Event Sales Manager

21c Museum Hotels•Louisville, KY

About The Position

The Event Sales Manager generates top line catering revenue for the property by maximizing all revenue potential and up-selling additional events/amenities, whenever possible, to build additional revenues. This role involves building a client base through outside sales calls, prospecting, direct mail, networking, and referrals, focusing on both local and national markets. The manager will conduct site tours, represent the hotel at trade shows and business events, and identify gap periods to recommend and execute targeted sales and marketing plans. They are responsible for achieving budgeted revenue and booking goals, preparing monthly reports, and managing the entire sales process from client inquiry to post-event follow-up. This role requires maximizing profit and optimizing space through sales, creating contracts, and coordinating with the Director of Sales and the Sales Team to ensure profitable bookings. The Event Sales Manager will also assist with daytime event management and operational tasks as needed, maintain good working relationships with guests and internal departments, and manage financial responsibilities including tracking accounts receivable and reconciling BEOs with client bills. Proficiency in industry-standard software for creating and maintaining accounts, inquiry records, documenting activities, generating reports, and creating contracts is essential.

Requirements

Excellent communication skills, both verbal and written.
Extensive knowledge of selling strategies and the ability to meet goals.
Complete knowledge of hotel, catering, and event space.
Able to utilize property adopted for booking, tracking, forecasting, and executing optimal selling strategies.
Comprehends the group sales process and negotiate accounts.
Able to develop and deliver training.
Analytically approaches problem solving.
Able to analyze financial statements and market data.
Desires to participate as part of a team.
Demonstrates self-confidence, energy and enthusiasm.
Presents ideas and information in a concise, well-organized way.
Effective listening skills.
Manages group or interpersonal conflict situation effectively.
Manages time well, correctly prioritizing tasks.
Highly visible in areas of responsibility.
Excellent negotiation skills in order to create win-win solutions.
Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and Outlook.
Must pass a background check.
Six years event sales and management with a minimum of four years of hotel event sales or related discipline experience required.
Some local travel to client sites and networking events.
Infrequent long-range travel.

Nice To Haves

Bachelor's Degree preferred.

Responsibilities

Builds client base through outside sales calls, prospecting, direct mail, networking and referrals.
Focuses on all markets, local and national.
Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
Identifies gap periods (30/60/90 days & beyond), recommends targeted sales & marketing plans to fill, and communicates effectively to ensure proper execution of plan.
Achieves budgeted revenue goals and booking goals.
Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
Responsible for the entire sales process; client inquiries through payment and follow up thank you notes.
Maximizes profit and optimizes space through sales in accordance with established pricing models, exercising good judgment.
Creation of contract through Daylight collaborating with sales team where appropriate.
Coordinates with the DOS to ensure profitable bookings, as well as with the Sales Team when necessary.
Communicates with clients immediately following event to rebook and get feedback.
Utilizing industry standard software, Creates and maintains accounts, Creates inquiry records, Documents activities, Creates and prints necessary reports, Creates contracts.
Assists with daytime event management and various event operational tasks when necessary.
Maintains a good working relationship with guests, groups, and personnel from other departments.
Maintains various financial responsibilities: tracking A/R, reconciliation between BEO & client bill, assuring accuracy in financial reporting.
Enters event data into industry standard data management systems with upkeep/monitoring of event management.