Event Sales Manager

Great Lakes Science Center•Cleveland, OH

3d•Onsite

About The Position

The Event Sales Manager reports to the Director of Special Events & Hospitality and is responsible for maximizing revenue from corporations, organizations and individuals through facility rental sales within the building and on its property. This is a proactive sales role who owns the sales pipeline — developing and executing the sales and marketing strategy, prospecting and qualifying new business, preparing proposals, and negotiating and closing rental contracts — then hands off signed events for execution to the Director. This position works closely with the Marketing Department and the Science Center's onsite caterer (Levy Restaurants).

Requirements

A minimum of 4 years’ experience in sales, marketing or special events is required.
Ability to develop and execute a sales plan, build a qualified pipeline, prospect proactively, identify new markets and opportunities, and consistently deliver against revenue goals.
Ability to establish and cultivate relationships with corporate, nonprofit, civic, association, hospitality, social/wedding, and third-party event-planning clients.
Ability to generate business through networking, referrals, industry relationships, trade organizations, and community partnerships.
Excellent attention to detail.
Excellent written and verbal communication skills required.
Proficiency in the Microsoft Office Suite of products, including Excel, is necessary.

Nice To Haves

Associate’s degree, or higher, from an accredited college or university in marketing, sales, business administration, or related field is preferred.

Responsibilities

Develop, implement and maintain an annual sales plan to maximize facility rental revenue for the organization, including target markets, revenue goals by segment, and tactics by quarter.
Carry and deliver against an annual booked-revenue goal established with the Director of Special Events & Hospitality and the Vice President of Operations.
Proactively identify opportunities to increase facility rental revenue and client base, including underutilized dates, spaces and event types.
Provide accurate pipeline reporting and revenue forecasts on a monthly basis.
Conduct consistent outbound prospecting to build and maintain a qualified pipeline, including cold outreach, referrals, and lapsed-client reactivation.
Build and maintain relationships in target markets including corporate meeting and event planners, associations, nonprofit and civic organizations, the social and wedding market, and third-party planners.
Represent GLSC at industry organizations, trade shows, networking events and with Destination Cleveland and area hospitality partners.
Maintain a complete and current record of all leads, activity and opportunities.
Promptly respond to all event inquiries.
Qualify leads, conduct site visits and tours, and prepare tailored proposals that reflect approved packages, pricing and service standards.
Negotiate and execute rental contracts.
Conduct a complete and documented handoff of each signed event to the events production team, including client expectations, commitments made, and any nonstandard terms.
Coordinate rebooking and retention outreach with the Director of Events & Hospitality following event delivery.
Work with the marketing department to develop and create sales and marketing materials, including but not limited to digital advertising, social media content, traditional advertising, e-newsletters and direct mail.
Maintain current, accurate sales collateral including capacity charts, floor plans, photography, package sheets and rate cards.
Monitor the competitive venue landscape in Northeast Ohio and recommend pricing and package adjustments.
Partner with the Director of Events & Hospitality and Levy Restaurants to ensure food and beverage packages are integrated into facility rental offerings.
Occasionally provide day-of-event support on a fill-in basis.