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Sales & Marketing: Sales & Marketing Management
SALES MANAGER - Greater Richmond Convention Center (Richmond, VA)

Summary: Under general direction from the Director of Sales & Marketing or Sr. Sales Manager, a Sales Manager initiates contact with new and repeat customers to promote and sell the use of the convention center.

Responsibilities:

  • Work cooperatively with Richmond Region Tourism (RRT) to book business for the convention center.
  • Represent the facility to potential facility users. Interpret and explain convention center policies and procedures.
  • Produce accurate, creative and complete responses to event RFP’s.
  • Respond to inquiries from prospective and confirmed facility users regarding general information, rates and space availability for the facility.
  • Prospect new convention center clients (event bookings) through means such as cold calling, research, personal visits, written correspondence and participation in promotional, community and industry events.
  • Investigate available dates and compatible spaces for new and repeat facility users, suggesting alternate dates when necessary.
  • Conduct facility tours and make formal presentations to convention and exhibition managers and other facility users regarding facility booking policies, rental rates, services and operational policies.
  • Screen facility use applications and other documents for compliance with established policies and procedures.
  • Conduct background checks on prospective events.
  • Prepare written facility use proposals and cost estimates for potential facility users; reevaluate potential business value of various events and facility users; initiate booking discussions; finalize all booking arrangements.
  • Enter and maintain facility user contact information and booking information into computerized event booking and management system; update as necessary.
  • Prepare event license agreements and addenda; consult with the Director of Sales & Marketing regarding specific language issues; prepare related correspondence to facility users.
  • Assist facility users in finalizing booking arrangements.
  • Provide information to and relay information between other facility departments involved in servicing events.
  • Assist facility users and event managers with planning events.
  • Prepare various reports on operations and activities.
  • As assigned, conduct a variety of industry related studies and recommend modifications to departmental service delivery methods and operational policies and procedures as appropriate.
  • Demonstrate continuous effort to improve operations, decrease turnaround times, streamline work processes, and work cooperatively and jointly to provide quality seamless customer service.
  • Travel to and represent the facility at various industry events. Participate in related trade organizations.
  • Track prospective event progress in the Center’s event booking & management software program.
  • Perform other duties as required.

Qualifications:

Knowledge Of:

  • Principles and practices of sales and marketing including yield management
  • Event and facility terminology used in entertainment, trade show, consumer show, banquet, meeting and convention settings
  • Relevant federal, state, and local regulations
  • Must have computer skills in Microsoft

Ability To:

  • Explain, negotiate and draft facility license agreements.
  • Anticipate the needs of prospective facility users and draft proposals for use of the convention center
  • Analyze challenges, identify alternative solutions, project consequences of proposed actions and implement recommendations in support of organizational objectives.
  • Communicate clearly and concisely in the English language, both orally and in writing.
  • Produce written documents in the English language with clearly organized thoughts using proper sentence construction, punctuation, and grammar.
  • Comprehend and make inferences from written material. Produce accurate and complete responses to Requests for Proposals.
  • Establish and maintain effective working relationships with Richmond Region Tourism (RRT), area hotels, facility staff, service providers and facility users.
  • Make basic arithmetic calculations (addition, subtraction, multiplication, and division) either manually or by operating a calculator.
  • Work a flexible schedule including early mornings, days, evenings, overnight, weekends, holidays, extended (long) work days and extended numbers of days.

Experience:

  • Minimum of two (2) years of increasingly responsible sales experience, preferably with a convention center, hotel, conference center, expo center, sports facility, meeting complex or other place of public assembly.

Education / Training:

  • Bachelor’s degree from an accredited college or university with major course work in sales, marketing, public relations, business administration, hospitality management or other related field
  • Additional years of experience may be substituted for formal education
  • Working knowledge of Ungerboeck software systems
  • Certified Meeting Professional (CMP) designation or graduation form IAVM’s Venue Management School

Licenses or Certificates:

  • Possession of, or ability to obtain a Virginia driver’s license

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