Senior Sales Manager at Experience Columbus in Columbus, OH

Job description

• Multicultural, Religion, Hobby, Social, & Fraternal markets for groups requiring 751+ peak room nights
• Reports to: Director of Sales
• Status: Full Time (40+ hours)
• FSLA: Exempt
• Location: Columbus (hybrid) & remote candidates will be considered if they reside in a location with direct commercial air service to Columbus, Ohio.
• Travel: Local event sites and venues within a 30 miles radius and <25% regional and national travel as needed
• The Sales Manager, Multicultural, Religious, Hobby, Social & Fraternal Markets, is responsible for achieving annual lead, booking and room-night goals by developing national accounts within the assigned market segments for groups requiring 750 or more peak room nights. This role builds meaningful relationships with clients and industry organizations, develops new business and positions Columbus competitively for complex citywide meetings and conventions. The ideal candidate is a strategic, culturally aware sales professional who can connect Columbus’ facilities, hospitality and community assets to the goals of diverse organizations and attendees.

Responsibilities

• Sales Strategy & Business Development
• Lead multicultural, religious, hobby, social & fraternal markets for groups requiring 751+ peak room nights.
• 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 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.
• Identify emerging market opportunities and provide recommendations to sales leadership regarding market investment, customer engagement and business development priorities.
• Maintain awareness of industry trends, market conditions, and competitive destinations that may affect Columbus’ ability to win business.
• Serve as the department subject matter expert for assigned market segments and share insights with internal stakeholders and community partners.
• Become highly knowledgeable about Columbus within the first year, including hotel inventory, convention center capacities and the attendee experience; if remotely based, travel to Columbus frequently for sites, meetings, training and team activities. Remain up to date with happenings and developments in the city.
• Maintain active membership in organizations such as Religious Conference Management Association (RCMA) National Coalition Black Meeting Planners (NCBMP) and pursue meaningful committee or leadership involvement where appropriate.
• Client, Partner & Community Relationships
• Serve as a trusted point of contact for assigned groups 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.
• Collaborate with community stakeholders to identify opportunities to enhance Columbus' appeal to diverse meetings, conventions and events.
• 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.
• Represent Experience Columbus on industry committees and/or advisory groups.
• 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 for 7+  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.
• Experience building relationships with executive-level clients, community stakeholders, and industry leaders.
• Strong understanding of market analysis, competitive positioning, and business development strategy.
• Demonstrated ability to share best practices, and contribute to team development.
• 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.
• Strong interpersonal skills with the capability of communicating with a diverse range of individuals.
• 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