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.
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.
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
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.
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