Job Description: Senior Director of Space Optimization
This role is essential in managing and driving growth for the McCormick Place Convention Center, maximizing its economic impact for the City of Chicago and the State of Illinois.
McCormick Place Convention Center is seeking a results-driven leader to optimize revenue and space utilization. This role will manage all business generated for the convention center, maximizing citywide compression and optimizing event space usage.
Key Responsibilities
Revenue Optimization:
Analyze historical data, future demand, and booking patterns to optimize space allocation, pricing, and overall revenue generation.
Apply yield management principles to secure business during peak dates, need dates, and shoulder periods, maximizing revenue streams.
Evaluate potential business opportunities based on economic impact and net value to the campus.
Conduct ongoing financial performance analysis to ensure proper placement and achievement of financial goals.
Space Utilization & Strategy:
Collaborate with key citywide and campus stakeholders to develop and implement a comprehensive space optimization strategy.
Oversee space contracting and ensure optimal booking strategies through effective event scheduling and layering.
Review leads and analyze yield strategies to ensure space maximization and positive impact on campus hotels.
Conduct regular audits of space utilization to identify improvement opportunities, ensuring efficient resource use across the convention center, hotels, and the broader economy.
Stakeholder Collaboration & Relationship Management:
Foster strong relationships with key stakeholders, including Sales & Marketing, Choose Chicago, campus hotels, operational teams, and key convention hotels to align strategies.
Partner with Sales Team and Choose Chicago to balance room block-to-space ratios and maximize McCormick Place’s occupancy.
Lead DBR meetings to review and approve space requests, ensuring alignment on space usage and maximizing opportunities across sales teams.
Process Transformation:
Drive improvements in space holds, booking criteria, and opportunity approvals to enhance efficiency, accuracy, and speed to market.
Implement streamlined processes for space reservations, reducing delays in the booking cycle and accelerating decision-making.
Continuously refine approval workflows to increase operational agility and responsiveness in a competitive environment.
Industry & Market Insight:
Monitor industry trends, competitor strategies, local market dynamics, and demand generators, providing action plans based on findings.
Collaborate with Sales leadership to track competitive convention center pricing and understand the impact of pricing decisions.
Communicate occupancy fluctuations to operational departments for effective staffing and resource efficiency.
Software & Reporting:
Maintain and maximize event revenue management software systems and tools.
Prepare detailed reports on key metrics, booking trends, and event performance.
Serve as the subject matter expert for destination STR reports, CBRE data, FuturePace reporting, and other forecasting tools.
Forecasting & Strategy Adjustment:
Lead forecasting efforts for convention center business, adjusting revenue strategies for upcoming quarters and years.
Proactively modify strategies based on market conditions and industry trends.
Align strategies with the campus-wide business and financial model to ensure cohesive growth and success.
Additional Responsibilities:
Prepare presentations and reports including need dates calendar, booking impact analysis, variance analysis, and progress toward goals.
Attend industry-related meetings and events to stay informed and connected with market developments.
Consistently contribute to identifying and implementing new ways to streamline the sales process and enhance overall business development.
Other duties, as assigned.
Qualifications:
Minimum of 10 years management experience in convention center, hotel or hospitality field management. At least 7 years in a leadership or director role.
Bachelor’s Degree or equivalent experience.
Experience working with large-scale events, conventions and exhibitions.
Ability to collaborate with and align leadership amongst internal and external stakeholders with an emphasis on the campus partners.
Strong understanding of revenue management, facility operations and experience with space planning tools/software.
Strong analytical skills with the ability to interpret data, assist with shaping the dialogue with partners and make strategic recommendations.
Ability to lead the creation of essential reports via CRM systems, Microsoft Office and investigate and potentially implement use of other available industry tools.
Excellent communication and interpersonal skills, with the ability to collaborate effectively with cross-functional teams.
Detail oriented and organized, with the ability to manage multiple priorities and deadlines.
Strong project management skills with the ability to juggle multiple priorities and deadlines.
Strong problem-solving abilities and exercising solutions-oriented approach.
NOTE: Selection will be based on an evaluation of applicants’ training, skills and experience
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