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Convention Sales Manager

Company: National Tour Association
Location: Santa Clara
Posted on: November 23, 2022

Job Description:

The Convention Sales Manager (CSM) is responsible for presenting Santa Clara as Silicon Valley's destination of choice for meetings, business, and conventions. The CSM will focus on the sale of citywide events, using the Santa Clara Convention Center Booking Strategy, and will establish client lists of target businesses and events which will meet or exceed economic impact goals and objectives, as well as build venue and destination brand awareness. The ideal candidate will have a strong background in hospitality and sales (venue or destination marketing sales is a plus) and a passion for sales and customer development. The position will require the ability to interact effectively with internal and external clients at various levels of organizations; will need to be highly self-motivated with a strong work ethic, be results-oriented, and a self-starter who can work independently while being both persistent and professional. The individual will also require solid interpersonal skills to build relationships have excellent communication/presentation skills, excellent time management and attention to detail. This position will report to the Chief Executive Officer (CEO). All duties assigned will be based on the direction and goals of the Destination Marketing Organization (DMO) Discover Santa Clara, and its Board of Directors. TYPICAL TASKS

  • Collaborate and engage with the following entities to fulfill all sales initiatives: The DMO Board of Directors, OVG360's sales team and General Manager, Levy's (Center Food & Beverage provider) sales team, the City of Santa Clara and the Tourism Improvement District (TID) lodging businesses.
  • Develop and manage national, regional, local, and other respective large and high-profile accounts within the portfolio representing Discover Santa Clara's select target markets. These accounts will be assessed by applying pre-determined selection criteria in alignment with the Santa Clara Convention Center Booking Strategy.
  • Solicit accounts consisting of personal outside sales calls, site inspections, customer-targeted events/initiatives, telephone/e-mail solicitation, written and oral communication, and file maintenance.
  • Prospect the national accounts, regional and local markets for new and emerging business for new accounts that could convert as definite future business for Discover Santa Clara.
  • Manage personal group sales activities to achieve budgeted organizational and individual prospects, leads, room nights, and revenue goals.
  • Participate in sales and sales strategy meetings with the Chief Executive Officer and key DMO partners and associates.
  • Interface with event managers, the Santa Clara Convention Center's General Manager, staff, and partners to facilitate smooth and seamless transitions for clients booking events at the Center.
  • Develop strong community relationships with area hotels, venues, and businesses wishing to attract meetings/group markets.
  • Create relationships and engage and encourage planners they are choosing the SCCC for their group events through managed databases and CRM, cold calls, traces, and tradeshow/marketing follow-up.
  • Support projects designed to attract key groups through attendance at tradeshows, sales missions, familiarization tours, host meeting planner events, and collaboration of web/social/email marketing content.
  • Attend trade shows, industry events, sales calls, and meetings determined to impact direct sales to the Santa Clara Convention Center and the City of Santa Clara.
  • Maintain knowledge of key markets, competition, and account prospects to be added to the account portfolio.
  • Assist in the establishment of goals which is determined/renewed on a prescribed basis.
  • Work in conjunction with the various Discover Santa Clara programs to create strategies to secure future business.
  • Maintain exemplary product knowledge of the Santa Clara market area, attractions, recreation, services, and amenities.
  • Maintain awareness of industry trends and competing destinations and/or venues.
  • Manage client relationships to ensure superior account consulting, servicing, and business retention.
  • Learn, understand, and integrate into the Santa Clara market. Get involved in local industry associations to promote Santa Clara. Know the destination's strengths and weaknesses including an assessment of the competitive set.
  • Execute all other duties as assigned by Executive Staff. To receive consideration for the screening process, candidates must submit a 1) Cover Letter and, 2) Resume. Incomplete applications will not be accepted. Education and Experience: Minimum of three (3) years of sales experience in a related field, preferably a destination marketing organization, convention and visitors' bureau, hotel, or convention center. A proven track record and experience in convention sales and marketing. Knowledge, Skills, and Abilities:
    • Good computer skills with knowledge of Microsoft Office and Customer Relationship Management (CRM) software (Simpleview experience is a plus).
    • Passion for sales and customer development, a self-starter who is persistent and professional.
    • Strong relationship-building and interpersonal skills, with the ability to interact effectively with internal and external clients at various levels of applicable organizations.
    • Highly self-motivated with a strong work ethic, results-oriented ability to thrive and excel in a fast-paced environment, and ability to work independently.
    • Excellent communication, presentation, and time management, attention to detail.
    • Highly self-motivated to create new business opportunities for Santa Clara.
    • Expert ability to manage data and support reporting of sales data.
    • Ability to collaborate with destination partners, community, and key stakeholders.
    • Effective Sales Team participation.
    • Ability to effectively present results to internal and external stakeholders. LICENSES/CERTIFICATES Possession and continued maintenance of a valid class C California driver's license or the ability to provide alternative transportation as approved by the appointing authority and a safe driving record. OTHER REQUIREMENTS
      • May be an opportunity to work remotely and in the office.
      • Willingness to work evenings and weekends, as required.
      • Will require travel.

Keywords: National Tour Association, Santa Clara , Convention Sales Manager, Sales , Santa Clara, California

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