Sales Manager(E)

ASM Global Wilmington, North Carolina
sales sales manager manager sales events event manager meetings representative bookings calls financial community
March 14, 2023
ASM Global
Wilmington, North Carolina
The Sales Manager is responsible for the selling, soliciting, and servicing of association and corporate business for the Wilmington Convention Center with a primary focus on conventions, trade shows, and meetings. Additionally, this position is responsible for managing bookings in other business markets as assigned.

Essential Duties and Responsibilities

Sales

  • Achieves or exceeds assigned booking goals for revenue and hotel room nights.

  • Promptly handles (within a 24-hour turn-around time) inquiry calls, requests for proposals, and client requests.

  • Maintains proper documentation and status of all inquiry, proposals, turnover forms, and tentative, definite, and cancelled bookings.

  • Develops prospective client lists for sales leads and soliciting efforts.

  • Maintains accounts within the online booking system for the facility. Ensures that information depicted in the system is updated and current.

  • Organizes and performs qualified client sales trips.

  • Quotes rates, prepares cost proposals, and initiates formal license agreements.

  • Conducts sales calls and presentations, both on-site and off-site.

  • Collaborates with Sales Team members on date and space challenges to achieve the best possible financial business outcome for the Center.

  • Attends sales conferences, conventions, tradeshows in accordance with Sales Budget and General Manager approval.

  • Actively participates and represents Convention Center in community affairs and industry related events.

  • Actively participates in client, CVB or hotel related sales events both locally and out of town.

  • Maintains a productive relationship with Wilmington CVB and Hotel partners.

  • Performs social media promotions related to market responsibilities and Center event promotions.

Program Administration

  • Prepares monthly activity reports to include financial booking performance and active solicitation performed.

  • Keeps abreast of ASM/WCC pricing guidelines, rules and regulations, and event booking policies.

  • Actively participates in convention center events and activities.

  • Attends weekly sales meetings to discuss prospects, booking updates, challenges, and business goals.

  • Remains current on industry trends and forecasts.

  • Assists the General Manager in the development and maintenance of the annual sales budget and marketing plan.

  • Provides professional customer service to all clients, customers, stakeholders, community partners and WCC staff members.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

  • BS/BA with a major in business, marketing, or other industry-related concentrations.

  • A minimum of 2 years of experience in sales, with an emphasis in hotel, association, or event/meetings business.

  • Knowledge of sales procedures, methods, and techniques.

Skills and Abilities

  • Excellent organizational and time management skills, with the ability to prioritize effectively and to take initiative to meet strict deadlines and manage workloads.

  • Thoroughness in task approach, follow-up, and completion.

  • Ability to demonstrate an aptitude for developing and implementing effective sales principals and techniques.

  • Excellent verbal, written and interpersonal skills in support of sales planning and negotiations.

  • Ability to work with minimal supervision and to interact effectively with all levels of staff and management.

  • High degree of integrity and compliance to standard sales protocols.

  • Ability to consistently demonstrate a strong hospitality orientation.

Computer Skills

  • Proficient in Microsoft Office products such as Outlook, Excel, Word, and PowerPoint.

  • Ability to learn and effectively perform duties utilizing various industry software programs.

Other Qualifications

  • Duties may require the ability to not only work standard business hours, but also to work hours during the evenings and weekends, in support of event coverage.

  • Professional appearance required as a representative of the Wilmington Convention Center.

  • Valid driver s license given travel responsibilities.

Physical Demands

The physical demands 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.

While performing the duties of this job, the employee is regularly required to move around the facility; to stand for long hours during events; speak effectively with individuals and groups, and to push or lift heavy objects or equipment up to 40 pounds. This position may require work inside or outside of the building, as needed by events.

Note

The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. This document in no way states or implies that these are the only duties to be performed by the employee occupying this position.

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