JOB SUMMARY:  The Director of Conference Sales and Services is responsible for planning and coordinating all aspects of in-house and off-premise conference, banquet and catering sales and services for Bridgeport Conference Center and the CP Hospitality Management Team.  They are responsible for the oversight and success of the entire Sales Team which includes the sales goals of the Conference Sales Managers and the qualtiy of their events.  The DCSS works hand in hand with the General Manager, Food & Beverage Manager, and Executive Chef to ensure all guests’ expectations are met or exceeded by consistently providing the utmost in quality service.

 

1. Lead and Develop the Sales Team including Conference Sales Managers and Sales Administrative Assistants
2. Schedule the Sales Team coverage weekly and monthly
3. Meet or exceed monthly, quarterly and yearly sales goals.
4. Actively sell in the market at least 4 days per month.

5. Manage the BEO information process and how it realates to culinary and service operations.

 

6. Explain products or services and prices and coordinate meetings and facility tours among sales and operations teams and incoming VIPs, special guests, or customers.
7. Contact customers to persuade them to purchase merchandise or services (may require travel by foot, truck, or automobile).
8. Arrange buying parties and solicit sponsorship of such parties to sell merchandise.
9. Answer questions about BCC features and benefits.
10. Develop prospect lists.
11. Distribute BCC Sales & Service samples or literature that details products or services.
12. Order or purchase supplies.
13. Set up and display sample merchandise at parties or stands.
14. Write and record orders for merchandise or enter orders into computers.
15. Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
16. Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
17. Determine price schedules and discount rates.
18. Direct and coordinate activities involving sales of products, services, commodities, or other subjects of sale.
19. Direct clerical staff to keep records of correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
20. Direct, coordinate, and review activities in sales and service accounting and recordkeeping, and in receiving and shipping operations.
21. Monitor customer preferences to determine focus of sales efforts.
22. Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
23. Prepare budgets and approve budget expenditures.
24. Represent company at trade association meetings to promote products.
25. Resolve customer complaints regarding sales and service.
26. Review operational records and reports to project sales and determine profitability.
27. Arrange the availability of audio-visual equipment, transportation, displays, and other event needs.
28. Conduct post-event evaluations to determine how future events could be improved.
29. Confer with staff at a chosen event site to coordinate details.
30. Consult with customers to determine objectives and requirements for events such as meetings, conferences, and conventions.
31. Coordinate services for events, such as accommodation and transportation for participants, facilities, catering, signage, displays, special needs requirements, printing and event security.
32. Design and implement efforts to publicize events and promote sponsorships.
33. Develop event topics and choose featured speakers.
34. Direct administrative details such as financial operations, dissemination of promotional materials, and responses to inquiries.
35. Evaluate and select providers of services according to customer requirements.
36. Hire, train, and supervise volunteers and support staff required for events.
37. Inspect event facilities to ensure that they conform to customer requirements.
38. Maintain records of event aspects, including financial details.
39. Meet with sponsors and organizing committees to plan scope and format of events, to establish and monitor budgets, or to review administrative procedures and event progress.
40. Monitor event activities to ensure compliance with applicable regulations and laws, satisfaction of participants, and resolution of any problems that arise.
41. Negotiate contracts with such service providers and suppliers as hotels, convention centers, and speakers.
42. Obtain permits from fire and health departments to erect displays and exhibits and serve food at events.
43. Organize registration of event participants.
44. Plan and develop programs, agendas, budgets, and services according to customer requirements.
45. Promote conference, convention and trades show services by performing tasks such as meeting with professional and trade associations, and producing brochures and other publications.
46. Read trade publications, attend seminars, and consult with other meeting professionals to keep abreast of meeting management standards and trends.
47. Review event bills for accuracy, and approve payment.

KNOWLEDGE:

1. Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
2. Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
3. Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
4. English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
5. Personnel and Human Resources - Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
6. Clerical - Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.

SKILLS:

1. Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
2. Speaking - Talking to others to convey information effectively.
3. Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
4. Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
5. Time Management - Managing one's own time and the time of others.
6. Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
7. Persuasion - Persuading others to change their minds or behavior.
8. Coordination - Adjusting actions in relation to others' actions.
9. Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
10. Service Orientation - Actively looking for ways to help people.

ABILITIES:

1. Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
2. Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
3. Speech Clarity - The ability to speak clearly so others can understand you.
4. Written Expression - The ability to communicate information and ideas in writing so others will understand.
5. Written Comprehension - The ability to read and understand information and ideas presented in writing.
6. Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
7. Speech Recognition - The ability to identify and understand the speech of another person.

PHYSICAL DEMANDS: 
1.         Occasional amount of time spent exerting force up to 25 pounds and over 25 pounds with assistance
2.         Physical demands with activity or condition existing almost continuously include: sitting and typing
3.         Physical demands with activity or condition existing a moderate amount of time include: keyboarding, walking, climbing stairs and hearing
4.         Physical demands with activity or condition existing rarely include: reaching, lifting and lowering, stooping, crouching and carrying

WORKING CONDITIONS:
Location:
1.         Continuous work in the office
2.         Significant work in a vehicle, or at other businesses
Environment:
1.         Continuous exposure to fluorescent lighting and computer monitor
Other:
1.         Frequently attend meetings before/after normal work hours
2.         Frequent amounts of overtime

MATERIALS USED:

1. Continuous use of office supplies
2. Occasional use of cleaners

TOOLS AND EQUIPMENT USED:

1. Desktop computers
2. Multimedia projectors (Video projectors)
3. Notebook computers (Laptop computers)
4. Overhead projectors (Overhead display projectors)
5. Personal computers
6. Personal digital assistant PDAs or organizers
7. Scanners and Facsimile

TECHNOLOGY:

1. Analytical or scientific software - Hewlett-Packard HP TCM software.
2. Calendar and scheduling software - Contact management software, Scheduling software.
3. Customer relationship management CRM software - Avidian Technologies Prophet, Customer relationship management CRM software, Eden Sales Manager, FrontRange Solutions Goldmine software, Maximizer Software Maximizer Enterprise.
4. Data base user interface and query software - Data entry software, Lenos software, Microsoft Access, Oracle software.
5. Electronic mail software - Email software, IBM Lotus Notes, Microsoft Outlook.
6. Desktop publishing software.
7. Project management software - Certain Software Certain Registration, Convention Industry Council CIC APEX Toolbox, Dean Evans & Associates EMS Professional, Eventek Event Manager Pro, King-Hall Easy-EventSuite.
8. Spreadsheet software - Microsoft Excel, Spreadsheet software.

VALUES & ATTTRIBUTES:

1. Dedicated: Must be both dependable and accountable for actions. Consistently demonstrates reliability to customers and co-workers.

 
VALUES & ATTRIBUTES  (CONTINUED):

2. Responsible:  Maintains a work ethic that turns good service into great service in order to exceed customer expectations.
3. Knowledgeable:  Has a willingness to learn. Works with attention to details, attempting to anticipate customer needs. Stays informed in order to make intelligent decisions.
4. Consistent: Possesses a sincere desire to please, and an ability to follow service guidelines in order to provide each customer a positive experience. Demonstrates creativity in order to contribute to enhancements throughout the organization.
5. Communicator: Uses the open door approach. Takes time to speak with customers, speaking clearly and using active-listening. Follows up when necessary and recognizes communication is the foundation for great service.
6. Team Member: Has the ability to work both independently and with others. Receptive to change and compromise. Looks for appropriate solutions and works together to handle challenges in an attentive manner.
7. Honest: Takes pride in work and works as if having personal ownership of each task, and a personal tie to each customer. Maintains the highest level of truthfulness.
8. Motivated:  Enjoys people and work. Treats customers and co-workers with respect, and helps to create a respectful, fun environment.
9. Appearance:  Takes pride in his/her appearance. Maintains the appropriate presentation at all times.

An Equal Opportunity Employer:  We provide equal opportunity without regard to race, color, national origin, religion, sex, age, marital status, or disability.  EOE