What are the responsibilities and job description for the Sales Manager position at Columbia Metropolitan Convention Center (MACST)?
Position Summary:
Responsible for sales and marketing activities that promote the Columbia Metropolitan Convention Center to meeting planners for their conventions, trade shows, meetings, and conferences including but not limited to attending tradeshows, client site visits, entertaining clients, putting together proposals, and researching and prospecting new groups. This position handles various markets as assigned, and will be accountable to specific booking goals which are reviewed quarterly.
Essential Functions/Responsibilities:
- Generate Convention Center business from assigned market segments to meet or exceed team sales and customer service goals.
- Communicate with meeting planners in new and existing accounts to identify prospective meetings and respond to requests for proposal.
- Research, develop relationships, and prospect statewide, regional, national, and international accounts that meet the size and need of the Convention Center to identify opportunities for new business
- Develops and maintains professional relationships with clients.
- Attends assigned networking functions, trade shows, and industry events to solicit convention business & represent the facility and mission of the Authority.
- Makes written or in person presentations as needed in order to solicit definite bookings.
- Responsible for pre-planning, target marketing, pre and post mailer, and all booth arrangements for trade shows assigned.
- Responds to leads from the Convention & Visitors Bureau, area hotels, and call in inquires within assigned market segments.
- Generate and send contracts to clients in order to secure meeting space.
- Collect and process initial room rental deposits as well as final balance payments from contracted clients.
- Plans and executes sales site visits, client entertaining events, and marketing activites to promote the Convention Center and develop client relationships.
- Maintains accurate and up to date files & accounts on all groups that have already or may in the future utilize convention center space.
- Attends various meetings and trainings as required.
- Position requires some travel, night, and weekend work.
- Other duties as assigned.
Skills:
- Problem Solving – Identifies and resolves client issues and concerns in a timely manner; Gathers and analyzes information skillfully; develops alternative solutions; ability to work well individually or in group problem solving.
- Interpersonal Skills – Focuses on solving conflict as it pertains to client, region or partner matters-ability to serve as a mediator; Maintains confidentiality; Strong listening skills; Able to keep a calm demeanor when challenged; Diplomatic in group discussions; Open to varied opinions.
- Customer Service: – Excellent attitude towards internal and external clients; Clear and polite communicator with a positive outlook and serving demeanor.
- Ethics - Respectful of all levels of management and work staff; Keeps commitments; inspires the trust of others; Possessing strong integrity and ethic; Upholds organizational values.
- Judgment – Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
- Sales Skills – Ability to find potential customers for new business and recognize the importance of finding new accounts (prospecting); Identifies opportunities for expansion revenue (upselling).
Education/Qualifications Required:
- Bachelor’s degree required, preferably in Hospitality or Tourism Management, Marketing, Business, or a related field.
- 2-3 years of sales, customer service and/or hospitality experience, preferably with a convention center or convention hotel.
- Demonstrates excellent written and oral sales presentation skills.
- Self-directed and self-motivated team player with a positive outlook.
- Ability to travel consecutive days periodically.
- Availability to work some evenings and weekends.
- A working knowledge of booking software applications is preferred.
- Established contacts and demonstrated past successes in developing regional meetings preferred.
DISCLAIMER
This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may be asked to perform other duties as required and the responsibilities of the position may change.
