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Miami Beach Convention Center

Director of Sales

Miami Beach, FL

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ABOUT MIAMI BEACH CONVENTION CENTER

The Miami Beach Convention Center (MBCC) sits on a slice of paradise, surrounded by spectacular beaches, world-class hotels, fine dining, exciting nightlife, diverse shopping experiences and historic architecture, making Miami one of the most sought out meetings destination in the world. The MBCC, located in Miami Beach, Florida is owned by the City of Miami Beach and managed by Spectra Venue Management (Spectra) with food service provided by Centerplate. It plays host to a wide variety of conventions, trade shows, consumer shows, meetings and banquets. The state-of-the-art Miami Beach Convention Center offers flexible special event and exhibition spaces near beautiful beaches, fine dining and 5-star

resorts. The MBCC welcomes more than 600,000 visitors annually and is located just twelve miles away from Miami International Airport. Together, we strive to provide our clients and guests with exceptional customer service and an unforgettable experience. The City of Miami Beach, Greater Miami Convention & Visitors Bureau (GMCVB), Spectra and Centerplate are collaborating closer than ever on sales and marketing efforts through clear communication to ensure the success of selling and booking the MBCC. The GMCVB is the official sales agent for top priority city-wide convention business to maximize use of the MBCC.

Newly re-imagined following a $620 million renovation, the MBCC features:

• 4 Exhibi�on Halls: 491,654 sq. �. (45,676 meters squared) of configurable and con�guous space • Grand Lobby: (on the west side of the building) 98,495 square feet (9,150 meters squared) • 1 Grand Ballroom: 60,979 square feet (5,665 meters squared) • Grand Ballroom Pre-Func�on Space: 17,950 square feet (1,668 meters squared) • 4 Junior Ballrooms:

• Ocean Drive Room: 15,858 square feet (1,473 meters squared) • Lincoln Road Room: 16,020 square feet (1,488 meters squared) • Sunset Vista Room: 19,714 square feet (1,831 meters squared) • Art Deco Room: 12,266 square feet (1,140 meters squared)

• Up to 84 Mee�ng Rooms (sizes vary depending on configura�on) • New total square footage of 1.4 million square feet, up from 1.2 million • 3.1 acres of public green space (11,357 meters squared) named North Park to the north • 5.8 acres of unnamed public green space to the west (23,472 meters squared) • The enclosed North Loading Dock is 108,543 square feet and offers 19 dock spaces • South Loading Dock is 31,020 square feet and 13 dock spaces • Approximately 800 roo�op parking spaces on top of the MBCC • Mul�-million dollar, newly-constructed 10,000 sq. �. full-size

produc�on kitchen (exclusively managed by Centerplate), complete with a pastry shop, to produce restaurant quality meals up to 10,000 guests

• $7.1 million dollars’ worth of art curated by the City of Miami Beach Art in Public Places program

• Approximately 1,610 miles of fiber op�c cabling and 480 miles of copper wiring to support all IT communica�ons and redundancy in data transfer. The diameter of the moon is 2,159 square feet

• Up to 400 Bluetooth enabled beacons to support venue wayfinding app

• Free Wi-fi provided by Smart City in all common areas and mee�ng rooms

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ABOUT SPECTRA

Spectra, the experts in hosting and entertainment, provide clients access to a network of partnerships and integrated services that infuse operational excellence, unlock incremental value, and enhance the customer experience. We pride ourselves on superior service, strong relationships and a client-focused approach that delivers innovative solutions across a wide range of sports facilities, convention centers, performing arts centers, state fairs, cultural institutions, private events and much more.

Spectra is focused on the details behind every event, so clients can enjoy how they all come together. We transform events into great experiences through creative entrepreneurship, innovative techniques and best-in-class service that touch every aspect of the live event experience. Through our expansive scope of integrated services and marketing expertise, we provide our partners with the best resources to generate revenue and drive the bottom line.

VENUE MANAGEMENT - DEDICATED. EXPERIENCED. RESULTS-DRIVEN.

Spectra Venue Management services begin with a firm commitment to enrich the communities we serve. From that starting point, our experienced team delivers customized solutions and game-changing efficiencies that instill operational excellence and a seamless experience for customers and guests. Spectra’s expertise provides diverse event content, proficient facility operations, financial returns and engaging marketing strategies for every venue we manage, big or small.

Venue Management – Managing over 750 clients and millions of details to create world-class experiences.

FOOD SERVICES AND HOSPITALITY - A FRESH APPOACH TO CHANGING TASTES

Spectra’s award-winning culinary experts craft delicious food designed to surprise and delight guests. The solution-oriented approach blends innovative techniques and exceptional service to elevate the live event experience and drive profitability. Spectra regularly partners with locally-sourced suppliers and popular eateries unique to each market to feature fresh, high quality ingredients and signature dishes.

Food Services and Hospitality Management – Serving over 25,000 events and an estimated 40 million guests per year.

PARTNERSHIPS – CREATE MEANINGFUL RELATIONSHIPS, DRIVE REVENUE

Spectra Partnerships is a leader in sales representation, strategic consulting, and analytics for sports and entertainment properties across North America. Our experienced sales team drives revenue for our clients and their properties via the marketing and sale of naming rights, corporate partnerships, advertising, premium seating, and hospitality.

Specializing in sales representation, strategic consulting, and analytics services for properties around the world, we drive success for our clients through employing a unique approach to the evaluation and sales process that is customized to the needs of each individual property.

Click here for full Spectra Client list. With the ability to integrate creative solutions and a customer service approach, we consistently bring new opportunities and growth to all clients.

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An impressive portfolio of clients includes Convention Centers, Arenas, Stadiums, Theaters, Professional Teams, Municipalities, Bike Share Systems, and World Class Events. What separates Spectra from our competition in the commercial rights industry is our level of commitment to each property they represent.

Click here for the official Spectra by Comcast Spectacor website.

POSITION SUMMARY

In directly reporting to the General Manager, the primary role of the MBCC’s Director of Sales is to ensure that the highest quality and standards for revenue, economic impact goals and objectives are met for each fiscal year. The DOS is responsible for providing management and oversight of day-to-day activities of the MBCC short-term sales team while maximizing targeted booking opportunities within the short-term 18-month timeframe. This position works collaboratively and collectively with the Greater Miami Convention & Visitors Bureau (GMCVB) and Centerplate in maintaining the sales calendar for the MBCC while assisting in servicing, negotiating and contracting MBCC clients.

This position requires an energetic, innovative, knowledgeable, revenue driven, strong hospitality sales professional, to be accountable for the MBCC’s mission to promote and sell the MBCC and Miami/Miami Beach. This is accomplished by developing and implementing ongoing strategic initiatives that will positively impact revenue and profits while generating overall economic impact.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Works with the General Manager, Assistant General Manager, GMCVB, Centerplate and the City of Miami Beach,to direct all sales ini�a�ves.

• Oversee sales calendar reporting for all convention, meeting, and event bookings.• Assists in the development and implementation of sales strategies and marketing plans to effectively promote

and sell the MBCC for all targeted markets.• Communicates with the sales leaders of the GMCVB, area hotels and other key hospitality partners and

Centerplate, to understand their sales strategies and needs while communicating MBCC’s needs andopportunities.

• Supervise, advise, support, guide and direct the MBCC’s short-term sales team and monitor their performanceon an ongoing basis. This will also include but not limited to annual performance reviews and ongoingeducational opportunities.

• Direct, implement, and oversee the MBCC sales efforts of the sales team to include, but not limited to, biddingfor conventions, meeting and events.

• Develop and implement all aspects of the MBCC short-term sales plan and strategy, including salesgoals/objectives while overseeing and evaluating the progress of all defined sales efforts.

• Primary liaison for the GMCVB, in order to facilitate a consistent and unified selling front and approach for alllong-term business. This includes but is not limited to MBCC dates, rates, booking policies and procedures.

• Negotiates contract terms with MBCC clients according to adopted policies/guidelines and subject to GeneralManager’s approval.

• Prepare proposals; reevaluate potential rental and sponsorship value of sales inventory; initiate contractualarrangements; prepare contracts; negotiate terms as required.

• Administers the MBCC booking policy concerning booking related issues and business policies, subject to GeneralManager’s 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.

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• Prepare, in collaboration with the assistance of the General Manager, Assistant General Manager and theMarketing Manager, Centerplate and the GMCVB the annual MBCC sales and marketing plan.

• Monitors market conditions and maintains a strategic planning approach, which optimizes the MBCC’s positionrelative to competition and market forces.

• Manages the short-term (P3) sales effort in a manner designed to maximize venue occupancy while supportingthe overall strategy related to quality and economic impact.

• Administers the design and production of collateral materials including rate schedules, operating policies.• Works with Director of Events and Guest Services in updating the Event Planning Guide and implementing

efficient information flow between the venue, clients, the City of Miami Beach and other MBCC departments.• Supervises the preparation of monthly statistical reports which includes documenting sales activities, including

prospecting efforts and results of the MBCC.• 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.• Develop and annually update pricing and sales materials for MBCC rental rates, meeting/banquet space, and

hospitality packages• Work with the Director of Finance in developing the annual event revenue budgets. Update the annual event

revenue report on a monthly and as needed basis.• Update the General Manager, Assistant 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.• Manage the sales activity efforts, including developing individual prospecting and booking goals for all P3 Sales

Managers.• In collaboration with MBCC’s marketing team, develop and design all venue sales and collateral materials.• 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 and tourism markets.• Actively conduct outside sales calls for potential event/meeting planners.• Develop, enhance and maintain relationships within the meetings, convention and trade show industries.• Attend appropriate sales and industry related meetings.• Consistently and continuously find ways to create a means and method of streamlining all aspects of the sales

process and overall business development.• Develop, augment and maintain industry best practices, rules, policies and procedures.• Other Duties as assigned.

SUPERVISORY RESPONSIBILITIES

Directly supervises a staff of the following: four (4) Sales Managers, a Sales & Events Coordination Manager and a Booking & Contract Coordinator. Carries out supervisory and management responsibilities in accordance with Spectra’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

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.

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EDUCATION AND EXPERIENCE

Experience: • At least two (2) years of direct supervisory experience as a DOS or ADOS level leading a conven�on sales team

from a conven�on hotel, DMO or conven�on center and at least 7-10 years of conven�on sales experienceshandling a market as an individual contributor.

Education / Training: • Bachelor’s Degree preferred.• Other combina�ons of experience and educa�on that meet these requirements may be subs�tuted.

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, contractmanagement 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 implements 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.• Work a flexible schedule including early mornings, evenings, weekends, holidays, and extended numbers of days.

COMPUTER SKILLS:

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

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CERTIFICATES, LICENSES, REGISTRATIONS:

Valid Governmental Issued Identification

PHYSICAL DEMANDS:

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the Director of Sales Job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of the Director of Sales Job. While performing the responsibilities of the Director of Sales Job, 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 Director of Sales Job, these work environment characteristics are representative of the environment the Director of Sales will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the Director of Sales Job. 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.

PRIORITIES

1. Go on a listening tour with operating departments, finance and administration, etc. to understand the role saleshas with service and operations…what works well and what does not.

2. Establish a rapport with the Miami CVB, get to know their team, the history and the booking mechanisms andhow they are deployed.

3. Review the convention centers booking mechanisms with space, rental and optimal patterns.4. Access current sales team and understand how they are deployed, their goals and begin to establish rapport.5. Evaluate sales team goals and to date numbers.6. Understand the Miami Beach Convention Center’s customer that repeat year over year such as Art Basel and

others.7. Know the hotels and destination specifics to book convention business in Miami Beach.8. Know the competitive set including other competing convention centers and hotels…know why business is lost

and why business is booked at the MBCC.

If interested in learning more about this great opportunity, please use the link below to apply or send your resume to the SearchWide Global Executive listed below.

Rachel Tomlin, Researcher & Recruiter | SearchWide Global

www.searchwideglobal.com | info@searchwideglobal.com

860-480-1845 (mobile)

About SearchWide Global

SearchWide Global is a full service executive search firm primarily for companies in the travel, tourism and convention, and hotel and lodging industries. We specialize in C-Level, Director and Management level executive searches for companies ranging in size from Fortune 500 corporations to mid-sized public and private companies.