ensure that adequate measures and controls are in place to drive business continuity, client satisfaction, safety, and overall operational results.
• Lead the creation and implementation of best practices and efficiencies required to streamline processes within the Sales Department.
• Responsible and accountable for departmental vacation allocation and management, overtime, and lieu time.
• Responsible for evaluating departmental management and at times general staff performance.
• Responsible for the oversight of staffing schedules and levels of efficiency and meeting service requirements.
• Build and maintain a successful ‘team’ culture.
• Other duties as assigned.

Experience and Assets

• Excellent communication (oral and written), interpersonal and problem-solving skills with a mechanical aptitude.
• Ability to lead by example and develop effective business development strategies. Ability to achieve the desired results by demonstrating, encouraging, and supporting the desired performance.
• Strong understanding of the business development/sales processes in the convention, meeting and events industry– notably, the dedication necessary to qualify and close clients.
• High energy, positive and self-motivated team player. Demonstrates self-confidence and interpersonal flexibility, initiative, perseverance, and integrity. Ability to work in a team and contribute in a value-added way to team objectives.
• Extremely effective time manager with the ability to manage multiple priorities simultaneously. Has an intrinsic motivation to achieve results and demonstrate initiative; is process-oriented, practical, linear, and grounded.
• A good listener who is resilient and goal-oriented with excellent organizational, problem-solving, interpersonal, and communication skills. Relates well to people; builds the appropriate rapport. Expresses ideas clearly and actively listens to the issues of others in a manner that elicits cooperation and support. Ability to communicate effectively at all levels. Has an open, honest, and consistent approach to working with others.
• Ability to work under pressure and meet deadlines. Ability to change gears quickly, analyze, assess, make appropriate recommendations, and prioritize tasks accordingly.
• Continuously seeks to stay current and be at the leading edge in the business development field. Understands organizational challenges and is a “progressive ideas person.” Self-motivated and encourages others to achieve personal excellence.
• EBMS proficient.
• Strong computer skills with Microsoft Office; and
• Ability to travel and work overtime as required.

Core Competencies

• Analytical Thinking - Establishes strategic goals and enterprise-wide priorities. Uses advanced business and organizational analysis techniques to identify and assess problem definitions and potential solutions and compares them against predetermined criteria. Creates a framework for reviewing large volumes of unorganized data. Probes for and points to subtle and unclear relationships in highly complex matters and evaluates the merit of problem definitions and potential solutions. Anticipates the possible outcome of potential solutions. Systemically identifies and resolves complex enterprise-wide issues while educating senior leaders about their solutions.
• Building Relationships - Builds both formal and informal professional relationships. Maintains and fosters relationships within, across, and external to organizational boundaries. Obtains and shares information, ideas, and problems. Solicits advice, support, championship, sponsorship, and commitment that result in smooth transitions of change and the development of mutually acceptable solutions.
• Collaboration – Collaborates with other members of formal and informal groups in the pursuit of common missions, vision, values, and mutual goals. Places team needs and priorities above individual needs. Involves others in making decisions that affect them. Draws on the strength of colleagues and gives credit to others’ contributions and achievements.
• Business Enterprise Knowledge - Makes decisions and recommendations linked to the organization’s strategy and financial goals, reflecting an awareness of external dynamics. Demonstrates understanding by providing clear explanations for actions taken relative to customer requirements, needs, and industry trends.
• Client Focused - The ability to understand internal/external clients (e.g., Committees, working groups, country representatives, etc.) needs and concerns in the short to long-term and provide sound recommendations and solutions.
• Problem Solving - Anticipates, identifies, and defines problems. Seeks root causes. Develops and implements practical and timely solutions.
• Leading Others – Coaches, mentors, and motivates others to meet the organization’s vision, commitments, and goals. Provides an inclusive and positive team environment that fosters positive constructive feedback, recognition, leadership, and personal and professional development.

Education

• Post-secondary education with 5-10 years of previous business development experience in the hospitality industry or other related industries.

Core Company Success Traits

The Calgary TELUS Convention Centre:

• Is Calgary’s meeting place, bringing the community together in a central hub to connect, learn, innovate, celebrate, support, and grow.
• Connects Calgary with the global community, leveraging our assets to create opportunities that impact the lives of Calgarians and Canadians.
• Takes pride in our city and in delivering Calgary’s message of hospitality, prosperity, and enlightened growth to countless visitors.
• Is honoured to promote Calgary to the world and host hundreds of events each year.
• Is responsible for promoting Calgary by working with partners to build Calgary’s reputation as the destination of choice.
• Is committed to providing a productive, comfortable, sustainable environment for our guests and employees.

The Calgary TELUS Convention Centre is honoured to be recognized as a Rainbow Registered organization, demonstrating our commitment to greater inclusion of LGBT+ customers, employees, and stakeholders.

As a registered Living Wage Employer in the Province of Alberta, we are committed to paying our employees a living wage, allowing them to meet basic living needs and participate in their communities.

The Convention Centre offers a comprehensive salary and benefits program that includes life and dependent life insurance, short and long-term disability, health, and dental benefits, travel medical emergency insurance, flexible spending account, employee assistance program, pension plan, flex and bonus hours, wellness programs, educational opportunities, and access to a fitness center.

The Calgary TELUS Convention Centre is committed to protecting employees and others from hazards in the workplace, including infectious and vaccine-preventable diseases, and maintaining a protected workforce.

Individuals interested in applying for this position can apply online or submit a resume and cover letter to careers@calgary-convention.com by February 9, 2024. We thank all applicants for their interest.

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