Cohera

Director of Sales, Los Angeles

Posted 20 Oct

What’s this role about? The Director of Sales is responsible for leading and developing the local sales team to meet revenue and market share goals. This role involves managing sales processes, cultivating partner relationships, and collaborating with senior leadership to ensure departmental performance.

Los Angeles, California

On-site

Full-time

10+ years exp

Professional certificate

Skills required

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Responsibilities

To support the vision, mission and guiding principles of the Company.
While performing any procedure, all associates must observe applicable Safety, Health, and Environmental rules and guidelines.
Attend and participate in training opportunities and seminars relevant to this position.
Adhere to appropriate company operating procedures, benefit rules, employment, and safety policies/practices.
Lead and manage the local sales team, overseeing performance, coaching and professional development.
Develop and maintain sound employee relations at all levels to include mentoring, counseling, and disciplining employees; plan, monitor, and appraise job results.
Develop weekly or bi-weekly one-on-ones schedule with each individual direct report for mentorship, development, and coaching.
Develop and maintain an effective sales organization through recruiting, orienting, training and mentoring employees.
Works cross-functionally with the General Manager and Director of Design to ensure proposal processes are aligned with client needs, strategically prioritized, and delivered in a timely manner to maximize win rates.
Partners with the General Manager and Director of Events to align client commitments with operational execution, ensuring programs are delivered accurately, efficiently, and in line with client expectations.
Support Event Manager & Design & Development Manager in order to succeed in program execution and deliverables.
Leverage internal and external partnerships and relationships to drive lead volume and sales in assigned channels.
Prospecting based on hotel, CVB, DMO, or Salesforce lists and opportunities.
Maintain high sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Work with Strategic Accounts Team to target potential clients and win business while staying within MSA terms.
Work with Marketing to develop sales campaigns and materials to stay relevant with hotels, CVBs, and Clients in collaboration with Business Development (if applicable).
Collaborate with General Manager to develop a plan of deployment for team to maximize effectiveness and ensure a timely response to all RFPs.
Act as primary sales liaison to Cohera internal sales channels as it leads to maximizing incoming and outgoing referrals between offices and Strategic team.
Establish sales objectives by forecasting and developing monthly and annual sales quotas for the team and individual Account Executives with General Manager.
Provide input in regard to annual goals and gross profit plans by analyzing market trends and Salesforce forecast.
Assist in managing margin-related goal expectations from direct reports and be able to assist in margin related decision making or escalate as appropriate to achieve company goals.
Review and approve reporting of any Preferred Hotel Agreements in your destination in collaboration with VP of Sales and General Manager.
Participate in yearly budget creation process including sales, gross profit, and expense categories with your General Manager.
Ensure financial data (sales and profit) are kept updated in Salesforce so that proper sales/profit forecasting can be achieved via Salesforce.
Maintain professional and technical knowledge by attending educational workshops; review professional publications; establish personal networks; participate in professional societies.
Represent Cohera on company sales trips and/or make AE assignments based on trip destination(s).
Coach – As a leader Cohera you have a responsibility and need to develop others to succeed in their roles.
Facilitator - You need to make things easier for others. While we might think of this most often in a meeting or group situation, there are many times when you will serve as a facilitator to help processes flow better and boost productivity.
Strategist – All leaders must think strategically, keep the big picture in mind, and plot what directions and approaches the team should use to reach the desired results.
Visionary – Related to strategy, leaders must have a picture of where they are heading and why that destination matters to the organization, their team and themselves.
Decision Maker – You want other to engage and offer their feedback. However, as a leader you will need to be decisive and make the hard choices. You can’t be afraid to make a decision, even when you are working with less-than-perfect information or you must make one that will be unpopular.
Influence – Call it mediation or negotiation or even arbitration, but this role is really about influence. As a leader, you must constantly be influencing others in a positive way.
Team Player – You cannot always take the lead. You need to be a teammate, too, and that means understanding when to step out of your leadership role and let others take the lead.
Listener – Leaders often think they need to be doing all the talking, but that is a mistake. In fact, the best leaders talk less, and ask, listen and observe more. Make sure you really listen to the people you lead.
Each employee at Cohera is expected to carry out all Quality of Work Responsibilities: to work as a productive team member, take initiative, act creatively, operate flexibly, and do everything with honesty, integrity, and with a focus on client satisfaction.
Work well in a fast-paced team environment, be willing to help others, work overtime when required, and deliver quality service to our clients.
Act in a self-starting way, make good independent decisions, and take steps to complete work within time parameters.
Generate new and innovative ways to improve Cohera products and services.
Recognize essential elements of a challenge and develop creative solutions.
Respond quickly to changing circumstances, anticipate new developments where possible, be receptive to new ideas/methods.
Act in a forthright way.
Give and accept feedback constructively.
Recognize and consider the client’s expectations and needs, be willing to “do what it takes” to fulfill those expectations.
Any other duties as assigned.
This job has recurring work situations involving moderate degrees of discretion. The need for accuracy and effective utilization of accepted policies and procedures is high. Errors in judgment and execution will waste time and resources, adversely impacting unit performance. Employees operate independently but work is verified by supervision.

Qualification

SalesManagement & LeadershipHospitalityConsultingAdministrative

Eight or more years of total work experience with a minimum of six years of sales experience in a DMC, incentive travel, or related industry.
DMCP and/or CMP preferred.
Experience in forecasting, developing annual sales quotas and establishing destination sales goals.
Financial understanding of reporting, pricing, budgets, and gross profit.
Extensive proposal development, pricing, and various operational capabilities are required.
Industry relationships (including hotels, industry chapter involvement and suppliers) in local destination is required. Destination consultative selling knowledge is preferred.
Management of sales force including hiring, training, motivating, mentoring, terminating and regular job appraisals.
Strategic local planning including analyzing and implementing new trends, creating marketing campaigns and staying current with status of competition in order to stay relevant in the local market.
Knowledge of sales and marketing strategies to meet Strategic Plan including annual goals/gross profit.
Knowledge of client development and comfortable in negotiating.
Ability to provide solutions and/or resources to challenges/opportunities that may arise during development and sale of programs.
Financial understanding of reporting, pricing, budgets, and gross profit margin GPM.
Ability to develop and maintain strong supplier/partner relations at venue and community locations, including negotiation on behalf of clients for best locations, terms, etc.
Ability to professionally represent Cohera at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
Ability to travel to other Cohera office locations by vehicle or airplane.
Excellent verbal and written communications skills.
Advanced skills in Microsoft Office Suite; adaptable to CRM and other software (e.g., Salesforce).
Computer, phone, copiers, smart phones, tablets and other standard office equipment.
Required to be ambulatory to move around freely between buildings and between levels within buildings.
Occasionally lift and/or move up to 30 pounds.
Occasionally exposed to fumes or airborne particles and toxic or caustic chemicals associated with office work.

Benefits

A competitive salary based on experience.
Incentive eligibility based on program size and profitability and achievement of regional/office goals.
Health insurance coverage including medical, vision, and dental.
Discretionary PTO for vacation and personal time, paid holidays, and paid sick leave accrued based on hours worked.
401(k) with employer match.
Company-paid short term and long term disability insurance coverage.
Company-paid $50,000 basic life insurance.
Voluntary life insurance.
Paid DMCP and/or CMP certification.
Paid industry memberships.

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