Event Sales Manager, Venues - Northern Virginia

Encore Global•Arlington, VA

2d•Onsite

About The Position

The Sales Manager, Venues guides customers through event experiences, identifies solutions that meet their goals and objectives, and helps create compelling events. The role uses available tools to maximize event and revenue capture from an assigned customer base and cultivates relationships with key hotel personnel to enhance business relationships. The position supports Company initiatives, business strategies, and Core Values. It reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology. The role generates revenue through proactive, consultative selling; prepares and presents customer quotes and proposals; collaborates with vendors and company departments; and participates in site visits and planning meetings as needed. It maintains customer relationships and accurate CRM information, builds a healthy sales pipeline, contributes to forecasting, and keeps current with company procedures, offerings, and event technology. Work is performed in hotel or convention center environments, sometimes at multiple hotel locations. Conditions can range from moderately quiet to noisy, with moderate exposure to outdoor temperatures and dirt, sand, or dust. The role uses high-end audiovisual equipment and electrical components and may involve exposure to heights via lifts and ladders. Working times include irregular hours and on-call status, including days, evenings, weekends, and holidays. Encore appearance guidelines apply.

Requirements

BS/BA degree or at least 1 year of Encore or equivalent experience.
Technical aptitude and computer proficiency.
Strong written and verbal communication skills.
Ability to meet the physical demands described for the position, with reasonable accommodations where applicable.

Nice To Haves

1 year of technology sales or hospitality experience.
Prior audiovisual sales experience.
Knowledge of the hospitality industry and sales processes.

Responsibilities

Solicit and secure business using a proactive, consultative sales approach and Encore’s sales process and methodology.
Prepare and present timely quotes and proposals to customers, including opportunities submitted through Encore’s website, venue booking systems, or other assigned sources.
Collaborate with vendors and other company departments or divisions to capture and service events.
Attend site visits, pre-conference planning meetings, and appropriate venue meetings as needed to support customer events.
Understand event cost structures and incorporate them into solution designs according to established profitability guidelines.
Cultivate and maintain relationships with customers, venue personnel, and Encore supporting functions and departments.
Research customer history and previous experiences to create personalized customer experiences.
Attend customer meetings, understand customer goals, and respond to questions, concerns, and challenges.
Keep customer information accurate and up to date in the CRM system.
Refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
Maintain a healthy sales pipeline that supports achievement of revenue targets.
Ensure all known opportunities are accurately entered and updated in CRM.
Support home-location sales forecasting and ensure forecasts are accurate and submitted on time.
Learn and adopt role-related SOPs and newly implemented initiatives or programs.
Maintain knowledge of new product and service offerings and emerging technology for meetings and events.