Event Sales Manager, Venues - Northern Virginia
About The Position
The Sales Manager, Venues guides customers through event experiences, identifies solutions that meet their goals and objectives, and helps create compelling events. The role uses available tools to maximize event and revenue capture from an assigned customer base, cultivates relationships with hotel personnel, and supports company initiatives, business strategies, and Core Values. This position reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology. The position is based in a hotel or convention center environment. Work may involve moderate exposure to outdoor temperatures, dirt, sand, or dust; conditions range from moderately quiet to noisy. Team members use high-end audiovisual equipment and electrical components and may be exposed to heights via lifts and ladders. Work may take place at multiple hotel locations and includes irregular hours and on-call status, including days, evenings, weekends, and holidays. Team members must follow Encore appearance guidelines applicable to the hotel or area. Physical demands include sitting for 4–5 hours per day; standing and walking for 2–3 hours per day; and occasional stooping, crawling, kneeling, bending, reaching overhead, climbing, and grasping. The role occasionally requires lifting and carrying up to 50 pounds and pushing or pulling up to 100 pounds. Close, distance, color, peripheral, and depth vision are required continuously. Reasonable accommodations may be made for individuals with disabilities.
Requirements
- BS/BA degree or at least 1 year of Encore or equivalent experience.
- Technical aptitude and computer proficiency.
- Strong written and verbal communication skills.
- Ability to meet the stated physical demands, with reasonable accommodations available where applicable.
- Ability to work in a hotel or convention center environment, potentially at multiple hotel locations, with irregular hours and on-call status that includes days, evenings, weekends, and holidays.
- Adherence to Encore appearance guidelines.
Nice To Haves
- One year of technology sales or hospitality experience.
- Prior audiovisual sales experience.
- Knowledge of the hospitality industry and sales processes.
Responsibilities
- Solicit and secure business through a proactive, consultative sales approach using Encore’s sales process and methodology.
- Prepare and present customer quotes and proposals promptly, including requests submitted through Encore’s website, venue booking systems, or other assigned sources.
- Collaborate with vendors and company departments or divisions to capture and service events.
- Attend site visits, pre-conference planning meetings, and appropriate venue meetings to support the customer event experience.
- Understand event cost structure and incorporate it into solution designs according to profitability guidelines.
- Cultivate and maintain relationships with customers, venue personnel, and Encore support functions and departments.
- Research customer history and prior experiences to create personalized customer experiences.
- Attend customer meetings, understand customer goals, and respond to questions, concerns, and challenges.
- Keep customer information accurate and up to date in the CRM system.
- Refer and guide customers through the Encore network and leverage contacts to secure additional opportunities with existing customers.
- Maintain a healthy sales pipeline to achieve established revenue targets.
- Ensure known opportunities are accurately recorded and updated in CRM.
- Support home-location sales forecasting and ensure forecasts are accurate and submitted on time.
- Learn and follow role-related SOPs and adopt new initiatives and programs.
- Maintain knowledge of new product and service offerings and emerging technology for meetings and events.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
