position overview

POSITION OVERVIEW
SAN ANTONIO CONVENTION & VISITORS BUREAU
Director of Sales Position
CITY AND DESTINATION
Located in south central Texas approximately 140 miles north of the Gulf of Mexico, the City of San
Antonio has a population of more than 1.32 million. The seat of Bexar County, San Antonio is the
seventh largest city (third fastest growing) in the United States and the second largest city in Texas.
Economy: The economy of San Antonio has an excellent mix of industries. The top five industries
include:
Industry:
1. Bioscience/Healthcare
2. Manufacturing
3. Military Defense
4. Hospitality/Tourism
5. IT/Cyber Security
$ Economic Impact:
$24.5B
$22.5B
$13.3B
$12.2B
$10.0B
Toyota's decision to build a manufacturing plant in San Antonio was a tremendous boost to the area
economy providing long term employment opportunity for the San Antonio workforce. The Toyota
manufacturing facility in south Bexar County is the world's largest Toyota manufacturing facility
sitting on 2000 acres with 1.5 million square feet in plant size. Toyota Motor Manufacturing Texas
(TMMTX) projects the total employment impact will be over 4,000 jobs making Toyota an
employment force in the Texas economy. Bringing this many additional jobs to San Antonio created
increased construction of multi-family housing and brought new residential neighborhood
developments to South Bexar County.
Housing: The City of San Antonio offers its residents one of the most attractive and affordable
lifestyles in the United States. A plentiful supply of high-quality housing and low utility rates to
owners are among the substantial cost of living advantages of this culturally unique city.
Education: There are 16 independent school districts that serve the San Antonio area. San
Antonio is also the home of various post-secondary institutions including: the University of Texas
at San Antonio (two campuses), the University of Texas at San Antonio Health Science Center,
Our Lady of the Lake University, St. Mary’s University, University of the Incarnate Word, Trinity
University, and the Alamo Colleges (with five campuses).
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San Antonio CVB, Director of Sales Position
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Tourism: San Antonio’s rich history surfaces in its architecture, neighborhoods, food, culture and
traditions. With more than 28 million visitors a year, San Antonio is a crossroads and a meeting place
for Texans as well as travelers from all over the United States and the world. The world famous River
Walk is the single most visited site in all of Texas. Winding through downtown San Antonio, this 2.5mile cobblestone path along the San Antonio River is lined with attractive shops, luxurious hotels, and
enticing dining and entertainment venues. The second most visited Texas site is the historic Alamo,
only a short distance away from the River Walk. Major theme parks include Sea World of Texas and
Six Flags Fiesta Texas. San Antonio is rich in recreational and cultural opportunities and is home to
the San Antonio Spurs, the four-time National Basketball Association Champions.
The City Government: The City of San Antonio has a Council/Manager form of government. Ten
Council Members are elected from single-member geographic districts and the Mayor is elected atlarge. The City Council appoints the City Manager, who appoints and removes all officials in
executive positions of the City, with the exception of the City Clerk, City Internal Auditor, Presiding
Judge and Municipal Judges. The Executive Team consists of 35 Department Directors, two Deputy
City Managers, four Assistant City Managers, a Chief Financial Officer, a City Attorney and a Chief
of Staff. There are over 11,500 City employees.
To learn more about the City of San Antonio, please visit the following website links:
http://www.sanantonio.gov
http://www.sachamber.org
http://www.visitsanantonio.com
http://www.thesanantonioriverwalk.com
THE SAN ANTONIO CONVENTION & VISITORS BUREAU
Staff: 93.5 FTEs
Budget: $19.7 Million
The San Antonio Convention & Visitors Bureau, a Department of the City of San Antonio, is funded
through a hotel/motel occupancy tax. The bureau is a full sales and service agency dedicated to the
promotion of San Antonio as a meeting and visitor destination.
Mission Statement: The San Antonio Convention & Visitors Bureau promotes and markets San
Antonio as a premier visitor, convention and meeting destination for the purpose of positively
affecting the city’s economy.
The Official Travel & Leisure Guide (Link to PDF download)
For additional information about The San Antonio Convention & Visitors Bureau, please visit their
official website http://www.visitsanantonio.com
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San Antonio CVB, Director of Sales Position
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SAN ANTONIO HOTEL, TOURISM & VISITOR/CONVENTION STATISTICS
From downtown convention hotels to Hill Country resorts, San Antonio provides more than 43,000
sleeping rooms in a Texas-sized variety of accommodations. Nearly 13,500 rooms are available
downtown. About 6,500 are within walking distance of the convention center, with 3,000 rooms
within a block. The Annual Report includes many of the highlights from each of the CVB’s divisions.
The Monthly Measure is an executive summary of recent performance activity from the San Antonio
Convention & Visitors Bureau which tracks occupancy rates, airport passengers, marketing results,
group bookings and room bookings. The Trend Analysis Projections (TAP) outlines the overall pace
of future convention room nights.
MAJOR CONVENTION FACILITIES
The Henry B. Gonzalez Convention Center: With an exceptional location downtown on the renowned
River Walk, the Henry B. Gonzalez Convention Center is within walking distance of historical
attractions, restaurants, shops and close to more than 13,500 downtown hotel rooms, earning the River
Walk its "largest hotel lobby" nickname. The Henry B. Gonzalez Convention Center (HBGCC) plays
host to more than 300 events each year with over 750,000 convention delegates from around the
world. The HBGCC spans an impressive 1.3 million square feet to include 59 meeting rooms, 3
beautiful ballrooms, 4 exhibit halls with a contiguous space of approximately 440,000 sq. ft. and 7
registration areas. The Convention Center offers incomparable flexibility and numerous options to
meet your needs:
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630,000 total square feet of meeting and exhibit space
Over 438,000 contiguous square feet of exhibit space
Three hotel-quality ballrooms including a premier 40,000 square foot grand ballroom
63 breakout rooms
Lila Cockrell Theatre for the Performing Arts seats approximately 2,400
Executive assembly room with interpreting rooms for international meetings
Several outdoor locations for receptions and banquets
Convenient to more than 12,500 downtown hotel rooms
Exceptional catering provided by the highly sought after RK Group
The HBGCC is currently undergoing a $325 million expansion, increasing contiguous exhibit space to
over 510,000 square feet. The expansion, primarily to the east of the building, is projected to be
complete in early 2016, will include enlarging the contiguous exhibit hall space, loading docks,
circulation and kitchen area, adding a multi- purpose room and a 50,000 square foot stunning ballroom
that will be the largest in Texas, larger meeting rooms and state-of-the-art finishes throughout. This
project will modernize the entire center, along with adding additional space. It will allow San Antonio
to capture more and larger meetings and will be particularly attractive for corporate meetings looking
for new destinations.
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San Antonio CVB, Director of Sales Position
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New for Meetings and Conventions: 2013 was a year of change for the Convention Sales division.
Plans stated above regarding the HBGCC will provide more long-term group opportunities and more
challenges with capturing business occurring during the construction time-frame. The goal for 2014 is
to book 850,000 room nights. The Sales team will focus on attracting new customers, protecting the
base of existing customers, and creatively capturing all group opportunities. In addition, we want to
continue to evolve our Top 100 strategy targeting industries such as biosciences, cyber security,
oil/gas, higher education and green energy.
The Lila Cockrell Theatre (LCT): Named after a former Mayor of San Antonio and located in the
northeast corner of the Convention Facilities’ complex, this striking complex, a permanent legacy of
the 1968 San Antonio World’s Fair, is one of the reasons why San Antonio is attracting more than
750,000 delegates every year to conventions, business meetings, trade shows and exhibitions.
Although the Theatre was originally designed for traditional performing arts events such as ballet,
symphony and drama, a major renovation in 2010 has enhanced its utility as an ideal venue for multimedia presentations, concerts, lectures and general meetings for large attendance convention events.
Seating is divided among three levels: Orchestra -1392; Mezzanine - 480; and Balcony - 447 for a
total of 2,319 comfortable permanent seats. In addition, there is a large accessible area for
handicapped guests and their companions.
The Alamodome: Located in downtown San Antonio, close to the Henry B. Gonzalez Convention
Center and countless hotels, restaurants, attractions and more, the Alamodome was built for flexibility.
With 160,000 gross square feet of column-free exhibit space and 30,000 square feet of conference
space, the Alamodome is ideal for conventions, general assemblies, trade shows, sports, special events
and more. Multiple configuration options for any event include:
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160,000 gross square feet of column free exhibit space
The capacity to seat 5,000 to 65,000 people
16 separate meeting rooms
30,000 square feet of conference space
2,810 on-site parking spaces, 12,000 parking spaces within 1/2 mile walking distance
52 luxury suites for full stadium events
 Sports Club/Top of Dome features: Two dining spaces which can host up to 250
guests, seven event spaces with up to 5,000 square feet and on-site catering, staffing
and equipment usage are also available.
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San Antonio CVB, Director of Sales Position
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ATTRACTIONS AND POINTS OF INTEREST
The Famous River Walk: Millions of people visit the River Walk each year to enjoy this unusual
urban sanctuary that winds along the San Antonio River in central San Antonio, one story below the
bustling street level. Restaurants, galleries and shops line the banks of the downtown River Walk
while the north and south banks of the River are less commercial. The lush landscapes, quaint
pathways, tinkling waterfalls, quiet pools, outdoor art and relaxing outdoor patios evoke the renowned
public spaces of Europe.
The Historic Alamo: On the east side of Alamo Plaza is the most famous spot in Texas where 189
defenders fell on March 6, 1836, after repeated attacks by Mexican General Santa Anna's army.
Mission San Antonio de Valero (the Alamo) was established in 1718 as the city's first mission. The
chapel, one of the most photographed facades in the nation, and the Long Barracks are all that remain
of the original fort. The Long Barracks Museum and Library is located near the chapel.
The museum contains relics and mementos from the Republic of Texas and offers a narration on the
fall of the Alamo. The Alamo is located in the heart of the city, inside beautifully landscaped grounds.
The New Museum Reach: Adding 1.3 miles to the famous River
Walk, the new Museum Reach which opened in May 2009 doubled
the iconic walkway along the San Antonio River. The new
Museum Reach connects the existing River Walk to the San
Antonio Museum of Art and the 125-year-old Pearl Brewery, a
vibrant urban village. New public art installations, by local,
national and international artists line the banks. A lock and dam
system, the only one in Texas, overcomes a 9-ft. rise in elevation.
Take a river taxi and navigate right through the lock and dam.
The Museum Reach is the first phase of a concerted community effort to revitalize the San Antonio
River which began in 1998. A comprehensive, multi-year project is underway to restore and enhance
13 miles of the San Antonio River both north and south of downtown.
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San Antonio CVB, Director of Sales Position
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The New TPC San Antonio: Otherwise known as the Tournament Players Clubs, this is the highest
standard in golf course design. TPC San Antonio boasts two PGA TOUR courses, which opened in
2010 at the JW Marriott San Antonio Hill Country Resort & Spa. Situated on 2,800 rolling acres at
the base of the beautiful Texas Hill Country, both the AT&T Canyons Course by Pete Dye and AT&T
Oaks Course by Greg Norman were built with the infrastructure to be host venues for PGA TOUR
tournaments. These courses only add to San Antonio's already impressive collection of golf options
that include:
 Championship courses at the Hyatt Regency Hill Country
Resort & Spa and the La Cantera Hill Country Resort.
 Historic greens like the A.W. Tillinghast designed
Brackenridge Park Course.
 Over 50 courses, practice greens and golf academies.
 Year-round great weather, lush greens and rolling hills -and the charms of a dynamic, multi-cultural city.
SUMMARY OF POSITION
Reports To: Vice President of Sales
Under general direction, is responsible for working with the Vice President of Sales and Services in
managing the group sales efforts. This includes supervising all City Based Sales positions, the group
Site Coordinators and administrative area (Remote Sales Managers will report to the Vice President of
Sales). Primary responsibilities include managing approval of Convention Center space usage, hotel
room commitments, customer engagement opportunities, managing the Sales Incentive Program and
Customer Relations.
This position is an "unclassified" position and has no disciplinary appeal rights to the Municipal Civil
Service Commission. This position is likewise subject to at-will employment status and can be
terminated at any time for any reason.
ESSENTIAL JOB FUNCTIONS
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EPDP (Performance Evaluation) responsibility for the Non-Remote Group Sales Managers and
Site Inspection Coordinators.
Conducting quarterly updates and progress reports for each manager.
Assist in development of corrective action plans when necessary.
Ensuring necessary internal and industry training opportunities are made available.
Assists in the preparations of key reports, including monthly booking report and monthly measure.
Ensures accurate information is provided for the TAP Report.
Coordinates weekly Sales meetings and shares results with Senior Managers.
Attends CVB Leadership meetings, provides department input and shares information with Sales
Team.
Is the Liaison with operating departments of CVB.
Is the main Liaison with key hotel partners.
Ensures hotels are provided monthly reports and quarterly updates.
Works with Director of Event Planning to manage group turnover process and addresses customer
concerns.
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San Antonio CVB, Director of Sales Position
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Works with the Vice President of Sales to establish Sales goals and administer Sales Incentive
Program.
Is responsible for managing the Sales effort for groups needing the Convention Center.
Works with Convention Center leadership and Vice President of Sales to manage the total
Convention Center sales experience.
Is actively involved with the Vice President of Sales in all phases of planning.
Assists Vice President of Sales in developing Annual Business Plan and travel schedule. Must be
able to develop action plan for each key market segment and major geographical market.
Develop Trade Show Plan and participation schedule, including Partner involvement.
Work with Sales Team to develop Customer Engagement strategies and key partnership
opportunities.
Be able to effectively understand business opportunities with other CVB departments and have
strong working relationships in place.
Work with Vice President of Sales and Finance to develop operating budget for the Group Sales
Department.
Provide input on group sales issues, customer concerns, and the competitive environment to assist
in Sales deployment, pricing and services deliverable and resource allocation.
Maintain intelligence on key competitors.
Utilize EBMS Reports and TAP Reports to identify trends and make necessary adjustments.
Director of Sales must be actively involved in all phases of our industry.
Other duties as assigned by the CVB Leadership Team.
EDUCATION AND EXPERIENCE
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Bachelor's Degree from an accredited college or university.
Five (5) years of experience in the areas of marketing, management, association management,
hotel management or tourism.
KNOWLEDGE, SKILLS AND ABILITIES
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Knowledge of principles and practices of marketing, promotions, public and media relations.
Knowledge of facilities and services provided by San Antonio to the convention industry.
Knowledge of the needs of a meeting planner as they relate to the City, hotel and facility selection
and to the service personnel of these facilities.
Knowledge of administrative aspects of convention sales.
Knowledge of principles and practices of visitor advertising and promotion.
Knowledge of local visitor attractions.
Knowledge of supervisory and managerial procedures, techniques and methods.
Knowledge of travel industry and its components.
Knowledge of advertising terminology, procedures, practices and methods.
Knowledge of principles and practices of budget preparation and administration.
Skill in utilizing a personal computer and associated software programs.
Ability to negotiate and administer contractual agreements.
Ability to exercise initiative, judgment and diplomacy in all Bureau related matters.
Ability to formulate new techniques and strategies for more efficient operation.
Ability to communicate clearly and effectively, both verbally and in writing.
Ability to make public speaking appearances.
Ability to establish and maintain an effective working relationship with employees, management
and the general public.
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San Antonio CVB, Director of Sales Position
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PHYSICAL DEMANDS
Physical requirements include occasional lifting/carrying of 5 pounds.
KEY PRIORITIES FOR THE FIRST 12 MONTHS
 Understanding our CRM and how to utilize it for running the office, and keeping out database and
reports up to date.
 Have a strong working knowledge of our convention center, and assist in developing sales
strategies to maximize its usage.
 Develop a partnership with our downtown hotels. This includes knowing their sales strategies, and
how to sell them as part of our package.
 Have a strong knowledge of the history of San Antonio. This is important as so much of our allure
is the sense of history.
 Be able to conduct annual performance reviews for staff based in the San Antonio Market
(approximately 10 managers).
If you are interested in this position please respond via e-mail with cover letter, resume, and
compensation information to Jim Carra, Executive Vice President, SearchWide™
[email protected] or call 231-995-0567
For additional information on this and other opportunities with
SearchWide™
Please visit www.searchwide.com
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San Antonio CVB, Director of Sales Position
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