Assistant Sales Director – Resort Sales

Job Description

The Assistant Sales Director for Resort Sales is responsible for driving meeting and convention business to the Convention Resort Portfolio at the Disneyland Resort. In this role they will lead a dynamic sales team, develop and implement strategic sales plans and drive innovate initiatives that deliver business results. The ideal candidate is dynamic and a professional sales leader with strong group and convention business experience. They will possess hospitality industry expertise, sales leadership experience, a proven ability to build strong relationships with internal/external stakeholders, collaborate with partners, adapt, lead in a changing business landscape and develop a team of Sales Managers. The Assistant Sales Director is responsible for driving the overall Grand Californian Hotel & Spa sales strategy and enhancing the sales team hotel product knowledge and positioning that is in line with Forbes rating guidelines.  They will achieve hotel revenue AOP targets, enhance the convention profit margin, optimize function space utilization, and deliver increased room volume and ancillary revenue spend. They will engage key stakeholders in Marketing and Operations, to enhance partnership engagement and communication in support of elevated results.

Basic Qualifications

• Minimum of 5-7 years of conventions sales experience.
• Experience leading and developing a high caliber team, including hourly and salaried employees.
• Demonstrated strong knowledge of meetings and conventions including market segments, trends, national and local competitors, processes, workflows, food and beverage and entertainment.
• Proven success that demonstrates strong sales and presentation skills.
• A goal-oriented mindset with the ability to analyze and explain data, schedules, goals and budgets.
• Excellent business planning and strategy skills.
• Strong client management and partnering abilities.
• A focus on employee engagement to coach, reward and recognize Cast Members.
• Theoretical and practical understanding of rooms, food & beverage operations and contracting.
• Proven social and networking skills with awareness of cultural sensitivity/diversity.
• Proficiency with Social Media technology in a sales environment.
• Proficiency with Digital selling, virtual site visits and presentations.
• Market segment knowledge: corporate, incentive, associations.
• Negotiating, closing, market development and account management skills.
• Ability to participate in site inspections and Client events and entertainment opportunities.
• Outstanding written and verbal communication and presentation skills.
• Demonstrated problem solving and decision-making skills.
• Demonstrated proficiency within a Windows environment and willingness to learn new software applications.
• Exceptional time management skills effectively to handle both yours and your team's workload.
• Ability to be flexible with work schedule, including weekends and holidays.
• Capacity to work independently and on a team.

Preferred Qualifications

• Knowledge of the Disney Meetings product.
• Sales experience with a major hotel chain or significant hotel/convention independent property.
• Experience selling meetings and conventions that meet resort needs.
• Understanding of market conditions and buyers in southern California and other key markets.
• Understanding of the Disney product line to include Resorts, Parks, Disney Cruise Line, Disney Institute, and Disney Event Group.
• Competitive industry trends and knowledge.

Time Allocation

50%       Coaching and developing sales cast members to drive revenue to DLR through business solicitation, sales calls, tradeshows, contract negotiation, site inspections and product orientations.

10%       Business travel with cast to identify new opportunities, close meetings business and build client relationships.

20%       Collaborating with a wide range of internal partners to develop sales strategy, remove barriers, and work on initiatives that improve the cast and guest experience.

20%       Time forecasting, reporting, administrative work within financial and sales systems.                          

Position Responsibilities

• Lead and develop a team of Cast Members responsible for selling the Disneyland Resort to Group & Convention Clients.
• Attain all financial goals.
• Ensure teams are developing meeting event opportunities through new business solicitation, sales calls, tradeshow and other sales activities as needed.
• Support Sales Managers while conducting site inspections, pre-planning meetings, in market travel and product orientations.
• Define and execute sales strategies to drive convention business.
• Develop innovative and creative meeting and event solutions representative of the Disney brand.
• Collaborate with key partners to remove barriers that will allow our Cast to have speed to market and provide excellent guest service.
• Use systems appropriately to maintain accurate records, initiate reports and monitor sales activity.
• Prepare accurate monthly forecasts and participate in monthly forecast meetings.
• Actively support the development, training and mentoring of Cast Members.
• Responsible for recruiting and finding right fit talent.
• Utilize Versatility and The Sales Counselor Approach to include Relating, Discovery, Advocating, and Supporting our clients.
• Develop effective relationships with the Resort leadership and other value chain partners.
• Responsible for knowledge of and adherence to all Disney company policies.
• Represent the Disney brand in all internal and external client interactions.

Required Education

•            Bachelor's degree or equivalent.