Overview

Directly reporting to the General Manager, the primary role of the McCormick Place AGM – VP Sales & Marketing is to manage the sales team to ensure that the highest quality and standards for revenue, economic impact goals and departmental sales goals objectives are met for each fiscal year. The DOS is responsible for providing oversight of day-to-day activities while maximizing targeted booking opportunities within the short-term 18-month timeframe. This position works collaboratively and collectively with Choose Chicago and the MPEA Hotel Collection in maintaining the sales calendar.

This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for the MPEA and McCormick Place CC’s mission to promote and sell McCormick Place, the Hotel Collection and Chicago. This is accomplished by developing and implementing ongoing strategic initiatives that will positively impact revenue.  

This role will pay a salary of $170,000 to $220,000.

For FT roles: Benefits: Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 11 holidays).

Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Works with the General Manager, Choose Chicago, OVG hospitality, MPEA and the Hotel Collection to direct all sales and marketing initiatives.
• Oversee total sales strategy for MPC Campus, meeting, tradeshows, and event bookings.
• Develop and implement sales strategies and marketing plans to effectively promote and sell MPC and The Hotel Collection for all targeted markets.
• Supervise, advise, support, guide and direct the facility’s sales and marketing team and monitor their performance on an ongoing basis. This will also include but not limited to performance reviews and ongoing educational opportunities.
• Direct, implement, and oversee the MPC’s sales efforts of the sales team to include, but not limited to, bidding conventions, meetings, tradeshows, and events.  
• Develop and implement all aspects of the MPC’s sales plan and strategy, including sales goals/objectives while overseeing and evaluating the progress of all defined sales efforts.
• Work in collaboration with Choose Chicago, in order to facilitate a consistent and unified selling front and approach for all long-term business. This includes but is not limited to MPC’s dates, rates, booking policies and procedures.
• Approve sales proposals; reevaluate potential rental & sponsorship value of sales inventory; initiate contractual arrangement; prepare contracts; negotiate terms as required.
• Administers the MPC’s booking related issues and business policies, subject to General Managers approval.
• Represents management in developing and maintaining relationships with current and potential clients.
• Works with show managers and meeting planners in facilitating site visits and appointments.
• Prepare, in collaboration with the assistance of the General Manager, OVG Hospitality, MPEA and Choose Chicago the annual sales and marketing plan.
• Monitors market conditions and maintain a strategic planning approach, which optimizes the MPC’s position relative to competition and market forces.
• Manages the short-term sales efforts in a manner designed to maximize venue occupancy while supporting the overall strategy related to quality and impact.
• Administers the design and production of collateral materials including rate schedules, operating policies.
• Works with the Space Optimization Manager and Yield Management Analyst, Director of Event Operations and Director of Event Management to maximize possible booking opportunities for Hotel Collection and Choose Chicago.
• Supervises the preparation of monthly statistical reports which includes documenting sales activities, including prospecting efforts and results of the MPC.
• Works cooperatively with the hotel and hospitality community and other members of the city’s visitor industry in enhancing its position as a convention, meeting, and events venue.
• Update the General Manager, and the Director of Finance on any significant future years sales activity, including event cancellations.
• Develop and implement the annual expense budget for the sales department. Monitor the monthly sales department expense report and address any significant expense variances.
• Closely collaborate with the MPC, The Hotel Collection, Choose Chicago, and Manager of Marketing & Communications on strategy, collateral and creative, reporting, messaging and key selling points, content and social media.
• Maintain communication and contact on a regular basis with selected business, professional, and social groups that may host or provide leads for conventions, meetings, events, tradeshow, and tourism markets.
• Develop, enhance, and maintain relationships within the meetings, convention, events, and tradeshow industries.
• Attend appropriate sales and industry related meetings and events.
• Consistently and continuously find ways to create a means and method of streamlining all aspects of the sales process and overall business development.

SUPERVISORY RESPONSIBILITIES:

• Directly supervises a current staff of the following: (1) AVP of Sales, (1) Director of Marketing and Communications, and (1) Director of Partnership Sales. Carries out supervisory and management responsibilities in accordance with OVG360’s policies and applicable laws.
• Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees in conjunction with Human Resources; addressing complaints and resolving problems.

Qualifications

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE:

• 10+ years of increasingly responsible experience in a professional convention center management and or hospitality sales role, with at least two (2) years of direct supervisory experience at the department director level.
• Bachelor’s Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field.
• Other combinations of experience and education that meet these requirements may be substituted.

SPECIAL KNOWLEDGE & ABILITIES:

• Knowledge of operational characteristics of public assembly venue, hotel or hospitality management.
• Experience working with or in DMO’s or hotels.
• Modern management methods, long-range planning, principles of budgeting and supervisory techniques.
• Should possess a working knowledge of each area of direct and indirect supervision including sales & marketing, event services, safety & security, venue maintenance & housekeeping, finance and human resources, audio-visual, telecommunications, and food & beverage operations.
• Contract development and negotiations including venue event license agreements, service agreements, contract management and sponsorships agreements.
• Modern and effective customer service practices.
• Interpersonal techniques in dealing with unique groups and sensitive circumstances.
• Terminology used in convention, meetings, events, and entertainment settings.
• The main convention markets domestically and internationally.

SKILLS AND ABILITIES:

• Plan, direct, and evaluate the work of subordinates.
• Perform a broad range of supervisory responsibilities over others.
• Manage multiple projects simultaneously.
• Work under high pressure in meeting urgent deadlines.
• Provide leadership to facility staff.
• Recognize, analyze, and resolve challenges.
• Develop and implement programs, policies, and procedures for the sales team.
• Develop comprehensive management reports and manuals (i.e. Annual Sales & Marketing Plan, Annual Facility Report, Booking Policies, etc.).
• Conduct a variety of organizational studies, investigations, and operational studies; recommend modifications to programs, policies, and procedures as appropriate.
• Establish and maintain effective working relationships with staff, key sales partners, venue stakeholders and users.
• Communicate clearly and concisely in the English language, both orally and in writing.

COMPUTER SKILLS:

• To perform this job successfully, an individual must have good computer skills; knowledge and or proficiency of Microsoft Office (including Excel and Powerpoint), Customer Relationship Management (CRM) software programs and Momentus (previously Ungerboeck) event management software a plus.

CERTIFICATES, LICENSES, REGISTRATIONS:

• PCMA membership
• ASAE membership
• MPI membership
• SISO membership

PHYSICAL DEMANDS:

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the AGM – VP Sales & Marketing. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of the AGM – VP Sales & Marketing position.

While performing the responsibilities of the AGM – VP Sales & Marketing position, the employee is required to talk and hear. The employee is often required to sit and use their hands and fingers, to handle or feel. The employee is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. Vision abilities required by this job include close vision.

WORKING CONDITIONS:

While performing the responsibilities of the AGM – VP Sales & Marketing position, these work environment characteristics are representative of the environment the AGM – VP Sales & Marketing will encounter. Reasonable accommodation may be made to enable people with disabilities to perform the essential functions of the AGM – VP Sales & Marketing position. Incumbent works in an office setting with minimal adverse exposure to environmental hazards. The noise level in the work environment is usually quiet to moderate.

WORK SCHEDULE:

The work schedule of this position typically involves a 5-day work week Monday through Friday; however, this will fluctuate based upon the needs of the community, a project and/or events. Must have the ability to remain available 7 days per week, work long and irregular hours that may vary due to functions and may include days, evenings, weekends, and holidays.  This will also include regional, national and international travel.   

DRESS CODE:

To project dignity and decorum expected by the public, appropriate dress and good grooming are expected of all employees.