Regional Event Sales Manager

PRA Business Events•Nashville, TN

1d•Hybrid

About The Position

This role is hybrid and works on average, 2 days per week in an office in Nashville. Applicants must be based in the Nashville area to be considered for this role. PRA is the market-leading business event management firm, delivering unique experiences that move hearts, minds and businesses forward. Blending Passion, Reach and Authenticity, PRA works collaboratively with clients to craft creative, multi-sensory attendee journeys to leave a lasting impression.

Requirements

5 or more years of experience in sales, specifically in a DMC, incentive travel, event management or related field preferred
Knowledge of client development including new business development, lead follow up, qualifying the client, proposal presentation and closing business
Knowledge of program design and development, from inception through contract
Proven ability to meet sales goals consistently
Ability to provide solutions and/or resources to challenges/opportunities that may arise during the development and sale of programs
Must be able to interpret, define and document complex program requirements
Must be able to develop and maintain strong supplier/partner, hotelier, and community relations
Must be able to negotiate with supplier/partners on behalf of clients for best locations, terms, etc.
Must be able to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings
Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents
Must be able to respond to common inquiries or complaints from clients and/or supplier/partners
Must be able to prepare reports, write business correspondence, and develop and write proposals, and sales reports
Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers
Must be able to calculate program costs, percentages, profit margins, and perform other mathematical requirements involved in proposal development and contract negotiation

Nice To Haves

Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or related degree preferred

Responsibilities

Responsible for increasing overall sales volume by developing key relationships with new accounts and growing existing assigned accounts while prioritizing delivery of outstanding client experiences and financial profitability
Manage and maintain existing relationships with key accounts as well as focus on new business development to maintain a strong robust pipeline of opportunities
Participate in industry related organizations, and local community to develop business and attain leadership status when possible
Expertly qualify leads and develop innovative program strategies to win business and achieve individual annual sales goal
Partner with Experience Designers and Creative Team on proposal vision and program specifications to ensure completion of a solution that targets the client's goals and budget. Develop and execute dynamic presentations to prospective clients
Arrange and conduct Site Inspections for clients, entertain clients and develop a personal rapport
Finalize and close business with clients, arranging for program deposit and signed contracts prior to transitioning to event production team
Quantify projected budgets (revenue and gross profits) from programs and enter into Salesforce for revenue tracking purposes and ensuring financial targets are achieved
Manage travel and client marketing budgets and schedules for appropriate approval
Initiate sales calls and follow up
Update hoteliers and clients on a regular basis on new venues, services and destinations through locally derived marketing strategies and initiatives
Be available during program for client contact
Work closely with Business Development to respond to all referral leads from hotels and clients
Collaborate with Experience Designers and Event Producers to meet clients expectations and create memorable customer experiences
Ensure that sales/gross profit goals are met and clients' programs exceed their expectations
Follow up with clients on future program opportunities and generate system leads through the pay it forward program
Remain current and knowledgeable of industry trends and developments
Partner with and educate Global Sales team on local market and program opportunities. Send quarterly destination overview to GSD Team to ensure they stay up to date in the market
Implement and execute business and marketing plan for destination