Senior Manager - Convention Sales

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Job description

Description:

Base Salary Budget: $85,000

Annual Bonus Eligibility: 20% of Base Salary

ORGANIZATION OVERVIEW

Destination Cleveland is in the business of driving economic impact and stimulating community vitality for Cleveland through memorable leisure and business travel experiences. Our team is made up of passionate Clevelanders who want to help the community by marketing it as a destination. We have an unceasing love for Cleveland, and we never stop talking about it. We know Cleveland inside and out. We always believe this is our year and so is next year and the year after. We engage with our community (a lot). And we defend The Land to the core. But we're not just talking the talk. We're rolling up our sleeves and getting the job done. We're a hub of hard-working, dedicated, innovative professionals. And that's who we like to hire.

SUMMARY OF POSITION

As a member of the Sales team, the Senior Manager Convention Sales promotes and sells Cleveland to increase convention and event business, helping Destination Cleveland achieve its mission of driving economic impact. This position is responsible for all bookings that are between 150 peak and 399 peak for all geographic markets. (excluded within this market are affinity and sports groups). The Senior Manager Convention Sales applies creative thinking, industry knowledge and an energetic attitude to securing business and is willing and able to work flexible hours on evenings, weekend, and holidays based on client and office demands. The position includes about 10% travel, including by air when required. Markets and travel expectations are subject to change.

ESSENTIAL DUTIES AND RESPONSBILITIES

• Develops and implements ongoing strategic proactive prospecting sales plan that includes managing complex and large-scale bookings from beginning to end, including generating lead, sending to convention center and hotel community, turning booking definite, and transitioning to Convention Services
• Meets established goals for monthly, quarterly and annual quotas
• Attend tradeshows, sales missions, networking meetings and local meetings to solicit convention business
• Acts as a strategic thought leader, managing the sales process for each business opportunity and actively communicating with community stakeholders
• Proactively identifies elevated potential and current business to partner with Marketing for proposals, presentations and site visits
• Make personal presentations to boards of directors, meeting planners, key decision makers, local contacts, convention delegates and/or site selection committees as needed to secure leads and/or book business
• Coordinates all aspects of bid, including proposals, maximizing resources, incorporating market specific facts and incorporating creativity to give Cleveland the competitive edges
• Maintains a thorough working knowledge of intra-city facilities, attractions and services available in the area to customers and acts as liaison for the customer
• Coordinates and conducts site inspections in Cleveland, showcasing facilities and attractions, partnering with Services & Marketing for elevated meetings
• Assists with the development of and participation in FAMs by securing qualified customers
• Maintains existing and past account relationships through proactive outreach to maintained book of business to rebook business
• Documents exemplary information into CRM and manages database through ongoing audits
• Partners with Convention Services to ensure smooth transition of booked business
• Represents Destination Cleveland at events and assigned industry groups to generate interest in Cleveland or to pre-promote for booked events
• Maintains high visibility for Destination Cleveland through professional and trade association memberships
• Maintains familiarity with competing areas and issues that impact Destination Cleveland's ability to market Cleveland effectively
• Works within the department's established SOPs related to convention sales
• Adheres to the manager title level competency as designated by the organization
• Performs other duties as assigned by Director of Sales, VP of Sales and Chief Sales Officer.

Job Requirements

QUALIFICATIONS & REQUIREMENTS

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.

Experience and Education

• Bachelor's degree and 4+ years sales account experience OR 8+ years equivalent relevant work experience
• Ability to hunt to find new business with a proven track record
• Ability to cultivate new markets and generate leads, interest and demand for Cleveland
• Expert level relationship building and management experience and skills

Technical Skills

• Proficient knowledge of computer systems and sales-related software applications, specifically Microsoft Office PowerPoint, Excel, and Word

Language Skills

• Excellent written and verbal communication skills, including the ability to present in front of small and large groups

Reasoning Ability

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardizations exist
• Must be flexible, resourceful and possess a keen ability to find solutions to book business into Cleveland

Other Requirements

• Strong organization skills
• Strong team player with ability to work independently
• Familiarity with the Cleveland region
• Ability to work flexible hours, including some evenings, weekend and holidays
• Approximately 10% travel, including by air
• Maintains a professional image and manner with customers

PHYSICAL DEMANDS

The physical demands and work environment 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.

• Viewing computer monitors
• Frequent talking and/or listening
• Regular sitting
• Standing for community functions, presentations, trade shows, etc.
• Traveling to other locations to represent Destination Cleveland and Cleveland as a destination
• Ability to lift up to 25 pounds

WORK ENVIRONMENT

Office environment; moderate noise. Offsite visits/appointments required.

3 days onsite min.

Finalists will be asked to provide contact information for at least three professional references.

Requirements:

Compensation details: 0 Yearly Salary

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