Event Sales Manager

4 weeks ago

Ottawa, Canada Encore Global Full time

Position Overview

The Sales Manager is responsible for effectively guiding customers through event experiences, identifying solutions that meet their goals and objectives, resulting in a compelling event experience. Utilizes all available tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotel. Supports Company initiatives, business strategies and Core Values. This position reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology.

Key Job Responsibilities

Revenue Generation

- Drive Results by soliciting and securing business through a proactive, consultative sales approach, utilizing ENCORE’s sales process and methodology.
- Effectively prepare and present quotes and proposals in a timely manner to customers, including those submitted through www.Encore.com, venue booking system, or other sources as assigned.
- 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 this into solution designs according to established profitability guidelines.

Relationship Management

- 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.
- Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
- 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.

Sales Accountability

- 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.
- 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.

Job Qualifications

- BS/BA or 1+ years of ENCORE or equivalent experience required
- 1 year technology sales or hospitality experience preferred
- Prior sales experience in audiovisual is a plus
- Technical aptitude and computer proficiency required
- Strong written and verbal communication skills

Competencies (by Core Values)

- Hospitality
- Responsiveness
- Professionalism
- Decision Quality
- Business Insight
- Collaborates
- Builds Networks
- Plans and Aligns
- Instills Trust
- Demonstrates Self-Awareness

Salary Pay Range

$64,487.00 - $78,997.00
The compensation offered for this role is determined based on the qualifications outlined in the job posting for the specified location. Final compensation is based on a number of factors including location, travel, relevant work experience, or particular skills and expertise. In addition, some positions may be eligible for other compensation such as potential overtime, bonuses or incentives.

Physical Requirements

Team members must be able to meet the physical demands below in order to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequency options consist of: Continuously, Frequently, Occasionally and Never.

Physical Requirements Hours Per Day Lifting Requirements Frequency
Sitting 4-5 Hours Lifting 0 - 15 lbs* Occasionally
Standing 2-3 Hours Lifting 16 – 50 lbs* Occasionally
Walking 2-3 Hours Lifting 51 - 100 lbs Never
Stooping 0-1 Hours Lifting Over 100 lbs Never
Crawling 0-1 Hours
Kneeling 0-1 Hours Carrying Requirements Frequency
Bending 0-1 Hours Carrying 0 - 15 lbs* Occasionally
Reaching (above your head) 0-1 Hours Carrying 16 – 50 lbs* Occasionally
Climbing 0 Hours Carrying 51 - 100 lbs Never
Grasping 0 Hours Carrying Over 100 lbs Never
Auditory/Visual Requirements Frequency Pushing/Pulling Requirements Frequency
Close Vision Continuously Pushing/Pulling 0 - 15 lbs* Occasionally
Distance Vision Continuously Pushing/Pulling 16 – 50 lbs* Occasionally
Color Vision Continuously Pushing/Pulling 51 - 100 lbs* Occasionally
Peripheral Vision Continuously Pushing/Pulling Over 100 lbs Never
Depth Perception Continuously *Identifies the physical requirements that team members perform without assistance.
Hearing Continuously

Work Environment

Work is performed in a hotel/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust. The working conditions will vary between moderately quiet to noisy volumes. Team members will use high-end audio visual equipment and electrical components, and will be exposed to heights via lifts and ladders. Team members may be asked to work in multiple hotel locations. Working times will include irregular hours and on-call status including days, evenings, weekends and holidays. Team members must adhere to appearance guidelines as defined by ENCORE based on an individual hotel or a representation of hotels in that city or area.

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