Associate Director, Sales & Marketing

The Chaplin School of Hospitality and Tourism Management is currently seeking an Associate Director, Sales & Marketing.

Duties include:
-    Plans, directs and implements comprehensive sales efforts to generate meeting, conference and event business while working with designated marketing staff members in developing creative marketing campaigns that promote the Roz and Cal Kovens Conference Center. Works with the Associate Director of Operations to establish budget goals for meeting space rental revenues and related net operating results for food/beverage, facility and audio/visual rentals.
-    Engages in prospecting, lead cultivation and business closing activities that generate revenue through conference/meeting bookings and rentals to ensure profitability. Promotes and sells the facility and services to new, existing and potential customers through all means available, including but not limited to: face to face meetings, phone calls, email, correspondence, tradeshows, the internet, etc. Manages a prospect database, and maintains an active list of top and target accounts to generate obtain/secure new and repeat business.
-    Prepares forecasts, and develops, monitors and evaluates the annual marketing and sales budget. Prepares analysis of marketing and sales impact, including monthly marketing and sales reports and quarterly reviews of marketing, advertising, sales plans, and annual budget.
-    Conducts sales presentations, writes proposals, contracts and other client correspondence. Review and approve all sales contracts and group services agreements.
-    Monitors trends in the meeting market and conference center industry and develops strategies to maintain a competitive lead in the market. Collaborates with Marketing Department and the Institute of Hospitality and Tourism Education and Research to develop, implement and reconcile comprehensive sales and marketing programs. Monitors and evaluates website, eblasts, social media, published advertisements, open houses and hosted events.
-    Provides leadership and direction to staff, including but not limited to day-to-day sales solicitation, sales operations, setting sales performance and productivity goals and objectives, sales training, assisting with making employment decisions, and delivering opportunities for growth and development
-    Attends business networking meetings/programs, participates in conferences, attends approved events, entertains prospects and participates in activities that enable lead and prospect identification, acquisition and cultivation. Fosters relationships within the community, professional organizations and other entities to build a network to promote the Roz and Cal Kovens Conference Center and to obtain business commitments.
-    Provides event coordination specifications and details for execution.
-    Reviews marketing collateral, makes recommendations for improvements to website and ensures adherence to the marketing plan.
-    Works closely with the community and industry in developing an atmosphere necessary to enhance the use of the facility and maintain awareness of the developments in the hospitality and meeting and event planning industry. Develops and maintains knowledge of market trends, competition and customers.
-    Confers with customers in all phases of their meeting/conference to ensure complete customer satisfaction.
-    Supervises and manages sales-related staff, Sales Manager(s) & Marketing Coordinator. Provides guidance and direction in achieving established sales goals and reaching performance targets.

 

Qualifications:
-    Master's degree in an appropriate specialization and four years of experience; or a bachelor's degree in an appropriate specialization and six years of experience.
-    Extensive knowledge of sales, marketing, and negotiating procedures associated with the hospitality and meeting industries.
-    Proven track record of meeting and exceeding sales goals on a consistent basis.
-    Entrepreneurial spirit and a high degree of accountability
-    Proactive mindset to anticipate and support changes in business
-    Strong quantitative and problem-solving/strategizing skills
-    Excellent overall computer skills with advanced knowledge of Excel and PowerPoint
-    Proficiency in Delphi or similar software and experience with CMP package are required.
-    This position requires travel. Must have valid driver's license and own transportation.

Florida International University is a member of the State University system of Florida and is an Equal Opportunity/Equal Access Employer.
FIU is an EE/EO/EA Employer & Institution