Special Events Sales Manager - Northern California

Job Description

WHAT THIS ROLE WILL DO

I. Financial Performance of Department(s)
• Aggressively ensure that revenue is generated in accordance with individual sales quota established by DOS and track financials per market segment, per month and per quarter.
• Assist DOS in creating annual sales plans for each market segment; Convention, Association, Incentive, Tour &Travel, Social, Local, Corporate; SMERF, DMC, etc.

II. Essential Duties
• Meet and exceed individual sales goals
• Consistently fulfill sales call quotas and required tracking protocol
• Complete understanding of competitive set as well as key points to sell against such venues
• Handle initial phone call and electronic inquiries in a timely manner (within 24 hours)
• Develop a complete, comprehensive targeted list of companies/organizations within assigned categories
• Build, maintain and target client database (from internal and external sources): convention business, tour operators, meeting planners, party planners, corporate, social, concierges, non-profit, fundraisers, DMC's, etc.
• Develop and maintain positive relationships with Convention & Visitors Bureau, professional organizations, local chambers of commerce, local hotels and vendors
• Help to ensure optimal perception of the venue within the community as well as within professional organizations
• Maintain Live Nation Standards for policies and procedures as outlined in the Code of Conduct and Employee Handbook
• With DOS, ensure and monitor that all required reports (SEO's, monthly calendar, contacts made, forecasting, trackers, financial rectification, ROME flashes, initiatives, etc.) are fulfilled and distributed in a timely manner for proper planning
• Maintain accurate event financial records and adhere to required departmental and organizational processes/protocol
• Generation of proposals
• Generation of Special Events Orders
• Contract negotiations
• Generation of contracts
• Post-event correspondence
• Supply requisitions
• Client relations
• Maintain and communicate current event information on talent calendar
• Ensure accurate file maintenance (Caterease and Rome)
• Working knowledge and expertise in use of Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
• Management of software programs affiliated with the department; Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
• Understanding of all operational department responsibilities, capabilities and limitations, to smoothly ensure maximum guest satisfaction, event execution and operational communication
• Ensure staffing levels are fulfilled by the Logistics Manager

III. Sales
• Solicit new and existing clients to meet / exceed budgetary sales expectations
• Create internal/external promotional programs and track results
• Fulfill expectations outlined within the strategic monthly sales plan, monthly initiatives, SMART plan, annual goals, competitive analysis and other reports requested / required
• Develop sales strategy for defined market segments, industries & conventions
• Build and maintain client database(s) in Caterease & Exact Target
• Actively solicit business through local civic and business organizations (Convention Bureau, Chamber of Commerce, MPI, HSMAI, ISES, PCMA etc.)
• Assist in development of sales collateral material
• Assist in updating of venue sales website, on-line venue listings and assigned social media applications
• Attends tradeshows, networking events, sales blitzes and other off-site sales efforts at the direction of the Director of Sales
• Geographically determine and participate in marketing the venue to trade shows, both locally and nationally at the Director of Sales direction

WHAT THIS PERSON WILL BRING

Minimum Requirements:
• Professional Appearance
• Punctuality and Attendance
• Attitude and Teamwork
• Job Skills / Productivity
• Communication (Written and Verbal)
• Adherence to Company Policies
• Working Relationships
• Responsible Alcohol Awareness Training Certification or Equivalent
• Working knowledge of local and regional markets, special event operations, computers (Windows environment, spreadsheet, databases, word processing) and guest relations
• Must have comprehensive knowledge of food and beverage preparations, service standards, guest relations and etiquette
• Skilled in interpersonal communications, organizational concepts and financial knowledge
• Ability to delegate, follow up, relate to staff and guests / clients in a positive effective manner
• High school diploma required
• Three to five years sales experience in the hospitality industry; experience in catering sales/social/wedding markets highly preferred
• Tolerance of all cultures, music and art forms

Preferred:
• Bachelor's Degree
• Local market experience and relationships
Our Benefits:
• Competitive compensation and bonus plans
• Professional career development
• Additional benefits

Physical Work Demands:
• Ability to work in a very fast paced environment with considerable noise and interruptions. Must be able to change activity frequently
• Physical activities include walking, talking, seeing, hearing, pushing, balancing, stooping, crouching, kneeling, handling. Must be able to grasp and hold very small objects
• Flexible Schedule (days/nights, weekends)

Jobcode: Reference SBJ-gp28x0-3-15-237-180-42 in your application.