Senior Regional Event Sales Manager

PRA Business Events•Plantation, FL

8d•Hybrid

About The Position

PRA is hiring a Senior Regional Event Sales Manager for a hybrid role based in the South Florida area, averaging two days per week in the Plantation, Florida office. The position is responsible for growing sales by developing new accounts and expanding existing relationships while delivering outstanding client experiences and achieving financial profitability. The manager qualifies leads, develops program strategies, partners with creative and event teams to build proposals and presentations, and closes business before transitioning programs to production. The role also develops destination business and marketing plans, maintains relationships with clients, suppliers, hoteliers, and community partners, and represents PRA in client and industry settings. The successful candidate will have a record of meeting sales goals and managing a book of business in the $4–$6 million range, along with the ability to mentor colleagues and collaborate with leadership on sales practices.

Requirements

At least 7 years of sales experience, specifically in a DMC, incentive travel, event management, or related field.
Expertise in the full client development lifecycle, including new business development, lead qualification, proposal presentation, and closing, with a record of winning and growing key accounts.
Extensive knowledge of program design and development from inception through contract, including complex, high-budget programs.
Proven history of consistently meeting and exceeding sales goals and managing a book of business in the $4–$6 million range.
Ability to provide solutions or resources for challenges and opportunities arising during program development and sale.
Ability to interpret, define, and document complex program requirements.
Ability to develop and maintain strong supplier, partner, hotelier, and community relationships.
Ability to negotiate with suppliers and partners on behalf of clients for locations, terms, and other needs.
Ability to represent PRA at client meetings, site inspections, industry and association functions, supplier and partner meetings, and staff meetings, and to build PRA’s visibility and reputation.
Ability to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
Ability to respond to common client and supplier or partner inquiries and complaints.
Ability to prepare reports and business correspondence and develop and write proposals and sales reports.
Ability to present information effectively and respond to questions from clients, supplier partners, and hoteliers.
Ability to calculate program costs, percentages, profit margins, and other figures involved in proposal development and contract negotiation.
Applicants must be based in the South Florida area.
Hybrid work averaging two days per week in the Plantation, Florida office.

Nice To Haves

Bachelor’s degree in Hospitality & Tourism, Business Management, Marketing, Communication, or a related field is preferred.

Responsibilities

Increase sales volume by developing relationships with new accounts and growing assigned accounts while prioritizing client experience and profitability.
Manage relationships with key accounts and develop new business to maintain a strong pipeline of opportunities.
Participate in industry organizations and the local community to develop business and pursue leadership opportunities.
Qualify leads, develop program strategies, and meet individual annual sales goals.
Partner with Experience Designers and the Creative Team on proposal vision and program specifications; prepare and deliver presentations to prospective clients.
Arrange and conduct client site inspections, entertain clients, and build rapport.
Finalize and close business, arrange program deposits and signed contracts, and transition programs to the event production team.
Project program revenue and gross profit budgets and enter them in Salesforce for tracking and financial target management.
Manage travel and client marketing budgets and schedules for approval.
Initiate sales calls and follow up with prospects and clients.
Keep hoteliers and clients informed about venues, services, and destinations through local marketing strategies and initiatives.
Be available to clients during programs.
Work with Business Development to respond to referral leads from hotels and clients.
Collaborate with Experience Designers and Event Producers to meet client expectations and create memorable experiences.
Meet sales and gross-profit goals and ensure programs exceed client expectations.
Follow up with clients about future opportunities and generate system leads through the pay-it-forward program.
Stay current on industry trends and developments.
Educate the Global Sales team about local market and program opportunities and send quarterly destination overviews to the GSD Team.
Implement and execute the destination’s business and marketing plan.
Mentor and guide Regional Sales Managers and other team members, and collaborate with leadership on sales processes and best practices.