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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:
Regular
Knock, knock. Hear that sound? That's opportunity!
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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.
What began in 1996 as a gaming destination in southeastern Connecticut with a handful of Team Members has expanded into a premier entertainment enterprise with over 10,000 team members across the globe. What drives our success is the centuries-old philosophy of the Mohegan Tribe "The Spirit of Aquai". Its principles of welcoming, mutual respect, cooperation and building relationships have shaped our culture, and serve as the foundation that we live by with every guest and team member interaction today, and for generations to come.
