Career Center
Fort Walton Beach, Florida
Sacramento, California
Posted: 13-Nov-23
Location: Washington, D.C.
Type: Full Time
Salary: 95,000 to 115,000
Categories:
Salary Details:
Preferred Education:
POSITION SUMMARY
The Senior National Sales Manager will reside in the Mid-Atlantic region, with geographic sales territory covering Washington DC, Maryland, and Virginia. The position requires travel to Albuquerque on a recurring basis for site visits and for internal staff meetings as needed. Additional industry vertical markets may be assigned.
Promotes and sells Albuquerque as a prime convention and meeting destination and booking conventions to stimulate Albuquerque's economic development. This is accomplished through daily prospecting efforts and industry events, and various client contact opportunities. To achieve specific room night and lead sales goals as assigned, which may be reviewed and adjusted at any time based on business needs. Supports the department and organization initiatives and may provide mentorship to junior staff.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
- Exercises discretion and independent judgment in the stimulation of economic growth for the destination by marketing the city of Albuquerque as a meeting and convention destination
- Generates new business through personal sales calls, phone calls, direct mail, e-mail, and other sources to achieve assigned room night production goals
- Solicits, coordinates, and prepares hotel proposals and bid documents to be presented for meeting planners’ consideration
- Maintains and replenishes prospecting client pipeline to consistently include number of clients as assigned
- Consistently meets or exceeds sales goals
- Develops and maintains professional relationships with clients and Visit ABQ partners
- Attends virtual and out of town tradeshows, sales missions, networking meetings and local meetings to solicit convention business
- Conducts ongoing research on potential groups that may be a good fit for Albuquerque using analytical tools to determine whether to pursue those opportunities
- Writes bid proposals for client consideration of Albuquerque for conventions and meetings
- Composes marketing presentations to local members of national and regional associations and corporations, given by telephone, email or in written format, to enlist their aid in booking future conventions
- Selects appropriate marketing materials to accompany and augment written or personal presentations to boards of directors, convention delegates or site selection committees across the United States in order to win Albuquerque's selection as an event site
- Evaluates and recommends what amenities and incentives will be offered to potential clients to assist with their selection and provide the necessary marketing material to encourage their decision
- Performs a wide range of administrative tasks related to servicing conventions and clients, including correspondence, copying, posting data, coordination and shipment of collateral and tradeshow booth, preparing and delivering in-room gifts, and distributing Visitors Guides and promotional material as needed to booked and non-booked groups
- Prepares and requests in kind request forms for services provided by partners
- Must have a strong working knowledge of the city of Albuquerque with a deep understanding of hotel, venue and off-site capabilities
- Uses computer and software to manage account base
- Continually networks with existing clients in search of new client referrals
- Maintains a strong broker role in the negotiation process of all qualified leads in an effort to increase conversion ratio
- Maintains regular contact with existing clients in order to understand business changes and nurture strong rapport with them
- Occasional overnight, weekday and weekend travel is required and must be able be available for non-traditional work hours on occasion
- Responsible for pre-planning, target marketing, pre- and post-mailers for trade shows
- Coordinates and conducts in person and virtual site tours for qualified meeting planners showcasing facilities and attractions in the city
- Coordinates & participates in Buyer Education Trips (BETs) programs for groups of meeting planners from across the country. Responsible for inviting qualified clients to each BET
- Assists meeting planners with referrals to local service providers
- Handles special projects as assigned and supervises budget for each project
- Analyzes tradeshow values to make recommendations regarding the best return on the company’s investment
- Must have reliable transportation and be able to travel to visit off-site appointments
- Must have valid registration, appropriate insurance, a good driving record and possess a valid driver’s license
- Must maintain a professional appearance at all times keeping within industry standards
- Demonstrates professional and ethical conduct at all times in accordance with organization policy
- Contributes to a positive workplace environment by demonstrating superior customer service skills in dealing with internal and external customers, speaking positively when referring to Visit Albuquerque, and acting and speaking in a courteous and professional manner at all times
QUALIFICATIONS
Education/Experience
Bachelor's degree from four-year college or university with at least five (5) years specifically related sales experience, or equivalent combination (10 years) of education and experience. Direct experience in DMO sales is highly preferred.
PHYSICAL DEMANDS
Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the job.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee frequently is required to stand and walk. The employee is occasionally required to reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and ability to adjust focus.
Frequent air, train or automobile travel may be required.
Occasionally constructs and dismantles tradeshow booths, which may require lifting, carrying, and movement of support materials (i.e., Visitors Guides, etc.) weighing up to 50 pounds.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
While performing the duties of this job, the employee may be occasionally exposed to outside weather conditions. The noise level in the office work environment is usually moderate.
Required Skills, Knowledge and Competencies
- Knowledge and appreciation of Albuquerque, its hotel product and destination venues.
- Ability to perform outside sales functions.
- Must be able to operate hardware, including laptop when traveling.
- Ability to learn and be proficient with industry specific software (Simpleview) required.
- Advanced knowledge of MS 365, including Outlook, Word, Excel, PowerPoint, and Teams.
- Must be able to prioritize multiple responsibilities and meet deadlines.
- Strong analytical skills to be able to determine quality of business that results in best suited business opportunities.
- Demonstrated ability to develop client relationships.
- Demonstrated exceptional written, verbal and presentation communication skills.
- Must be able to write and initiate marketing and budget plans.
- Ability and willingness to make routine decisions independently.
- Continual improvement of hospitality, convention and tourism knowledge.
- Excellent interpersonal and presentation skills.
- Demonstrated sales and negotiation skills.
- Demonstrate professional and ethical conduct at all times in accordance with Company policy.
- Demonstrated ability to effectively present information and respond to questions from groups, clients, customers, and the general public.
- Must be well groomed and maintain a professional appearance at all times in keeping within industry standards.
