Sales Manager (NCS) - Baltimore Convention Center

Baltimore City • Baltimore, MD

4d • $76,299 - $122,078

About The Position

The Sales Manager is responsible for prospecting, selling, negotiating and booking events at the Baltimore Convention Center. As one of several members of the Convention Sales team, a Sales Manager works with minimal supervision from an administrative superior and is expected to generate leads, respond to client inquiries and resolve problems. Often, the work outcomes are needed to be delivered with limited lead time. The results of their efforts ensure that they successfully secure long and short-term bookings of business to maximize the use of the BCC, thus providing vital economic impact for the City of Baltimore and State of Maryland. A Sales Manager will collaborate with internal departments, service providers, Visit Baltimore and other hospitality industry partners to secure larger citywide business, as well as booking the BCC’s annual, local and regional business within 0-18 months. This position has a dedicated focus to bring “new” business to the BCC through prospecting efforts and lead generation. All actions of the Sales Manager must be in accordance with the policies and procedures of the BCC and the City of Baltimore. This position is a part of the Sales, Services, and Marketing department and reports directly to the Assistant Director of Sales. A Sales Manager is an exempt-from-overtime position and is classified as essential personnel within the City of Baltimore. The work of this individual involves working evening, weekend, and holiday hours as needed. Additionally, the employee must return phone calls and be reachable via phone within a reasonable amount of time in support of their events and accounts. The employee may occasionally be required to travel to conventions and meetings in the industry representing the Baltimore Convention Center and the City of Baltimore.

Requirements

• A bachelor’s degree in business, public relations, hospitality, marketing, or related field from an accredited college or university.
• Commensurate experience will be considered in lieu of degree
• Two to three years of sales experience in a customer-oriented field.
• Hospitality industry experience is preferred.
• Have a valid Maryland Class C Noncommercial driver's license or an equivalent driver's license and be eligible to obtain a Baltimore City driver’s permit.
• PROVISIONAL DRIVER’S LICENSES ARE NOT ACCEPTABLE.
• Excellent communication, relationship building, interpersonal skills, and sales skills
• The ability to work both independently and as a team member, while establishing effective working relationships
• Flexibility and ability to prioritize responsibilities in an ever-changing work environment as this job may require travel, working irregular hours to include weekends, and evenings.
• Demonstrates a sense of urgency and the ability to meet deadlines, prioritize work, and handle multiple responsibilities, even with limited supervision.
• Strong working knowledge of computer systems and related software applications including experience working in Customer Relations Modules (CRM)
• Demonstrates a high level of proficiency with Microsoft suite applications such as Word, Excel, PowerPoint, and Outlook.
• Superior organizational skills as well as the ability to maintain records and files.
• Ability to translate specifications into working documents for the departmental staff of the Center in accordance with client’s specifications.
• Ability to evaluate details and detect gaps in information.
• Ability to understand, identify, and articulate the cause-and-effect of decisions made by self and by others.
• Ability to read, interpret, and explain contract language.
• Knowledge of universal meeting, exhibit, convention and other hospitality methodology, practices and operating procedures.
• Ability to read and interpret floor plans to determine feasible use of convention facility space.

Nice To Haves

• Possesses professional event-based certification(s) (CASE, CEM, CMP, CVP, etc) and is actively engaged with industry professional organizations (ASAE, IAEE, IAVM, MPI, PCMA, etc)

Responsibilities

• Conducts initial discovery with clients who reach out to BCC via walk-in appointments, phone calls, emails and website inquiry form.
• Call on prospects to solicit business, qualify function space requirements, determine support services needed, identify available facilities, and develop pricing strategies.
• Manages and maintains detailed account, contact, follow-up and event booking details in Momentus system.
• Schedules, prepares for, and conducts sales presentations and site inspections of the BCC alongside appropriate departments, partners and leadership.
• Prepares and presents sales proposal documentation to prospective clients based on event requirements, ensuring dates, times and leased space are accurate.
• Conduct contract procedures, negotiations, revisions and amendments as outlined in the sales process.
• Work closely with the convention services team, and service providers (A/V, F&B, Telecom, Utilities) to ensure that a customer’s contract terms are applied and there is a seamless transition from sales to service.
• During events (which may include nights weekends), checking in with clients and BCC staff to ensure client satisfaction.
• Researches, identifies and engages with prospective local, national, international, convention, trade, corporate, public, and gala show clients to sell space and services of the facility within 0-18 months.
• Develop and enhance customer relationships to secure repeat business.
• Develop and maintain an accurate, up-to-date and comprehensive knowledge of BCC comp set and competitors.
• Effectively use this information to accentuate the positive features and advantages we have as a facility and destination versus other alternatives.
• Makes cold sales calls to investigate and obtain new business.
• Generates leads for future business by participating in daily, monthly, quarterly prospecting goals and sales efforts.
• Develops and maintains positive relationship with Visit Baltimore’s sales department, as well as the Baltimore hotel community.
• Serve as the main point of contact for all City agency (Municipal) event requests.
• Attends industry meetings, networking functions, and other events for relationship building, prospecting, and maintaining customer relationships.
• Meet all assigned sales goals for prospecting, outside calls and converting definite business by managing time and assigned market segments effectively.
• Achieve individual and team goals for sales requirements and associated revenues.
• Prepare and implement account action plans to secure new business.
• Ability to work independently and effectively as a self-starter with limited supervision on daily activities.
• Performs other related work and duties as assigned.

Benefits

• The city offers medical, prescription drug, dental, vision, optional life, AD&D, and FSA plans.
• This office also supplies wellness programs, support groups, and workshops.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees