Corporate Sales & Rentals Manager

Maryland Zoo•Baltimore, MD

7d•Onsite

About The Position

The Corporate Sales & Rentals Manager is responsible for driving revenue growth through the sale, planning, coordination, and execution of corporate rentals and events at The Maryland Zoo in Baltimore. This position will actively sell the Zoo as a distinctive venue for corporate functions, including company picnics, races and walks, holiday parties, meetings, conferences, team retreats, employee appreciation events, networking functions, and other corporate gatherings. The Corporate Sales & Rentals Manager owns the corporate rental sales process from prospecting and initial inquiry through contract execution, event delivery, and post-event follow-up. The Manager is responsible for achieving established revenue goals, developing new business, cultivating strong client relationships, and generating repeat and referral business. Success in this position requires an entrepreneurial approach to sales. The Manager is expected to identify new markets, partnerships, packages, and sales opportunities and to bring creativity and innovation to how the Zoo attracts and serves corporate clients. This position requires an exceptional eye for detail, strong sales and relationship-management skills, sound judgment, and the ability to independently manage multiple clients and events simultaneously. The Corporate Sales & Rentals Manager is also an operational position and is expected to be present for and actively work events. Corporate events occur seven days a week and may take place between 7:00 a.m. and 11:00 p.m. The Manager must be available to work a flexible schedule based on the needs of clients and the Zoo. Additionally, the Corporate Sales & Rentals Manager will support the Zoo's mission to save wildlife and protect wild places and contribute to its environmental, social, governance sustainability, conservation, education, and DEAI (Diversity, Equity, Accessibility, and Inclusion) goals. This is an entirely in-person position. Remote work is not available for this role.

Requirements

Demonstrated experience in corporate sales, venue sales, hospitality sales, event sales, event management, or a related field required.
Previous experience drafting, negotiating, administering, and executing contracts is required.
Demonstrated experience developing client relationships and closing revenue-generating business.
Demonstrated ability to manage multiple clients, projects, deadlines, and events simultaneously.
Proficiency with Microsoft Outlook, Word, Excel, and other standard business applications required.
Valid driver’s license preferred or required based on operational responsibilities.
Willingness to obtain and maintain any certifications required by the Zoo for event operations.

Nice To Haves

Event management from initial sale through on-site execution strongly preferred.
Experience using CRM, sales management, event management, or comparable database systems preferred.

Responsibilities

Own and manage the full sales cycle for corporate rentals, including prospecting, responding to inquiries, qualifying leads, conducting site tours, developing proposals, negotiating terms, preparing and executing contracts, securing deposits, and closing business.
Achieve or exceed established annual corporate rental revenue goals and other sales performance targets.
Proactively generate new corporate business rather than relying solely on inbound inquiries.
Develop and execute creative sales strategies to position the Zoo as a premier and distinctive destination for corporate events in the Baltimore region.
Identify new markets, industries, companies, associations, event planners, and community partners that have the potential to generate corporate rental revenue.
Build and maintain a robust sales pipeline and consistently move prospective clients from initial contact through signed contract.
Cultivate strong, long-term relationships with corporate clients to generate repeat bookings, referrals, and expanded business.
Develop strategies to grow existing accounts by identifying additional event, sponsorship, hospitality, or rental opportunities.
Maintain consistent contact with past clients and prospects to keep the Zoo top-of-mind for future corporate functions.
Identify opportunities to package Zoo spaces, experiences, amenities, and other assets in new and compelling ways for the corporate market.
Remain informed about corporate event trends, competitive venues, client expectations, and market opportunities.
Represent the Zoo at networking events, trade shows, community events, industry functions, and other business-development opportunities as appropriate.
Collaborate with Marketing and other Zoo teams to develop sales collateral, campaigns, promotions, digital content, and other tools that support corporate rental revenue.
Regularly evaluate sales results and recommend changes to pricing, packages, processes, products, and sales strategies that can increase revenue and improve the client experience.
Serve as the primary point of contact for assigned corporate rental clients from initial inquiry through post-event follow-up.
Prepare, negotiate, execute, and administer rental agreements and other event-related contracts in accordance with Zoo policies.
Ensure contracts accurately reflect event scope, pricing, payment schedules, operational requirements, client responsibilities, and other agreed-upon terms.
Maintain accurate and timely client, contract, sales pipeline, event, payment, and communication records in the Zoo’s CRM and other systems.
Coordinate deposits, invoicing, final payments, certificates of insurance, vendor documentation, and other required event materials.
Clearly communicate Zoo policies, procedures, deadlines, restrictions, and expectations to clients.
Conduct detailed event-planning meetings and site visits to ensure all client expectations and operational requirements are understood and documented.
Identify opportunities for upselling and additional revenue throughout the planning process.
Resolve client concerns promptly and professionally while protecting the Zoo’s operational and financial interests.
Conduct post-event follow-up to gather feedback, evaluate client satisfaction, and actively pursue repeat business and referrals.
Plan, coordinate, and execute corporate rentals and events from signed contract through event completion.
Develop comprehensive event plans and ensure event details are communicated accurately to all necessary Zoo departments, vendors, contractors, and partners.
Coordinate event logistics including venue setup, catering, audiovisual needs, entertainment, parking, security, guest arrival, signage, rentals, vendors, and other operational requirements.
Serve as the on-site lead and primary client contact for assigned corporate events.
Work assigned events and remain actively engaged throughout setup, guest arrival, event execution, breakdown, and client departure as needed.
Anticipate operational challenges and proactively develop solutions to ensure a seamless client and guest experience.
Manage multiple events, clients, deadlines, and competing priorities simultaneously while maintaining exceptional accuracy and attention to detail.
Coordinate overlapping or simultaneous events and ensure resources, spaces, vendors, staff, and client needs are appropriately managed.
Communicate effectively with Zoo departments on event days to ensure coordinated execution and rapid resolution of issues.
Use sound judgment and report incidents or significant concerns to Zoo management or Security as appropriate.
Ensure all events are executed in accordance with Zoo policies, safety requirements, contractual obligations, and standards of excellence.
Build collaborative working relationships with departments throughout the Zoo whose support is necessary for successful corporate events.
Lead internal event-planning communication and ensure stakeholders receive complete, accurate, and timely information.
Communicate professionally with corporate executives, event planners, vendors, contractors, sponsors, community partners, and guests.
Coordinate vendor and contractor arrival, setup, service, breakdown, and departure.
Partner with Marketing to ensure corporate rental information on the Zoo’s website and sales materials is accurate, compelling, and current.
Provide regular sales forecasts, pipeline updates, revenue reports, and other information to the Chief Operating Officer.
Communicate emerging opportunities, operational concerns, client feedback, and market trends that may affect the corporate rental business.
Maintain accurate sales, client, contract, event, and financial records and ensure appropriate data ownership and accuracy.
Monitor corporate rental revenue performance against established goals and provide timely reporting and forecasting.
Verify invoices and event charges and ensure accurate and timely billing and payment collection.
Exercise appropriate fiduciary responsibility when handling payments, revenue, purchasing, and other financial matters.
Protect the confidentiality of client, employee, financial, and organizational information.
Coordinate effectively with Zoo staff, volunteers, vendors, and contractors supporting corporate events.
Maintain organized event files, templates, contracts, sales materials, and operational documentation.
Identify and recommend process improvements that increase efficiency, improve the client experience, or generate additional revenue.
Perform other duties as assigned and adhere to all policies and procedures of the Zoo.