Regional Event Sales Manager

PRA Business Events•Salt Lake City, UT

2d•Hybrid

About The Position

PRA is hiring a Regional Event Sales Manager to grow sales in the Salt Lake City area. The hybrid role averages one day per week in an office, and applicants must currently reside in the area. The manager develops new accounts and expands assigned relationships while delivering strong client experiences and maintaining financial profitability. They qualify leads, develop program strategies, collaborate with Experience Designers and the Creative Team on proposals, present solutions, conduct site inspections, and close business before transitioning programs to the event production team. The role also includes maintaining an active pipeline, tracking projected revenue and gross profit in Salesforce, managing approved travel and client marketing budgets, supporting clients during programs, and building market knowledge and relationships with hotels, suppliers, community organizations, and PRA's Global Sales team.

Requirements

Knowledge of client development, including new business development, lead follow-up, client qualification, proposal presentation, and closing business.
Knowledge of program design and development from inception through contract.
Proven ability to consistently meet sales goals.
Ability to provide solutions or resources for challenges and opportunities during program development and sales.
Ability to interpret, define, and document complex program requirements.
Ability to develop and maintain strong supplier, partner, hotelier, and community relationships.
Ability to negotiate with suppliers and partners on clients' behalf for locations, terms, and other needs.
Ability to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier and partner meetings, and staff meetings.
Ability to read, analyze, and interpret proposal requirements, RFPs, contracts, financial reports, and other legal documents.
Ability to respond to common client and supplier or partner inquiries and complaints.
Ability to prepare reports and business correspondence, and develop and write proposals and sales reports.
Ability to present information effectively and respond to questions from clients, supplier partners, and hoteliers.
Ability to calculate program costs, percentages, profit margins, and other figures involved in proposal development and contract negotiation.
Must currently reside in the Salt Lake City area.

Nice To Haves

Five or more years of sales experience, preferably in a destination management company, incentive travel, event management, or a related field.
Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or a related field.

Responsibilities

Increase sales by developing relationships with new accounts and growing assigned accounts while prioritizing client experience and profitability.
Maintain key account relationships and develop new business to sustain a strong pipeline of opportunities.
Participate in industry organizations and the local community to develop business and pursue leadership opportunities.
Qualify leads, develop program strategies, and work toward individual annual sales goals.
Partner with Experience Designers and the Creative Team on proposal vision and program specifications; develop and deliver presentations to prospective clients.
Arrange and conduct client site inspections, entertain clients, and build personal rapport.
Finalize and close business, obtain program deposits and signed contracts, and transition programs to the event production team.
Project program revenue and gross profit and enter budgets into Salesforce for tracking and financial target management.
Manage travel and client marketing budgets and schedules for appropriate approval.
Initiate sales calls and follow up with leads and clients.
Update hoteliers and clients on venues, services, and destinations through local marketing strategies and initiatives.
Remain available as a client contact during programs.
Work with Business Development to respond to referral leads from hotels and clients.
Collaborate with Experience Designers and Event Producers to meet client expectations and create memorable experiences.
Meet sales and gross profit goals and ensure programs exceed client expectations.
Follow up with clients on future opportunities and generate system leads through the pay it forward program.
Stay current on industry trends and developments.
Educate the Global Sales team about local market and program opportunities and send quarterly destination overviews.
Implement and execute the destination's business and marketing plan.