Director of Sales | Full-Time | Lucas Museum of Narrative Art
- Los Angeles, CA
- $95,000-100,000 per year
- Permanent
- Full-time
- Manage and participate in the development and implementation of goals, objectives, policies, and priorities of all Sales programs and activities
- Assume management responsibility for all services and activities of the Sales Department within the facility including sales tools and materials, proposals, sales calls and contracts
- Select, train, motivate and evaluate all sales personnel; provide or coordinate staff training; work with employees to correct deficiencies; implement discipline and termination procedures
- Plan, direct, coordinate, and review the work plan for providing marketing, booking and sales services
- Participate in the development and administration of the annual budget; forecast of additional funds needed for staffing, equipment, materials, and supplies; direct the monitoring of and approve expenditures; direct and implement adjustments as necessary
- Prepare written proposals; reevaluate potential business value of various events and clients; initiate contractual arrangements
- Conduct tours of facility for potential licensees; answer questions and provide information regarding facility capabilities
- Meets with General Manager on a regular basis to discuss all matters pertaining to sales operations
- Travel to regional areas throughout the year in search of new business
- Budget and work within operating budget
- Responsible for all revenue generation
- Perform other duties and responsibilities as assigned
- Develop and implement comprehensive sales strategies to achieve revenue targets and business growth.
- Identify and pursue new business opportunities in corporate, social, and special event markets.
- Analyze market trends and competitor activity to adapt and innovate sales approaches.
- Recruit, train, and manage a high-performing sales team.
- Set clear performance goals and KPIs for the sales department.
- Provide ongoing coaching, feedback, and professional development for team members.
- Build and nurture strong relationships with key accounts, event planners, venue partners, and vendors.
- Oversee the sales process from inquiry through booking, ensuring client needs are met with professionalism and creativity.
- Act as a senior point of contact for high-profile and complex events and clients.
- Create menu packages in collaboration with culinary leadership.
- Establish pricing guides based on competitive analysis of market rates.
- Define service levels according to a variety of event types and menu formats.
- Constantly refine design of catering presentation in collaboration with culinary and marketing leadership
- Work closely with the culinary, operations, and marketing teams to ensure alignment on client expectations and company goals.
- Provide regular reports to executive leadership on sales performance, forecasts, and pipeline status.
- Support the development of marketing materials and campaigns to generate leads and brand awareness.
- Represent the company at industry events, networking functions, and trade shows.
- Garner deeper industry relationships through memberships and networking event participation.
- Produce weekly sales reporting and guide team in revenue allocation reporting to ensure targets are met.
- Manage new menu roll out to develop sales tools and train on menu proficiency.
- Minimum of five to seven (5-7) years of increasingly responsible sales experience for an arena, convention center, sports franchise, hotel or other similar public assembly or hospitality facility, including supervisory responsibility
- Bachelor’s degree or better from an accredited college or university with major course works in Marketing, Business Administration, or a related field
- Ability to work event nights, weekends and holidays as required
- Has a strong track record of building relationships and generating new business
- Excellent organizational skills, leadership skills, customer service skills
- Enthusiastic and positive thinker
- Strong PC and data processing skills; working knowledge of MS Word, Excel, as well as database management software
- Proven track record of exceeding sales targets and building successful sales teams.
- Deep understanding of the off-premise catering industry and event sales cycle.
- Excellent communication, negotiation, and interpersonal skills.
- Possess strong interpersonal and collaboration skills to manage this diverse team; must support and advance a culture of committed action, excellence, and respect
- Self-disciplined, shows initiative, possess leadership ability and is outgoing
- Experience with sales matrix controls and resource development.
- Strong organizational and project management capabilities.
- Proficiency in CRM systems and sales / BEO software
- Ability to work flexible hours; perform job functions with attention to detail, speed, and accuracy; prioritize and organize; follow directions thoroughly; understand guest’s service needs; work cohesively as part of a team; work with minimal supervision; maintain confidentiality of guest information and pertinent company data; direct performance of staff and follow up with corrections when needed.