Event Sales Manager, Hotel Services - Minneapolis

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 collaborate with vendors and other departments/divisions of the company to capture and service events.
• Understand event cost structure and incorporates this into solution designs according to established profitability guidelines.
• Effectively prepare and present quotes and proposals in a timely manner to customers, including those submitted through www.encoreglobal.com, venue booking system, or other sources as assigned.
• Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.

Relationship Management

• 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.
• Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
• Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
• Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers.
• Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various Encore supporting functions and departments.

Sales Accountability

• Ensure all known opportunities are in CRM and completely accurate and updated at all times.
• Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented.
• Maintain a healthy pipeline at all times that ensures achievement of established revenue targets.
• Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events.
• See the Big Picture by supporting the sales forecasting efforts at home location, ensuring they are accurate and submitted timely.

Job Qualifications

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

Competencies (by Core Values)

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

Work Environment

Hotel

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.