The Sr. Sales Manager, Venues leads the sales process for assigned groups and directs staff to effectively guide customers through their event experiences.
Requirements
- Drive Results by soliciting and securing business through a proactive, consultative sales approach, utilizing Encore’s sales process and methodology.
- Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
- Create high-end, large event, advanced technology solutions for Encore’s existing and potential customers.
- Prepare and deliver compelling presentations that convey the value of Encore and effectively solve customer challenges.
- Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.
- Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
- Understand event cost structure and incorporates into solution designs according to established profitability guidelines.
- Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments.
- Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
- Lead sales meetings, deliver group presentations, and facilitate budgeting and forecasting discussions with hotel partners.
- Value People by attending internal and external customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
- Address customer complaints and concerns, and effectively resolve issues.
- Do the Right Thing by ensuring all customer information is up to date and accurate in the Customer Relationship Management system (CRM) at all times.
- Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
- Maintain a healthy pipeline at all times that ensures achievement of established revenue targets.
- Ensure all known opportunities are in CRM and completely accurate and updated at all times.
- See the Big Picture by supporting the sales forecasting efforts at home location, ensuring they are accurate and submitted timely.
- Assist Director in setting sales quotas and assigning leads.
- Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented.
- Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events.
- Support sales team members with pipeline management, creating effective sales strategies, and implementing best practices.
- Provide direct leadership and guidance to Sales Team members.
- Train, mentor and coach sales team members.
- Partner with Sales Team members to provide support and guidance on large complex events.
- Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
- Participate in regional or national committees as requested by sales leadership.
- Facilitate training at location or within home region as needed to increase the sales teams’ skills.
Benefits
- 401k Matching
- Retirement Plan
- Generous Paid Time Off
