Director of Sales, Travel Trade

Description

• Produce sales collateral, hosting familiarization tours, and coordinating trade shows, sales missions, and client events
• Collaborate with Operations, Accounting, Revenue, and Ticketing departments to streamline sales processes and ensure that sales strategies are aligned with overall business goals
• Build, train and lead a high-performing sales team that consistently achieves ticket sales, revenue and per cap goals
• Leverage emerging technologies, including AI to identify new prospects, streamline reporting and enhance departmental efficiency
• Utilize knowledge of market trends and business practices to recommend decisions that enhance the sales process
• Establish processes to audit all travel trade accounts for content accuracy and premium placement, to ensure strong visibility across partner platforms
• Oversee sales operations including contract management, rate distribution, pricing, group sales reservations and reseller content delivery
• Proactively identify holdups in the sales process and find ways to reduce them
• Develop and execute sales plans that target groups and travel trade segments, including account development of existing clients and the proactive outreach to attract new clients
• Builds and leverages strong industry connections to drive success
• Represent the Sales Team on cross-department projects
• Ensure the harmonization of sales operation procedures and update the department's SOP manual to guarantee the smooth execution of daily activities with the sales team, maintaining consistency and uniformity in all processes
• Collaborate with the Marketing team to ensure brand consistency across all printed materials, client websites, the Travel Trade Resource Center, and the OTA Toolkit
• Oversee back office and group sales reservations, ensuring prompt responses to all general customer service and sales inquiries via website, email, phone, and chatbot
• Track, analyze and report on sales performance data to highlight trends, identify improvement opportunities, and provide leadership updates in a clear and actionable way
• Provide coaching and support including sales training sessions to keep the sales team up to date on sales techniques and customer service skills
• Identify emerging market trends to proactively adjust or modify sales strategies accordingly
• Sets clear goals, monitors performance, and holds team accountable through strong collaboration, effective communication, and high morale
• Effectively leads the team and fosters a culture of continuous learning and development
• Work with revenue team to optimize per caps and capacity utilization
• Direct the implementation and manage the execution of the sales & marketing plan to include account development activities for key customers, prospects and segments
• Works effectively with others, prioritizes tasks, and communicates goals and plans clearly to ensure the achievement of admissions and revenue targets
• Coordinate weekly sales meetings, set agendas and ensure alignment with departmental goals and leadership priorities.
• Provide daily operational support, overseeing the training and adoption of Salesforce, Ventrata, Monday.com , and Satisfi Labs chatbot by the Sales Team, including all system updates

Requirements

• Dynamic – you are solutions-oriented, aim to improve processes and implement efficiency, and offer insightful feedback to improve ESRT
• Possesses in-depth knowledge of the tourism industry, including its key players, market dynamics, emerging trends, potential risks, and opportunities
• Reseller Per Cap = 15%
• Minimum of 7 years of experience in sales, with at least 2 years in a leadership role and 5 years managing a team
• Adaptable – you are a self-starter who’s able to quickly digest and execute new processes to work both collaboratively and independently
• Proficient in Salesforce (or other CRM system), Ventrata ticketing (or other ticketing system) and Monday.com (or other work management platform)
• Maintain strong knowledge of the Observatory’s products and services as well as the tour and travel industry
• Positive – you possess a service-oriented attitude with excellent follow through
• NOI = 15%
• Ability to work in a fast-paced environment and manage multiple tasks simultaneously
• Knowledge of sales techniques and customer service best practices
• 5 years sales experience within the hospitality or travel and tourism industry preferred
• Strong proficiency in MS Office (Excel, Word, PowerPoint)
• Exceptional written and oral communication skills
• Bachelor’s degree in related field
• Strong analytical and problem-solving skills

Benefits

• The team is productive, motivated, delivers its work product transparently, and tracks its goals as set by Observatory leadership. The candidate’s bonus will be calculated against performance as listed below.
• Voluntary Enhanced LTD Program
• Complimentary gym membership and other wellness benefits
• Pre-tax transit accounts
• Volunteer time off
• Employee Assistance Program for emotional, financial, and legal support
• Complimentary Empire State Building Observatory access
• Voluntary Hospital, Accident, and Cancer Programs
• Employee engagement programs
• Flex Summer Fridays
• Paid parental leave
• Company sponsored Life, AD&D, STD (with Salary Continuation), and LTD Insurance
• Employee Discount Programs
• 401(k) with 100% match up to 5%
• Generous paid time off
• Competitive base salary and bonus
• Health/Dental/Vision insurance

Training + Development

Interview process

Visa Sponsorship

Security clearance