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City of Baltimore · 4 days ago

Sales Manager - Local and Regional Markets (NCS) - Baltimore Convention Center

Baltimore Convention Center

Full-time

Onsite

Entry, Mid Level

$76K/yr - $122K/yr

2+ years exp

The City of Baltimore is welcoming applicants for the Sales Manager position at the Baltimore Convention Center. The Sales Manager will be responsible for prospecting, selling, negotiating, and booking events, ensuring long and short-term bookings to maximize the use of the facility.

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Responsibilities

Conducts initial discovery with clients who reach out to BCC via walk-in appointments, phone calls, emails and website inquiry form

Call on prospects to solicit business, qualify function space requirements, determine support services needed, identify available facilities, and develop pricing strategies

Manages and maintains detailed account, contact, follow-up and event booking details in Momentus system

Schedules, prepares for, and conducts sales presentations and site inspections of the BCC alongside appropriate departments, partners and leadership

Prepares and presents sales proposal documentation to prospective clients based on event requirements, ensuring dates, times and leased space are accurate

Conduct contract procedures, negotiations, revisions and amendments as outlined in the sales process

Work closely with the convention services team, and service providers (A/V, F&B, Telecom, Utilities) to ensure that a customer’s contract terms are applied and there is a seamless transition from sales to service

During events (which may include nights and weekends), check- in with clients and BCC staff to ensure client satisfaction

Researches, identifies and engages with prospective local, national, international, convention, trade, corporate, public, and gala show clients to sell space and services of the facility within 0-18 months

Develop and enhance customer relationships to secure repeat business

Develop and maintain an accurate, up-to-date and comprehensive knowledge of BCC comp set and competitors

Effectively use this information to accentuate the positive features and advantages we have as a facility and destination versus other alternatives

Makes cold sales calls to investigate and obtain new business

Generates leads for future business by participating in daily, monthly, quarterly prospecting goals and sales efforts

Develops and maintains positive relationship with Visit Baltimore’s sales department, as well as the Baltimore hotel community

Serve as the main point of contact for all City agency (Municipal) event requests

Attends industry meetings, networking functions, and other events for relationship building, prospecting, and maintaining customer relationships

Meet all assigned sales goals for prospecting, outside calls and converting definite business by managing time and assigned market segments effectively

Achieve individual and team goals for sales requirements and associated revenues

Prepare and implement account action plans to secure new business

Ability to work independently and effectively as a self-starter with limited supervision on daily activities

Performs other related work and duties as assigned

Qualification

Sales experienceEvent managementCustomer relationship managementHospitality industry knowledgeMicrosoft Office proficiencyCommunicationInterpersonal skillsOrganizational skillsFlexibilityTeamwork

Required

A bachelor's degree in business, public relations, hospitality, marketing, or related from an accredited college or university

Two to three years of sales experience in a customer-oriented field

Hospitality industry experience is preferred

Have a valid Maryland Class C Noncommercial driver's license or an equivalent driver's license and be eligible to obtain a Baltimore City driver's permit

Excellent communication, relationship building, interpersonal skills, and sales skills

The ability to work both independently and as a team member, while establishing effective working relationships

Flexibility and ability to prioritize responsibilities in an ever-changing work environment

Demonstrates a sense of urgency and the ability to meet deadlines, prioritize work, and handle multiple responsibilities, even with limited supervision

Strong working knowledge of computer systems and related software applications including experience working in customer relations modules (CRM)

Demonstrates a high level of proficiency with Microsoft suite applications such as word, excel, PowerPoint, and outlook

Superior organizational skills as well as the ability to maintain records and files

Ability to translate specifications into working documents for the departmental staff of the center in accordance with client's specifications

Ability to evaluate details and detect gaps in information

Ability to understand, identify, and articulate the cause-and-effect of decisions made by self and by others

Ability to read, interpret, and explain contract language

Knowledge of universal meeting, exhibit, convention and other hospitality methodology, practices and operating procedures

Ability to read and interpret floor plans to determine feasible use of convention facility space

Preferred

Possesses professional event-based certification(s) (case, CEM, CMP, CVP, etc) and is actively engaged with industry professional organizations (ASAE, IAEE, IAVM, MPI, PCMA, etc)