Director, Sales Venues - Hotel Del Coronado

Position Overview

The Director, Sales Venues manages an effective sales team responsible for guiding customers through event experiences, providing solutions that meet their goals and objectives to result in a compelling event experience. The role creates and implements strategies for revenue growth and customer satisfaction, ensuring team achievement of established targets. It utilizes all available tools to maximize event and revenue capture from the assigned customer base, cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotels, and serves as a resource in large, high‑end event production across venue locations and regions.

The Director leads and supports company initiatives, business strategies, and core values. This position supervises the Sales Coordinator, Sales Manager, and Senior Sales Manager and reports to the Director, Event Technology.

• Drive results by establishing sales objectives through forecasting and developing quotas for all team members.
• Maximize revenue opportunity for assigned customers by creating effective per‑event revenue growth strategies, including upsell and cross‑sell opportunities.
• Assist in creating high‑end, large event, advanced technology solutions for existing and potential customers.
• Assist in preparing and delivering compelling presentations that convey the value of Encore and effectively solve customer challenges.
• Attend site visits, pre‑conference planning meetings, and venue meetings as necessary to support the customer event experience.
• Collaborate effectively with vendors and other departments/divisions of the company to capture and service events.
• Understand event cost structure and incorporate it into solution designs according to established profitability guidelines.

• Deliver world‑class service by cultivating and maintaining relationships with customers, venue personnel, and various Encore supporting functions and departments.
• Research and understand customer history and previous experiences to create more personalized customer experiences.
• Value people by attending customer meetings, understanding their goals, and responding to their questions, concerns, and challenges.
• Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.

• Hold the sales team accountable for maintaining a healthy pipeline that ensures achievement of revenue targets.
• Ensure all opportunities are fully entered, accurate, and updated in CRM.
• Lead the sales forecasting efforts at the home location(s), ensuring accuracy and timely submission.
• Learn, adopt, and train the team on all SOPs related to the role and any new initiatives/programs that are implemented.
• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events, ensuring team members are appropriately trained and competent.
• Create and present performance, pipeline, and forecasting reports to senior management as needed.

• Manage the performance of the sales team and direct work and tasks toward achieving organizational goals and objectives.
• Promote a culture of high performance, accountability, and continuous improvement.
• Motivate and energize team members to make proactive decisions in all communications with customers.
• Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
• Serve as the resident expert on the team, providing guidance and support for large events.
• Ensure the team receives and participates in all relevant sales training and regional/national sales communication programs.

• BS/BA or equivalent experience, 3+ years of Encore or related experience.
• Minimum 3+ years of sales experience.
• Prior sales experience in audiovisual, technology, or hospitality preferred.
• Knowledge of sales process, ability to read and interpret financial reports.
• Minimum 1 year of supervision or leadership experience.
• Technical aptitude, computer proficiency, and CRM knowledge…