Job Description

The Luskin Conference Center (LCC) is designed as a 300,000 square foot, 7-story, International Association of Conference Centers (IACC) certified property on the UCLA campus. The LCC is comprised of 254 guest rooms, approximately 25,000 square feet of meeting space, a 160-seat restaurant, a fitness center, and a business center. The total staff anticipated for the LCC is approximately 165-180 FTE, with total revenue projected at $30 million annually. The LCC is an academic meeting and conference destination supporting UCLA’s education and research mission.

The Associate Director of Sales’ (ADOS) responsibility is to assist the Director of Sales and Marketing to ensure maximum revenue is achieved through the individual sales of the Sales Department. This position oversees and manages the Catering and Group Sales teams plus has the individual responsibility of the individual travel market. The ADOS will ensure the best client service available through communication with the team, cross training within the department, and appropriate sales office coverage. The ADOS will work with each sales team to create individual and team action plans which tactically deliver the appropriate sales strategy for each deployment area. Each strategic plan will involve travel, sales calls, prospecting, and the suggestion of integrated marketing concepts required.

The ADOS is responsible for the Individual Business Travel Market and for identifying new individual business partnerships to secure revenue streams for the LCC. These streams include those from UCLA partnerships, eligible corporate partnerships, the Preferred Partner Program, GDS, Travel Companies and consortia. The ADOS will work closely with the Director of Sales and Marketing to create tactical and fluid marketing plans, goals and forecasts for this segment.

The ADOS must possess strong business acumen in order to make appropriate decisions with minimal guidance relating to revenue management based on current business analytics. The ideal candidate must have thorough understanding of the hotel sales industry to support and promote global sales efforts of other revenue generating entities within Housing and Hospitality Services such as Lake Arrowhead and UCLA Catering/Conference Services.

Travel is required up to 50% of the time, representing UCLA and the Luskin Conference Center in international, national and the local markets with the goal of expanding the client base. The incumbent exercises significant discretion in the negotiation of large scale contracts (which include room pricing, food/beverage pricing, and other ancillary revenue/service pricing). Must be able to work a varied schedule that may include nights, weekends and holidays.

Job Qualifications

Ability to close sales and negotiate large dollar volume financial contracts.
Required

Proficiency in the English language sufficient to interact effectively and graciously with clients, to write clear and grammatically business correspondence such as proposals, memorandums, and event orders.
Required

Effective public-speaking skills to conduct sales presentations and site inspections.
Required

Skill in prioritizing and organizing assignments when faced with a heavy workload, deadlines, and compelling requests for service.
Required

Interpersonal skills to work diplomatically and effectively with a diverse public clientele, University officials, colleagues, and students.
Required

Working knowledge of catering and conferencing business, including menu- planning, current trends in food and entertaining, basic room set-ups and capacities, and audio/visual equipment.
Required

Working knowledge of the Transient an IBT market including efficiency in GDS, Travel Companies, booking engines etc.
Required

Ability to exercise independent judgment, initiative, and follow-through on assignments with minimal direction.
Required

Analytical skills sufficient to contribute to marketing & sales strategic plans.
Required

Ability to supervise and motivate members within a team.

Ability to supervise; encourage and motivate individuals to work together to achieve department’s goals and objectives.
Required

Accounting and arithmetical skills needed to prepare cost estimates, proposals, and billing explanations.
Required

Ability to work with detail, prepare, and review a large volume of work rapidly and accurately. Maintain workflow with changing priorities, frequent interruptions, and conflicting deadlines.
Required

Demonstrated skill in working as part of a team, collaborating with colleagues and maintaining cooperative working relationships.
Required

Proficient with MS Office programs such as Word, Excel, PowerPoint and Outlook.
Required

Working knowledge of Account Management systems (i.e. Delphi system). Proficient in the use of social media and other technology for prospecting purpose.
Preferred

General/ working knowledge of University accounting forms and policies sufficient to accomplish standard departmental accounting transactions. (UCLA specific knowledge is preferred).
Preferred

Ability to travel to national and international destinations to conduct business trips.
Required