Position Summary:

The Vice President of Sales and Services is responsible for leading the development and execution of strategic sales initiatives that increase visitation, economic impact, and brand awareness of the destination. This role oversees all sales activities, including meetings, conventions, amateur athletics, and services, ensuring alignment with the organization’s goals and mission. The VP of Sales and Services will work closely with industry partners, stakeholders, and the internal team to achieve targeted growth and deliver exceptional service.

Key Responsibilities:

• Strategic Leadership:
• Develop and implement annual comprehensive sales strategies that align with the DMO’s overall business objectives.
• Coordinate sales efforts between Visit Buffalo Niagara and the Buffalo Convention Center sales staff.
• Identify key markets, trends, and opportunities to drive growth in meetings, conventions, and amateur athletic competitions.
• Set and monitor annual and quarterly sales targets, KPIs, and performance metrics to ensure the achievement of goals.
• Lead efforts with the Convention Sales Committee and Buffalo Niagara Sports Commission by acting as liaison to Directors of Sales and/or General Managers of the hotels.
• Sales Management:
• Lead, mentor, and manage the sales and services team, including remote staff in Chicago and Washington DC, providing direction, support, and motivation to achieve sales objectives.
• Oversee departmental staff hiring, onboarding, training, performance evaluations, and professional development.
• Cultivate relationships with key stakeholders, including hoteliers, convention center and off-site event venues, event planners, and tourism partners, to enhance sales efforts.
• Oversee the development of proposals, presentations, and sales materials to effectively communicate the destination’s value proposition.
• Client and Stakeholder Engagement:
• Develop and maintain strong relationships with key clients, including meeting planners, sports rights holders, and corporate partners.
• Lead negotiations with meetings/conventions and sporting event planners to secure long-term commitments for recurring events.
• Develop and maintain strong relationships with county and regional economic development partners.
• Develop and maintain strong relationships with hotel and tourism-related partners.
• Ensure elevated levels of customer satisfaction by overseeing service delivery and addressing client needs proactively.
• Act as the primary point of contact for high-profile clients and stakeholders, representing the DMO at industry events and meetings.
• Service Excellence:
• Oversee the services team to ensure seamless execution of meetings/conventions, sporting events, site visits, and familiarization tour activities in the destination.
• Ensure all services meet or exceed client expectations and align with the DMO’s brand standards.
• Lead the development of service programs that enhance the overall visitor experience and drive repeat business.
• Collaboration and Partnership:
• Collaborate with the marketing department to align sales and services with promotional campaigns and branding initiatives.
• Work with the finance department to develop budgets, forecast sales revenues, and manage sales and services department expenses.
• Engage with local government, community organizations, and state, regional, and industry partners to foster support for the destination’s sales efforts.
• Data Analysis and Reporting:
• Analyze market data, sales trends, and competitive intelligence to inform strategic decision-making.
• Collaborate with the research department to prepare and present sales reports, forecasts, and performance metrics to the executive team and stakeholders.
• Utilize Simpleview CRM systems, Destinations International Event Impact Calculator, and other tools to track sales activities and client interactions.

Working Conditions:

• Office/hybrid environment with frequent travel required.
• Availability to attend events, conferences, and meetings outside regular business hours.

Qualifications:

• A bachelor’s degree in business, marketing, tourism/hospitality, or a related field, as well as an MBA or advanced degree, is preferred.
• Minimum of 10 years of experience in senior sales leadership, preferably within the destination marketing organization, tourism, or hospitality industry.
• Destinations International CDME credential is preferred but not required at the time of hire, but eventual completion is highly encouraged.
• Proven track record of success in developing and executing sales strategies that drive quantifiable revenue and growth.
• Strong leadership skills with the ability to inspire and manage a high-performing sales team.
• Excellent communication, negotiation, and relationship-building skills.
• In-depth knowledge of the meetings, conventions, and amateur athletics industry.
• Ability to analyze complex data and translate insights into actionable strategies.
• Willingness to travel as needed.

About Visit Buffalo Niagara

Visit Buffalo Niagara sells and markets our assets and attractions to visitors outside the Buffalo Niagara region as a convention, tourism and leisure destination for the economic benefit of the community. VBN is Erie County’s lead marketing organization for conventions, meetings, amateur sporting events, cultural and heritage tourism and consumer travel. Visit Buffalo Niagara has been awarded the Destination Marketing Accreditation Program (DMAP) seal by Destination Marketing Association International. This illustrates a DMO’s commitment to industry excellence and to raising the performance and accountability of DMOs around the world.

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