Regional Event Sales Manager

PRA Business Events-posted 1 day ago
Full-time • Manager
Hybrid • Orlando, FL
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This role is hybrid and works on average, 2 days per week in an office in Orlando. Applicants must be based in the Orlando 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.

  • 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
  • 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
  • Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or related degree preferred
  • Medical Insurance
  • Dental Insurance
  • Vision Insurance
  • 401(k) with Company Match
  • Short-term and Long-term Disability Insurance
  • Life Insurance
  • Employee Assistance Program
  • Paid Vacation Time and Paid Holidays
  • Paid Sick Time
  • Parental Leave
  • Pet Insurance
  • Flexible Spending Accounts
  • others
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