Director of Sales, Visit Ithaca

The Convention & Visitors Bureau (CVB) is the official destination marketing organization for Tompkins County and is a division of the Tompkins Chamber. The purpose of the CVB is to positively impact the economy through visitor spending in Tompkins County, to proactively support our tourism partners, and to diligently ensure that all visitors to our destination have a positive experience.

The Director of Sales (DOS) is responsible for promoting and selling Tompkins County as a unique destination for large group meetings, conferences, and events through effective relationships with internal team, external partners, and key customers. The DOS will serve in the leadership role for the sales department, focusing on training, mentoring, and implementing approved sales strategies and procedures that support the mission and work plan goals of the CVB. The DOS will maintain strong communications with the President with ongoing staff updates and activities. The starting salary range for this role is $82,000-$90,000 per year.

Job Duties:

Sales Department Leadership (30%)

• Research, develop, and implement the overarching group sales strategies with a focus on large group meetings and events to fill the Ithaca Downtown Conference Center.
• Develop annual sales budget, with support of the President, to implement sales strategy.
• Research emerging tools and technology to ensure success of the sales department.
• With support and approval of the President, establish productivity goals for the sales team to achieve overall work plan.
• Develop monthly and quarterly staff reports including but not limited to individual production, action plans and specific recommendations pertaining to staff.
• Maximize sales opportunities through strategic partnerships and targeted marketing campaigns.
• Serve as member of Tompkins Chamber & CVB leadership team.

Meeting and Event Sales (60%)

• Maintain highest booking pace in department by handling accounts of major national and regional associations.
• Promote large spaces to local and regional academic planners.
• Assist sales team with development and presentation of bids for major citywide conventions, organize bid teams and assign bid roles.
• Prospect new regional and national markets and identify opportunities to attract meetings and conferences to Tompkins County.
• Oversee development of International Inbound product and develop sales strategy to support booking conversion.
• Represent Visit Ithaca at national trade shows and industry events, promoting the area as a premier meeting and conference destination.
• Follow up diligently via phone, email, and handwritten notes to ensure enhanced customer service and satisfaction with the Visit Ithaca brand.
• Build and maintain relationships with key stakeholders, including local businesses, tourism partners, and community leaders.
• Coordinate site inspections of Ithaca and Tompkins County for various groups and organizations.
• Be active in local, regional, and statewide professional associations.
• Track all activity in the Simpleview database, including client communications, file management, and lead tracking.
• Report sales activities and statistics monthly and quarterly.

Other Duties as Assigned (10%)

• Stay informed of competitive destinations, industry, and marketplace changes.
• Participate and maintain membership in related professional organizations.
• Provide leadership role in local, regional organizations, which build the awareness of travel industry, Visit Ithaca, and stimulate personal and organizational growth.
• Collaborate with NYSDMO members on sale initiatives as appropriate.
• Coordinate bi-monthly DOS group meetings, in conjunction with Meeting & Conference Sales Associate.
• Support and attend Chamber events and programs as requested.

Essential Functions:

This role is a combination of desk work (hybrid in-office/remote) and onsite, hands-on work that requires time moving about an office and/or an event or meeting in both indoor and outdoor settings. This role includes some lifting and packing to prepare for client visits and tradeshows.

Travel to off-site meetings, trade shows, and client events around New York State and other states within the United States of America are scheduled as needed. This travel is completed mostly by driving the company van or riding in a car. Some travel is accomplished by flying on an aircraft.

Additional criteria, working conditions, or technology used: Position requires frequent travel, averaging 30-40 days per year, with the majority of travel October through June. Work is completed in digital formats individually and in collaborative groups. Social capacity includes small meetings, networking at small and large events, and one-on-one in-person and/or digital communications with team members, tourism partners, meeting and event planners, and service providers.

Technological systems and platforms used include Microsoft Office (Word, Excel, Outlook, Teams); Zoom/virtual environments; PowerPoint; Adobe Suite; Canva; Simpleview/CRM database; MailChimp/email platform; and social media platforms.

Training & Development: All staff members are expected to participate in regular staff training sessions and team development opportunities, pursue professional development opportunities deemed mutually beneficial to the individual and organization and as budget allows, and to participate earnestly in diversity, equity, and inclusion educational offerings and discussions.

As part of our values, we seek to provide an inclusive, accessible workplace and encourage communication of necessary accommodations to remove barriers and make our employment relationship a successful one.

PERFORMANCE FACTORS:

A separate work plan document will be generated, identifying the specific Goals/Objectives for the employee work program area annually, to be utilized to gauge objectives and performance during the review period. Overall goals for the role will include:

• Achievement of sales targets and revenue goals.
• Increase in meetings and conferences, with a focus on high-value events.
• Expansion of the client base and development of strategic partnerships.
• Effective analysis and utilization of sales data to inform decision-making.

Desired Education & Experience:

At least five years related work experience in hospitality industry sales, business development, event coordination/management, or related fields, with demonstrable skills applicable to the work scope is required. A higher education degree or certification in tourism/travel, sales/marketing, or business is advantageous.

Desired Characteristics: This position is ideal for someone who enjoys connecting with people and values fulfilling client expectations. Strong oral and written communications skills; effective time management; attention to detail; planning, organization, and ability to execute by deadline are a necessity. The ability to lead and manage projects independently is desired. A commitment to embrace a workplace culture encouraging and elevating diversity, equity, and inclusion is essential.

To apply for the position, please email your resume to Sarah Doney with Express Employment Professionals at sarah.doney@expresspros.com