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Sales & Marketing: Convention Sales
SALES MANAGER - Atlantic City Convention Center (Atlantic City, NJ)

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SUMMARY: The goal of Spectra’s combined efforts for managing both food and beverage as well as the venue provides for unique opportunities to enhance and improve overall results. This position is a combination of overall short term event sales with an emphasis on food and beverage opportunities. It is designed to maximize the revenue potential of catering and concessions while also prospecting current and prior relationships to develop new business initiatives. The position will manage an active and robust plan that focuses on meeting sales goals and objectives.

RESPONSIBILITIES:

1. New Business

  • Reach out to promoters of various public shows (wedding, golf, outdoor, etc.). Create package pricing to add potential consumer/public shows which we have lost in recent years. Creating one contact, one contract, one invoice pricing structure that will help lure events back to Convention Center.
  • In addition, position will continue conversations with CRDA and other local partners about a creating new event ideas. Develop and coordinate these concepts, in cooperation with GM to add revenue.

2. Increase Catering and Concession Sales – Direct Sales

  • Work with new and existing clients to increase events and overall revenues. The position will involve a variety of methods of direct selling by attending industry and networking events, telemarketing, advertising and contacting the competition’s client base.
  • Create F&B/catering/concession packages, which would include sliding scale pricing for rent reduction based on food and beverage minimums. The rent packages would be inclusive of other fees, which often make it unaffordable for many catered functions at the building. These packages would include, for example, security, labor, Wi-Fi, power, set-up and tear down, housekeeping, parking, etc. so that we can make it an easier sell.
  • Create connections with local event planners that have connections with social and charity events, wedding planners and fund raising organizations and develop events to introduce our product to new clients.
  • Work with Meet AC sales staff to invite professional meeting planners with clients in vertical markets such as business trades and professional associations, the engineering and scientific community and associated industries, medical professionals and corporate groups, and direct selling companies to special tasting events.

3. Marketing Support - Increased Communications

  • In coordination with Spectra, CRDA and Meet AC marketing teams, position will assist Marketing to share positive stories that we are creating as a destination that can lead to additional events and bookings.
  • Assist in coordinating social media with Marketing Department.
  • Assist in coordinating efforts to give back to the community.

4. Meet specified goals and objectives for facility usage

  • Promote the convention center to all potential clients
  • Work with Food and Beverage Department to develop concepts to increase revenue of existing clients
  • Conduct facility tours; answer questions and provide information regarding facility services, policies and procedures; and assist clients in finalizing booking arrangements.
  • Set appointments and make outside calls to potential clients and send out mailings as needed
  • Research, identify and establish the appropriateness of groups for the facility.
  • Attend Industry events and tradeshows. Participate in the development of newsletters and other marketing materials.
  • Serve as a liaison with industry representatives, the general public and other convention center departments and divisions.
  • Deal effectively with potential clients. Make verbal presentations to groups of various sizes.
  • Prepare reports, correspondence, memoranda, agreements and forecast projections.   Provide excellent customer service assistance to internal and external clients.

Nonessential Job Functions:

  • Other duties and responsibilities as assigned by General Manager or his designee.

QUALIFICATIONS:

  • Two to four years of increasingly responsible sales and marketing experience, preferably in a convention center or a major hotel.
  • Bachelor’s degree from an accredited college or university with major coursework in marketing, business administration, or a related field. A combination of education and experience may be substituted.
  • Ability to work a flexible schedule including nights, weekends, and holidays, as required.
  • Knowledge of EBMS software preferred.
  • Experience in public facility highly preferred.

Knowledge, Skills and Abilities:

  • Advanced computer proficiency and Microsoft products knowledge, to include: Excel, Word, Outlook, and PowerPoint. Training on industry software will be provided.
  • Must be constantly aware of changing events, such as staff or supply shortages.
  • Organized, and focused on customer service.
  • Knowledgeable in the procedures, methods, and techniques of marketing and sales.
  • Experience with event scheduling and booking procedures.
  • Accurate financial reporting.
  • Knowledgeable in event creation, food and beverage, and hospitality practices.

INTELLECTUAL/SOCIAL, PHYSICAL DEMANDS AND WORK ENVIRONMENT: 

The intellectual/social, physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Intellectual/Social demands:

  • While performing duties of this job, the employee is continuously asked to multi-task under time constraints. Position requires constant attention to precise details and accuracy of specified standards including: following simple to complex (more than 3 steps) instructions, and concentration which frequently extends beyond 30 minutes at a time. This position also requires constant use of interpersonal skills including: ability to motivate and inform staff and foster collaboration, being able to recognize and resolve conflicts, being able to openly communicate clearly and concisely in writing and verbally with clients.

Physical demands:

  • While performing duties of this job, the employee will frequently operate a computer and other office devices such as calculators, telephones, copy machines, faxes and printers. Employee will frequently move about inside and outside various areas of the facility and surrounding businesses to interact with internal/external clients. Employee must constantly communicate via telephone, email and in-person with others and exchange accurate information. Employee may occasionally be required due to business demands and event operations to lift and/or move up to 25 pounds.

Work environment:

  • The duties of this position are performed primarily in doors in an office environment.
  • The noise level in the work environment is usually minimal to moderate during non-event days and moderate to loud during event days.
  • Sales Calls may require transportation both locally and out of town.

SPECTRA IS AN EQUAL OPPORTUNITY EMPLOYMENT EMPLOYER

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