Sales Manager-State Associations

Norfolk Convention & Visitors • Norfolk, VA

3d • $65,000 - $72,400 • Onsite

About The Position

The role of the Convention Sales department is to produce sales leads and book business with potential customers to utilize hotels and Norfolk facilities for their conventions and meetings, including but not limited to conventions, exhibits, trade shows, corporate meetings, association activities, and special events utilizing overnight hotel rooms. The position is responsible for successfully promoting and selling Norfolk, Virginia as a convention destination and for achieving the sales targets and objectives of VisitNorfolk.

Requirements

• Bachelor’s degree required; any combination of experience equivalent to eight years in the field related to hotel or destination sales utilizing the required knowledge, skills, and abilities.
• Experience with government, fraternal, sports, and Midwest-based national association markets.
• Detailed knowledge of positive features and limitations of the facilities and amenities in Norfolk, Virginia, as well as competing convention destinations; effective selling techniques; methods for preparing and making effective sales presentations; and human psychology as it relates to selling. In addition, must be knowledgeable of the meetings and convention market with preferred background in DMOs.
• Exceptional ability to generate sales leads and build new contacts through phone prospecting, email outreach, personal connections, and by engaging local, regional, and national association members to support solicitation efforts. Skilled at developing strong rapport with clients and prospects.
• Skilled in professional and persuasive communication, including verbal and written, as well as in-person and virtual presentations and public speaking. Strong proficiency in financial management and budgeting. Ability to master new software programs and applications.
• Ability to perform consistently in a fast-paced multi-task environment. Flexible and able to work outside traditional office hours.

Nice To Haves

• Preferred background in DMOs.

Responsibilities

• Effectively promote and sell Norfolk, Virginia as a convention and tourism destination. Maintain a positive and professional image and build an effective rapport with existing and prospective clients.
• Research and qualify prospective group opportunities, actively solicit convention business to produce sales leads and secure bookings for destination hotels or off-site venues. Develop and execute sales strategies on targeted prospects to maximize chances of successfully closing the sale.
• Meet or exceed individual sales benchmarks established for room night sales goals, leads, prospecting, and solicitation goals in assigned market and territory.
• Produce effectively written proposals and custom bid presentations to solicit events to be held in hotels or venues throughout the city. Make compelling verbal presentations and clearly present the distinct features and advantages of Norfolk as a convention destination.
• Use department customer relationship management (CRM) application system to maintain shared record of past, current, and prospective clientele; coordinate sales activities, identify need periods and work within various entities to target and book new opportunities.
• Conduct site inspections and familiarization tours for meeting professionals. Develop interest in Norfolk, Virginia as a convention destination through sales presentations, trade shows, sales missions, and familiarization tours.
• Serve as liaison within the local hospitality community to keep abreast of updates and maintain active relationships with all stakeholders.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior