Regional Event Sales Manager

PRA Business Events•Houston, TX

21d•Remote

About The Position

PRA is hiring a Regional Event Sales Manager based in the Austin, San Antonio, or Houston area. The role can be performed from home, but requires regularly attending in-person client meetings, events, and site inspections. The manager grows sales by developing new accounts and expanding existing relationships while delivering outstanding client experiences and achieving financial targets. The position manages the sales process from lead qualification and program strategy through proposal development, presentations, negotiation, contracting, and deposit collection before transitioning programs to the event production team. It works closely with Experience Designers, Creative, Business Development, Event Producers, hoteliers, suppliers, and PRA's Global Sales team to develop client-focused programs and maintain a strong pipeline. The manager also implements destination business and marketing plans, builds local industry and community relationships, and stays current on industry developments.

Requirements

Five or more years of sales experience, specifically in a DMC, incentive travel, event management, or related field; listed as preferred.
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.
Demonstrated 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 related matters.
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 client 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 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 be based in the Austin, San Antonio, or Houston area and able to regularly attend in-person client meetings, events, and site inspections.

Nice To Haves

Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or a related field; listed as preferred.
Five or more years of sales experience in a DMC, incentive travel, event management, or related field; listed as preferred.

Responsibilities

Increase sales volume 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 concepts and program specifications that meet client goals and budgets.
Develop and deliver presentations to prospective clients.
Arrange and conduct client site inspections, entertain clients, and build rapport.
Close business, obtain program deposits and signed contracts, and transition programs to the event production team.
Forecast program revenue and gross profit budgets and enter them in Salesforce for tracking.
Manage travel and client marketing budgets and schedules for approval.
Initiate sales calls and follow up with leads and clients.
Keep hoteliers and clients informed about venues, services, and destinations through local marketing initiatives.
Be available to clients 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 about future opportunities and generate system leads through the pay it forward program.
Remain current on industry trends and developments.
Educate the Global Sales team about local market and program opportunities and send quarterly destination overviews to the GSD Team.
Implement and execute the destination's business and marketing plan.