Senior Sales Manager - Audio Visual, Event Technology

Pinnacle Live•New York, NY

16d

About The Position

The Senior Sales Manager drives sales efforts for an assigned hotel as part of Pinnacle Live’s In-Venue Sales organization. The role serves as a front-line sales contact for the hotel sales team and generates scopes of work and contracts for leads. Using Pinnacle Live’s Catalyst Sales Process, the Senior Sales Manager moves leads through the sales funnel, including connection, prequalification, solution development, quoting, negotiation, and confirmation. The position also focuses on large-scale production sales at the designated property. The role is based at the New York Marriott Marquis in New York City. The Senior Sales Manager serves as a sales subject matter expert and represents Pinnacle Live to hotel leads and clients. The position develops and revises scopes of work, quotes, proposals, and contracts; provides planning resources such as layouts and renderings; records client information in the CRM; and develops and tracks an individual sales strategy. The manager collaborates with hotel and Pinnacle Live teams, represents the company and hotel in planning and event meetings, delivers customer experiences throughout the sales and event process, and manages accurate, timely event billing. The role requires a bachelor’s degree in business or a related field, at least three years of customer-facing experience, and at least two years of hospitality sales leadership experience. CRM proficiency is required. Production and staging, scenic and décor, and rigging, electrical, and exhibit experience are preferred. The position involves regular desk work, occasional lifting of up to 15 pounds, and long or extended hours and weekends as needed. Business hours are Monday through Friday, 8:00 a.m. to 5:00 p.m.

Requirements

Bachelor’s degree in business or a related field.
At least three years of experience in a customer service-facing role.
At least two years of experience in a hospitality sales leadership role.
Proficiency in CRM platforms and the ability to generate high-quality insights into sales activity and progress.
Strong communication, interpersonal, and relationship-building skills.
Project management skills and success working in a fast-paced environment.
Problem-solving ability and strong organizational skills.
Strong customer-service mindset and willingness to go above and beyond for clients.
Strong time-management skills and ability to manage multiple projects effectively.
Strong business communication, presentation, and writing skills, including managing multiple communication platforms.
Ability to perform the essential duties satisfactorily, with reasonable accommodations where applicable.

Nice To Haves

Production and staging experience.
Scenic and décor experience.
Rigging, electrical, and exhibit experience.

Responsibilities

Serve as a sales subject matter expert and ambassador for the designated hotel sales team.
Generate and revise scopes of work, quotes, proposals, and contracts based on hotel leads’ AV product and service needs.
Follow the Catalyst Sales Process, including lead prequalification, quote generation, timely contract confirmations, pricing and service negotiations, and follow-up.
Maintain deep knowledge of Pinnacle Live products and offerings and learn about new technologies.
Provide hotel leads with resources such as layouts, renderings, visuals, and product suggestions.
Enter pertinent client information into Pinnacle Live’s CRM platform.
Develop and drive an individual sales strategy, including individual and team funnel and sales activity reporting.
Communicate and collaborate with the In-Venue Sales team and the National Director of Venue Sales.
Build relationships, communication, and trust with the hotel sales team and Pinnacle Live internal teams.
Represent Pinnacle Live and the hotel during site visits, planning meetings, pre-convention meetings, and debrief meetings.
Deliver Gold Standard customer experiences throughout the sales process, event execution, and post-event follow-up.
Manage accurate and timely billing of events and clients.
Perform other duties as assigned.