Outside Sales Manager initiates contact with new and repeat customers to promote and sell the use of the convention center.
OUTSIDE SALES MANAGER
Department: Sales & Marketing
Reports To: Senior Sales Manager
Status: Full-Time, Salaried, Exempt
SUMMARY: Under general direction from the Senior Sales Manager, an Outside Sales Manager initiates contact with new and repeat customers to promote and sell the use of the convention center. The Outside Sales Manager enhances the relationship between users of the convention center and Center staff. An Outside Sales Manager will spend approximately 60% of their time visiting existing and prospective new users of the GRCC in the local and regional marketplace.
JOB DUTIES (Including, but not limited to):
- Proactively develop new accounts, cultivate existing accounts and implement sales strategies to achieve goals and maximize revenue for the GRCC, while developing and maintaining a high level of customer satisfaction
- Represent the Center to potential users. Interpret and explain convention center policies and procedures.
- Routinely conduct industry-related research to identify potential Center users through the use of databases, Internet searches, social media channels and other methods as assigned
- Plan and implement creative local and regional sales blitzes with the goal of generating leads and developing client relationships
- Travel to and represent the Center at various industry events and participate in related trade organizations
- Respond to inquiries from prospective and confirmed Center users regarding general information, rates and compatible space availability for the Center; suggesting alternate dates when necessary
- Screen Center use applications and conduct background checks on prospective events while evaluating the potential business value of various events and Center users
- Initiate booking discussions, prepare Center use proposals and cost estimates for potential Center users while communicating with other Center departments to generate comprehensive event proposals
- Conduct Center tours and make formal presentations to convention and exhibition managers and other Center users regarding Center booking policies, rental rates, services and operational policies
- Enter and maintain Center user contact information, booking information and prospecting activities into computerized event booking and management system; update as necessary
- Prepare event license agreements and addenda; consult with management regarding specific language issues; prepare related correspondence to Center users in finalizing booking arrangements
- Demonstrate continuous effort to improve operations, decrease turnaround times, streamline work processes, and work cooperatively and jointly to provide quality seamless customer service
- Perform other duties as required
SPECIAL KNOWLEDGE & ABILITIES:
- Principles and practices of sales and marketing including yield management
- Terminology used in entertainment and convention settings and basic meeting room configurations
- Relevant Life Safety Code regulations
- Catering operations in a hotel, convention center, conference center or similar venues
- Must have computer skills in Microsoft Office applications: Word, Excel and PowerPoint
- Database/CRM software (Ungerboeck or Delphi highly desirable)
- Provide your own reliable vehicular transportation to travel and make sales calls and visit with customers
- Maintain a professional/working image in self and work environment including in your vehicle
- Prospect and generate new sales leads for new business through means such as cold calling, research, personal visits, written correspondence, and through participation in promotional, community and industry events
- Exhibit an entrepreneurial spirit that motivates you to seek out new business opportunities
- Analyze challenges, identify alternative solutions, project consequences of proposed actions and implement recommendations in support of organizational objectives
- Be a self-starter, well organized, proactive and responsible for assigned deadline-driven projects
- Communicate clearly and concisely in the English language, both orally and in writing
- Explain, negotiate and draft Center license agreements • Produce written documents in the English language with clearly organized thoughts using proper sentence construction, punctuation, and grammar • Comprehend and make inferences from written material • Establish and maintain effective working relationships with Richmond Region Tourism (RRT), area hotels, Center staff, service providers and Center users • Make basic arithmetic calculations (addition, subtraction, multiplication, and division) either manually or by operating a calculator • Work a flexible schedule including early mornings, days, evenings, overnight, weekends, holidays, extended (long) work days and extended numbers of days. Frequently travel to off-site locations.
Experience: Minimum of two (2) years of increasingly responsible outside sales experience, preferably with a convention center, hotel, conference center, expo center, sports center, meeting complex or other place of public assembly or an equivalent combination of education and work experience.
Education / Training: Bachelor’s degree from an accredited college or university with major course work in sales, marketing, public relations, business administration, hospitality management or other related field
- Additional years of experience may be substituted for formal education
- IAVM’s Venue Management School at Oglebay Certified Meeting Professional designation (CMP, CGMP or CMP-HC)
- Licenses or Certificates: Possession of, or ability to obtain a Virginia driver’s license Proven safe driving record
SALARY: Starting salary range of $40,000 - $48,000 commensurate with qualifications and experience