Sales Manager at Experience Columbus in Columbus, OH

Job description

• The Sales Manager is a strategic business driver responsible for positioning Columbus as a premier meetings and events destination. This role proactively develops and converts association, corporate and third-party business requiring 300–750 peak room nights in markets outside Washington, D.C., Virginia and Maryland, and 300–499 peak room nights within those three markets. The position manages high-value client relationships, collaborates with community partners on competitive proposals and develops creative approaches that inspire clients to choose Columbus.

Responsibilities

• Sales Strategy & Business Development
• Own all accounts and leads requiring 300–750 peak room nights in all assigned markets outside Washington, D.C., Virginia and Maryland, and 300–499 peak room nights within Washington, D.C., Virginia and Maryland.
• Manage the full sales cycle, including prospecting, qualification, relationship development, proposals, bids, presentations, site visits, negotiation, contracting, account management and follow-up.
• Qualify, pursue and convert mid-market opportunities in alignment with community-approved booking guidelines and established individual and team goals.
• Develop and execute sales strategies that support established individual and team goals, including qualified leads, bookings and room nights.
• Prepare accurate, persuasive and customized proposals, bid materials and presentations that position Columbus competitively.
• Create and coordinate targeted customer events in the region and collaborate with Marketing on initiatives that generate interest in Columbus.
• Maintain and grow assigned accounts while identifying new business opportunities within the designated market segments.
• Maintain awareness of industry trends, market conditions, and competitive destinations that may affect Columbus’ ability to win business.
• Become highly knowledgeable about Columbus within the first year, including hotel inventory, convention center capacities and the attendee experience.
• Maintain active membership in organizations such as ASAE, PCMA and MPI, and pursue meaningful committee or leadership involvement where appropriate.
• Client, Partner & Community Relationships
• Serve as a trusted point of contact for assigned clients and provide timely, professional communication throughout the sales and planning process.
• Build and maintain strong working relationships with hotels, the Greater Columbus Convention Center, venues, service providers and Experience Columbus team members.
• Sites, Events & Industry Engagement
• Plan and conduct site inspections and customer experiences that are relevant to the client’s goals and demonstrate Columbus’ competitive advantages.
• Represent Experience Columbus at appropriate trade shows, conferences, sales events, professional associations and local networking opportunities.
• Strategize, support or participate in familiarization tours, customer events and other sales initiatives designed to generate interest in Columbus.
• Collaborate with Sales, Marketing and Destination Services to develop market-specific initiatives, share destination updates and support a seamless client experience.
• Coordinate the timely turnover of definite bookings to Destination Services and communicate relevant commitments, client goals and event details.
• Contribute ideas and recommendations that strengthen market strategy, sales processes and team performance.
• CRM, Reporting & Administration
• Maintain complete, accurate and timely account, contact, profile pipeline, activity, lead and booking records in Simpleview and other required platforms.
• Communicate leads, verifications, decision updates and lost business to partners through the appropriate systems and channels.
• Monitor performance against goals and share relevant sales results, market trends and client feedback.
• Perform other duties as assigned.

Requirements

• Experienced in the following areas 4+ years of experience through education, work experience or a combination of both):
• Experience in the hospitality, tourism and/or event management is a plus
• Experience working with a Destination Marketing Organization (DMO) or hotel is a plus
• Excellent organizational skills and the ability to meet deadlines.
• Strong attention to detail.
• Highly motivated self-starter.
• The ability to prioritize and handle multiple projects simultaneously in a fast-paced environment.
• The ability to define problems, collect data, establish facts, and draw valid conclusions.
• Must be able to facilitate and execute site visits as requested.
• Participation in industry events 2 to 3 times a month, which could include traveling outside the Columbus region.
• Demonstrates strong written and verbal communications skills.
• Demonstrates flexibility and openness to new ideas, and different perspectives.
• Demonstrates the ability to work independently but also can be a collaborative team member.
• Demonstrates a strong commitment to fostering a culture of innovation and collaboration.
• Demonstrates a strong commitment to Diversity, Equity, Inclusion and Accessibility.
• Proficient in Microsoft Suite 365, Outlook, PowerPoint and Word, and related software.
• Ability to work flexible hours, including evenings, weekends, and holidays.
• Familiar with and advocate for the Columbus region.
• Demonstrates a commitment to our company values: Value the Voices, Think Forward, Take it On, Create Moments and Live your Passion.
• The organization requires all employees to obtain and maintain the Experience Columbus Insider (ECI) accreditation.

Skills

Required

• Strong attention to detail.
• Highly motivated self-starter.