Director of Sales

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Position Summary:

This position is responsible for directing the business operations of the convention & expo sales department. This is both a leadership and sales role. This position is responsible to both oversee the purpose, processes and structure of the sales department, focusing on revenue optimization, while effectively soliciting all accounts within the assigned market segments and or geographic region to drive group or expo related sales and Food and Beverage revenue.

Primary Duties and Responsibilities: includes but not limited to:

• Captures large group business and/or consumer shows from assigned market segments and or geographic territory
• Supports the sales process and team
• Initiates and monitors assigned leads
• Maintains and participates in active sales solicitation program
• Oversees the production of all top accounts
• Evaluates trends within assigned markets
• Responsible for meet and greets, entertainment and site inspections with in-house customers 
• Participates in key industry organization events, client events and attends assigned trade shows
• Assists with the training of sales personnel
• Reviews contracts and reports to ensure adherence to department budget
• Strives to surpass revenue expectations of  sales goals
• Supervises the daily activities of employees, provides performance feedback and enforces policies and procedures
• Manages an annual operation budget for their respective cost center to a specific variance threshold
• Establishes goals and objectives for area of responsibility that are in alignment with department, division and corporate strategic objectives and develops action plans to attain them
• Facilitates the creation and measurement of performance metrics to objectively measure the performance of area of responsibility
• Evaluates area of responsibility for continuous improvement opportunities and develops plans to implement process improvements
• Ensures that functional areas under their direct control are staffed and trained appropriately to meet department and business needs
• Ensures proper manual or automated controls are in place to safeguard information and financial assets
• Works with other operational departments to ensure that plans and procedures are effectively organized and communicated throughout the company
• Coordinates the appropriate internal and external teams to achieve assigned goals and objectives
• Conducts staff meetings on a regular basis
• Acts as a guest liaison and resolves guest issues
• Maintains a visible role in the industry organizations, at trade shows, client events, site visits and sales calls
• Requests feedback from guests prior to departure to ensure the highest standards are being met and how we can exceed their expectations
• Oversees all hiring, training, scheduling, evaluating and counseling of the Convention Sales staff
• Monitors the condition and care of the Convention Center and all related equipment

Secondary Duties and Responsibilities:

• Keeps abreast of developments in the convention sales industry to maintain a competitive share
• Communicates information to the staff in a positive and effective manner
• Maintains a high level of morale amongst all team members
• Adheres to all policies and procedures and is a Mohegan Sun Ambassador
• Works within the boundaries of the position
• Maintains confidentiality
• Believes in and adheres to our core values and service standards
• Actively promotes the Spirit of Aquai
• Maintains visibility on the casino floor to all operating areas

Minimum Education and Qualifications:

• Bachelors’ Degree in Business Administration, Hospitality, Marketing or a related field
• Five years of experience in hotel group sales in either a sales or leadership role, including 3 years in a convention property with no less than 500 rooms and experience booking groups of 200 or more guestrooms on peak nights for multiple nights.
• Must have a minimum of three years’ experience as a Director of Hotel/Convention Sales, managing a hotel group/convention sales team.
• Must have experience in overseeing all aspects of hotel sales contracting with groups.
• Experience selling a a property with a minimum of 50,000 sq ft of convention/meeting space.
• In lieu of a Degree and previously mentioned experience, ten years of applicable hotel group sales experience and experience managing a group/convention sales team.

Competencies:  Incumbent will master the following competencies while in this position:

• Knowledge of Mohegan Sun corporate and department policies and procedures
• Knowledge of regulations that pertain to the Marketing division
• Excellent written and verbal communication skills
• Excellent organizational and multi-tasking skills and the ability to delegate tasks
• Excellent leadership and interpersonal skills
• Proficient with computer programs including Windows, Word, Excel, Cognos, Delphi, Meeting Matrix, LMS and Passkey
• Excellent consultative skills and the ability to achieve company business objectives across functional boundaries
• Understands revenue management and its utilization
• Ability to work well with others in a diverse environment
• Leads by example
• Ability to make sound judgment calls relating to employees and guests
• Advanced negotiation and reasoning skills
• Moderate public speaking skills
• Capable of interacting with the public in a highly professional manner
• Excellent leadership and interpersonal skills
• Excellent team building and motivational skills
• Knowledge of the property and products
• Ability to maintain composure in stressful or high pressure situations
• Ability to produce quality work under tight deadlines with high expectations
• Ability to adapt to new ideas and changes
• Ability to self motivate
• Ability to comprehend complex written and verbal  instructions
• Maintains accurate records and files
• Ability to represent Mohegan Sun in a positive manner on and off property
• Thorough understanding of the Mohegan Tribal Employment Rights Ordinance (TERO) as it relates to employment

Training Requirements:

• Mohegan Sun budget planning and analysis process and procedures
• Mohegan Sun CER and purchasing procedures
• Effective utilization of Mohegan Sun evaluation programs
• Knowledge of Ascent and EmpowerTime systems
• Knowledge of Delphi, Meeting Matrix, LMS, Cognos and Passkey systems
• Training as relative to technical skills, department guidelines and compliance/governance regulations
• Must complete the Core Leadership Training course
• Safety and Fire Training
• SMART alcohol awareness

Physical Demands and Work Environment:

• Office work environment
• Must be able to work in a casino environment with smoke, loud noises and low lighting
• Occasional travel may be required
• Must be able to sit, stand and walk for extended periods of time
• Must be able to work extended hours and days
• Carries an electronic device and responds to off-hours communications in order to provide 24/7 service
• Must be able to work various shifts and flexible hours, including weekends, evenings and holidays

This is not necessarily an exhaustive list of all responsibilities, requirements or working conditions associated with this job.  Mohegan Sun reserves the right to make changes to the above job description whenever necessary.

Work Shift:

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Mohegan Sun practices Native American Preference in hiring. "Native American" means an individual who is a duly enrolled member of the Mohegan Tribe or any group of Native Americans recognized by the Mohegan Tribe, The United States of America, or the State of Connecticut.