Director of Sales & Marketing | ASM Global/Greater Columbus Convention Center

ASM Global/Greater Columbus Convention Center

Columbus, Ohio, This position is responsible for the oversight of the Sales and Marketing Department, with specific focus upon maximizing revenue and occupancy for the facility, and marketing exposure through social channels, digital, website, and print. The position manages both the free sell periods of within 12 months and works closely with Experience Columbus (EC), the Destination Marketing Organization (DMO) for Columbus and the Greater Columbus Sports Commission (GCSC) for future business outside the booking window. Position will oversee all hiring, training and supervision of sales and marketing staff. This position requires a strong relationship with Experience Columbus collaborating on the annual sales and marketing plan, business evaluation, and collaboration on marketing and collateral pieces that best represent the Greater Columbus Convention Center (GCCC).
Primary Duties and Responsibilities: Generate Convention Center leads resulting in definite business through proactive marketing sales calls, presentations, prospecting, community involvement, and site tours. Lead generation to focus on within 12 months booking cycle while assisting EC and GCSC with leads outside 12 months. Oversight, production and execution of the annual sales and marketing plan, business plan, annual budget, and monthly sales and marketing reports. Attend networking meetings related directly to creating and building new partnerships with those clients typically booking within 12 months and ensure full sales and marketing team participation.
Maintain a thorough knowledge of the full GCCC campus including surrounding hotels, attractions, restaurants, and services available to customers to aid in both the facility and destination sales process. Operate in coordination with EC, GCSC, convention hotels and other hospitality groups and stakeholders to retain and grow existing client base while also seeking to attract new business. Conduct regular training with sales and marketing team that includes, but is not limited to contract procedures, negotiations, revisions, and addendums compliant with ASM Global policies and procedures. Host regular meetings with EC and GCSC to evaluate and adapt processes of existing Columbus Collaborative and keep parties informed of building changes and enhancements.
Utilization and continuous training of CRM system (Ungerboeck) to support sales and marketing efforts, license agreement creation, and space utilization. Additionally, position requires full comprehension of how the CRM interfaces with all GCCC departments. Prepare timely sales and marketing reports as identified by GCCC General Manager appropriate for reporting relationships that includes but is not limited to facility ownership Franklin County Convention Facilities Authority (FCCFA) and Columbus Collaborative model. Complete, in collaboration with Experience Columbus, annual competitive set comparison chart that is reflective of rental rates, sq. footage, and any other special features within the GCCC and Columbus competitive set of cities as presently defined.
Team with Human Resources to recruit, interview, select and train sales and marketing personnel within established guidelines. This process will also include collaborating with EC and GCSC leadership. Assist GCCC General Manager in leading efforts to ensure GCCC Director level staff are part of the larger organization sales team and are comfortable making an “elevator sales pitch” at any time to a potential customer. Work across GCCC interdepartmental lines to allow for knowledge transfer and exchange of ideas, always in support and achievement of FCCFA and GCCC organizational goals and efficiency of GCCC facility operation. GCCC Manager on Duty responsibilities are associated with this position which requires some evening and weekend hours. Other duties as assigned. Graduate of an accredited college or university. Additional years of experience may serve as substitute on basis of two (2) years of experience for one (1) year of college in the field of work associated with hospitality. Five (5) years of direct hotel, DMO or convention center type sales. CMP certification preferred. The GCCC requires all associates to obtain and maintain their Certified Tourism Ambassador (CTA designation). Previous marketing experience is beneficial to success within the position, including serving in a leadership position with direct oversight and accountability for marketing efforts. Demonstrated presentation skills, both verbal and written communication skills, and possess the ability to work independently and as a team member.
Goal oriented and possess strong initiative and negotiation skills with the ability to recognize competitive opportunities that result in new business. Strong working knowledge of computer systems and related software applications, specifically Microsoft Office and Ungerboeck (where applicable) and possess the ability to produce reports as requested. Superior organizational and management skills are essential. Flexibility and ability to prioritize responsibilities in an ever-changing work environment are critical as this job may require travel, working weekends and evenings. Ability to innovate, stay up to date on industry trends affecting sales and marketing and incorporate those within processes to aid in continuing education and goal achievement.

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