Now Hiring - Associate Director of Sales in Newport Beach, CA

City Experiences is seeking a Associate Director of Sales for our Sales operation in Newport Beach, CA.

About You:

This person will be adaptable, dynamic, and embody City Experiences’ RESPECT Service System.

About the Opportunity:

The successful Associate Director of Sales will establish City Experiences as the venue of choice as a global leader in world class experiences and transportation. S/he will serve as a resource to the Regional Director of Sales, from both a leadership and directional standpoint, to further increase market share and optimize revenue growth in line with the company’s overall vision and strategy while meeting or exceeding revenue targets within the specific market segments assigned to the individual.

Essential Duties & Responsibilities:

Leadership:

• Assists regional leadership team by providing input on the monthly forecasting process. As requested, joins monthly forecast calls to provide additional insight and clarity.
• Provides mentorship and coaching for the account managers and sales support team within their port. In conjunction with the Regional Director of Sales (RDOS), ensures that all sales personnel receive regularly feedback and direction to allow for continued improvement.
• As requested by regional leadership, directly supervises designated account managers and sales support team members.
• Serves as the point person for the national teams by being available for large ship tours and client appointments, along with answering questions that come from the teams.
• Is the subject matter expert for their port, providing additional input on sales collateral and marketing direction.
• Participates in regional leadership meetings, such as department head meetings and two-week meetings, as directed.
• When the RDOS is out of the office, provides additional sales leadership, such as approving regional deals and driving sales morale amongst the team.
• Assists the RDOS with sales management responsibilities such as providing call coaching and distributing leads amongst the team.
• Distributes and reviews past booker reports in Salesforce, ensuring that all past clients are contacted regularly to increase the probability of re-booking.
• Directs and assists sales crew with developing new business contacts (true prospecting), along with maintaining existing relationships and serving as the point of contact for key outside organizations.
• Sets the tone and regularly hits key benchmarks set forth, such as conducting a certain number of client visits and attending networking events on a regular basis. Oversees and provides support for FAM events and all other promotional opportunities.
• As needed, provides support and direction to market City Cruises US to our hotel partners, with the goal of establishing a referral system.
• Assists the region in driving strong cruise survey response, by regularly following up with the account managers and the sales support team to make sure post-cruise follow-ups are taking place.
• Attends weekly F/B meetings to ensure group agreements and logistics are in line with fleet standards. Help facilitate communication between sales and operations teams to allow for events to be executed seamlessly.
• Works in conjunction with the RDOS to achieve weekly and yearly sales goal and contain expenses in order to hit proper margins.
• Serve as a leader within the region and help develop a cohesive team atmosphere between all departments.
• Assists Regional Director of Sales in creating weekly, monthly, and quarterly incentives to keep the sales team motivated and drive high morale.
• As necessary, assists RDOS with special projects.
• Participates in new hire training sessions, along with providing expert guidance and insight.

Sales:

• Develops comprehensive knowledge of customer and market needs
• Executes the sales plan using effective sales techniques
• Participate in the hiring and training of all sales team members, both account managers and sales support.
• Generates leads; primarily uses telemarketing and networking through current customers for lead generation but may attend trade shows and industry events
• Converts prospects to clients; successfully conducts telephone sales calls to both new and existing customers, and uses effective closing techniques
• Identifies customer needs and uses in-depth product knowledge to prepare winning proposals. Balances Company and customer needs to create win/win situations
• Convincingly presents proposals over the phone and in person during site inspections and appointments
• Successfully up-sells existing clients to higher value items
• Handles objections and solves customer problems
• Establish relationship with associations/business organizations (e.g. Convention & Visitors Bureau) and generate referrals

Customer Service:

• Ensures prompt responses to customer inquiries
• Ensures complete and accurate product details are communicated to the operations team to ensure proper execution of product promised
• Follows up with customer within 24 hours after the cruise for a post-cruise follow up and to ask the guest to fill out our post-cruise survey.

Administrative:

• Uses Salesforce (CRM software) to effectively plan and manage the activities in the assigned markets and to track productivity of these sales activities
• Uses ANCHOR (reservation software) to accurately book orders
• Maintains proper personal organization; manages time well, sets appropriate work priorities, and maintains accurate records
• Works with the Sales Admin to collect payments; maintains accounts receivable within aging guidelines
• Manage sick and vacation time for the team, along with ensuring that office schedules are followed and optimized. Processes all necessary paperwork in a timely manner.

Requirements & Qualifications:

• Proven track record as an account manager, with a history of achieving annual sales goal
• Demonstrates strong leadership attributes, such as motivating and coaching the sales team
• Bachelor’s degree preferred in a discipline related to the work of the position
• Proficient with Microsoft office products as well and CRM software.
• Analytical skills required to identify and exploit selling opportunities
• Sells primarily by telephone; must have excellent oral communication skills
• Proposal writing is required, must communicate effectively in written form
• Establish and maintain effective working relationships as required by job responsibility
• Must have ability to persuade and influence people
• Must have proven leadership skills
• Must be able to listen effectively, assesses the situation, determine relevant issues, identify solutions, and gain consensus.
• Satisfactory background check

About Us:

City Experiences’ passion is to provide amazing experiences on land and water. Our 40-year success through organic growth and acquisitions has resulted in a portfolio of over 25+ brands that welcome upwards of 30 million guests/riders annually. If you’re an enthusiastic team player who thrives in an environment where communication, creativity, and cooperation are encouraged, this may just be the opportunity for you.

The RESPECT Service System embodies City Experiences’ mission, vision, values and operating principles. By creating a company culture that puts RESPECT at its core, we believe it will drive us to achieve our goal of becoming a Global Experiences and Transportation Leader.

The company is proud to be an Equal Employment Opportunity and Affirmative Action employer. We prohibit discrimination and or/harassment of any type, including but not limited to discrimination and or harassment based upon race, religion, religious creed, color, national origin, ancestry, citizenship, sex, sexual orientation, gender, gender identity, gender expression, age, pregnancy or relation medical conditions, childbirth, breastfeeding, parental status, veteran and/or military statue, disability (physical or mental) medical condition, genetic information or characteristics, political affiliation, domestic violence survivor status, marital status, or other characteristics prohibited by federal, state, or local law. Additionally, the company participates in the E-Verify program in certain locations.

We encourage qualified applicants with arrest and conviction records to apply.