Entertainment Cruises is looking to hire a Director of Sales.
Based on Experience.
October 15, 2019.
Inspired by our commitment to excellence, the sales and operations teams at our Company* create unforgettable memories for our guests. The Director of Sales (DOS) will successfully manage the sales team including recruitment, training, coaching, motivating, development, and retention. The DOS will oversee implementation & execution of city sales strategy and tactics to ensure sales goals are achieved.
Essential Functions:Sales & Marketing:
Participates in the development of the city’s sales & marketing strategies and tactics.
Develops key accounts.
Directs the development of the city Sales and Marketing Plan. Plan includes account development activities for key customers and prospects within each market segment.
Develops specific sales strategies with General Manager and appropriate Sales Managers for targeted accounts.
Sets quarterly sales goals for all sales staff.
Ensures effective execution of the Sales and Marketing plan by:
Directing the efforts of the sales team.
Accompanying sales team members on face-to-face sales calls to observe and coach.
Barging sales team member telephone sales calls to listen and coach.
Identifying skill training needs for all sales team members.
Working with each sales team member monthly to evaluate performance/skills and providing necessary coaching.
Providing company designed sales training and coordinating with HQ other training.
Reviewing performance of all sales team members on a monthly or weekly basis.
Works with General Manager to develop all budgets and goal according to company guidelines.
Works with General Manager and City Directors to develop city’s cruise management plan.
Participates in the development of the city’s strategic business plan.
Identifies and recommends local market advertising and promotion opportunities
Executes other projects as assigned by management.
Sales Team Management:
Focuses on retaining top caliber account managers.
Recruits new sales people when necessary to fill vacant positions.
Provides and executes an integration plan for each new hire or promotion.
Recommends appropriate compensation packages within company guidelines.
Identifies each sales team member’s needs to provide better motivation.
Provides and directs development/career growth plans for each sales team member.
Provides annual performance reviews of all sales team members.
Recommends the promotion of team members.
Develops positive working relationships with other department heads and peers.
Visits targeted accounts with Sales Manager (current and prime prospects) at least once per year.
Provides leads to sales people from networking.
Active member of appropriate local associations.
Resolves all customer sale problems.
Uses EBMS to effectively plan and manage the city’s sales activities.
Manages sales & marketing budget.
Provides a monthly Sales Forecast to the General Manager.
Participates in fleet wide task forces.
Works closely with HQ Marketing Associates, and General Manager to Quantify market potential by segment & sub-segment .
Identify appropriate products for sub-segments by occasion.
Perform analyses of Segment & sub-segment buying tendencies.
The degree of selling activities influence on actual sales (S.A.M.).
Postal code & T&T market ‘feeders’, etc.
Review the results of marketing & sales activities (promotions, trade shows, advertising, etc.).
Oversee & enforce usage of brand identities. Review sales & marketing materials.
Facilitate local media plan development & execution with advertising agency.
Identify & develop local programs & promotions.
The successful director of sales will attain personal selling goals, will personally contribute to the unforgettable guest experience, will be favorably viewed by supervisors and peers, and will be swift and efficient in the execution of their assigned duties.
Performance will be measured by sales achievement, departmental tests, management evaluation, and feedback from peers on the city’s team.
Job Specifications / Qualifications:
Minimum of 5 years of total sales experience consisting of at least 3 years of hands on experience in proactive face-to-face selling and minimum of 3 years of supervisory experience.
Bachelor’s degree in a discipline related to the work of the position OR equivalent work experience
Successfully managed a sales team.
Keep well informed on city’s business priorities and objectives/goals and ensure that all city sales efforts support achieving them.
Communicate effectively in oral and written form.
Develop and maintain key sales accounts.
Recruit successful sales professionals.
Train, develop and motivate strong sales team.
Analyze and solve problems.
Establish and maintain effective working relationships as required by job responsibility.
Set aside emotional factors and/or validate them in order to discover key/relevant issues.
Provide advice/opinion and exercise discretion concerning confidential and sensitive matters.
Persuade and influence people.
Manage client relationships.
Listen effectively, assesses the situation, determine relevant issues, identify solutions and gain consensus.
Work with Microsoft Office applications (especially Word & Excel) and sales prospecting software
Perform sales analyses.
Translate analyses & research into sales actions.
Develop strategic marketing plans.
For purposes of this job description only, references to the ‘Company’ are to the following subsidiaries of Entertainment Cruises Inc.: Mariposa Cruises, Premier Yachts, Inc., Mystic Blue Cruises, Inc., Seadog Ventures, Inc., Spirit Cruises, LLC, and Deep Sea Charters, Inc. You are employed by one of these subsidiaries, not by Entertainment Cruises Inc.
Mariposa Cruises is committed to the development of a positive and progressive workforce that is representative of the guests we serve. We will provide equitable treatment and accommodation to ensure barrier-free employment. In accordance with the Ontario Human Rights Code, Accessibility for Ontarians with Disabilities Act and the Mariposa Cruises’ Accommodation Policy, a request for accommodation will be accepted as part of the Company’s hiring process.
About Entertainment Cruises
Entertainment Cruises is the nation’s largest dining cruise company with day and evening cruises, excursions and private charters in many cities across the US. At Entertainment Cruises, we offer a unique space with views other venues can’t offer. If you are inspired by a commitment to excellence and dedicated to creating unforgettable memories you may be just the person we are looking for to work for as a Shipmate with Entertainment Cruises.