Sales Manager

DECC•Duluth, MN

About The Position

The Sales Manager drives sales and develops prospective client relationships for events in the DECC’s Tier 2 revenue range, including association and corporate conferences, meetings, and social events. The role focuses on winning new mid-market business, managing the inbound inquiry pipeline, and supporting the development of the DECC sales team. The position requires a proactive sales approach, strong hospitality and customer service skills, and collaboration with DECC departments and Visit Duluth to support successful events. The Sales Manager identifies prospects across Minnesota and bordering states, manages inquiries and proposals, conducts site tours, negotiates terms, and coordinates contracts and handoffs to Event Managers. The role also contributes to sales-team training materials, process documentation, templates, and checklists. Success is measured by booked revenue, response times, proposal turnaround, client satisfaction, and the financial health of contracted events. This is a full-time, exempt, at-will position reporting to the Associate Director of Sales. It typically follows daytime hours Monday through Friday, at least 40 hours per week, with flexibility required for events, travel, site inspections, and occasional evening and weekend work. Regular regional travel is required. Work is primarily in an office setting and includes computer and desk work, movement through convention spaces and outdoors, and occasional exposure to loud noise and fluctuating temperatures. Business-casual attire is standard, with requirements potentially varying for events and client interactions.

Requirements

Bachelor’s degree in Business, Marketing, Hospitality Management, or a related field.
At least 2 years of sales experience, or an equivalent relevant combination of education and experience.
Relevant experience in the hospitality, venue, convention hotel, or events industry.
Strong written communication skills, particularly for proposals, negotiation, and client correspondence.
Excellent organizational and time-management abilities.
Proficiency with software and Microsoft Office Suite, and ability to learn the EBMS system and maintain organized tracking and notes.
Ability to work independently and as part of a team.
High level of professionalism and customer-service orientation.
Creative problem-solving skills and ability to manage difficult situations calmly as needed.
Ability to thrive in a fast-paced environment and adapt to changes and unexpected events.
Ability to work evenings and weekends around events.
Willingness to travel regionally for prospective client meetings and professional development.
Must be at least 18 years of age and have a valid driver’s license and a cell phone.
Successful completion of reference checks and a background check, and a drug test if applicable.
Ability to lift 25 pounds and walk, remain in motion, and move through convention spaces, including outdoors.

Responsibilities

Identify and pursue mid-market corporate meetings, larger local social and gala events, and state-level association business in Minnesota and bordering states.
Build and maintain a prospect pipeline in the CRM, tracking sales activity and following up consistently.
Represent the DECC at regional association meetings, chamber events, trade events, and site visits as needed.
Manage the general event inquiry pipeline, respond promptly, and qualify leads.
Refer potential entertainment leads to the entertainment booking team and escalate Tier 1 opportunities to senior staff.
Conduct site tours for qualified prospects and tailor presentations to the event’s size, format, and needs.
Prepare consultative RFP responses and proposals using proposal software.
Negotiate mutually acceptable terms and issue contracts within established guidelines.
Coordinate seamless handoffs of contracted business to Event Managers.
Collaborate across departments to communicate accurate information about internal capabilities to clients.
Help develop training materials, process documentation, step-by-step guides, and client-facing materials.
Develop proposal and client follow-up templates and checklists.
Travel regionally for prospective client meetings and professional development, and work evenings or weekends around events as needed.