Event Sales Manager, Hotel Services - Gaylord National Resort & Convention Center

Encore Global•Oxon Hill, MD

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 builds relationships with hotel personnel to strengthen business relationships. The position supports company initiatives, business strategies, and Core Values, and reports to a Senior Sales Manager, Sales Director, or Director of Event Technology. The role works in a hotel and convention center environment, where conditions may range from moderately quiet to noisy. Work may involve high-end audiovisual equipment and electrical components, exposure to outdoor temperatures and dirt, sand, or dust, and exposure to heights via lifts and ladders. Team members may work at multiple hotel locations and must follow appearance guidelines established by Encore for the hotel or local area. Working times include irregular hours and on-call status, including days, evenings, weekends, and holidays.

Requirements

Bachelor of Science or Bachelor of Arts degree, or at least one year of Encore or equivalent experience.
Technical aptitude and computer proficiency.
Strong written and verbal communication skills.

Nice To Haves

One 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 customer quotes and proposals in a timely manner, including submissions through Encore’s website, venue booking systems, or other assigned sources.
Collaborate with vendors and company departments or divisions to capture and service events.
Attend site visits, pre-conference planning meetings, and venue meetings as needed to support the customer event experience.
Understand event cost structures and incorporate them into solution designs according to profitability guidelines.
Cultivate and maintain relationships with customers, venue personnel, and Encore support functions and departments.
Research customer history and prior 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 Customer Relationship Management system (CRM).
Refer and guide customers through the Encore network to help secure additional opportunities with existing customers.
Maintain a healthy sales pipeline to support achievement of established 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 standard operating procedures and newly implemented initiatives or programs.
Maintain knowledge of new products, services, and emerging technology for meetings and events.