Event Sales Manager, Hotel Services - Fairmont Miramar
Encore, Santa Monica, California, United States, 90403
Overview
The Sales Manager, Venues is responsible for guiding customers through event experiences, identifying solutions that meet their goals and objectives, and ensuring a compelling event experience. Utilizes all available tools to maximize event and revenue capture from the assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with the hotel. Supports company initiatives, business strategies, and core values. This position reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology. Key Job Responsibilities
Drive results by soliciting and securing business through a proactive, consultative sales approach, utilizing Encore’s sales process and methodology. Prepare and present quotes and proposals in a timely manner to customers, including those submitted through www.encoreglobal.com, venue booking system, or other sources as assigned. Collaborate with vendors and other departments/divisions of the company to capture and service events. Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience. Understand event cost structure and incorporate this into solution designs according to established profitability guidelines. Relationship Management
Deliver world-class service by cultivating and maintaining relationships with customers, venue personnel, and Encore supporting functions and departments. Research and understand customer history and previous experiences to create more personalized customer experiences. Value people by attending customer meetings, understanding goals, and responding to questions, concerns, and challenges. Ensure all customer information is up to date and accurate in the Customer Relationship Management system (CRM) at all times. Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers. Sales Accountability
Maintain a healthy pipeline at all times to achieve established revenue targets. Ensure all known opportunities are in CRM and completely accurate and updated at all times. Support sales forecasting efforts at the home location, ensuring accuracy and timely submission. Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented. Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events. Job Qualifications
BS/BA or 1+ years of Encore or equivalent experience required 1 year technology sales or hospitality experience preferred Prior sales experience in audiovisual is a plus Knowledge of hospitality industry and sales processes preferred Technical aptitude and computer proficiency required Strong written and verbal communication skills Competencies (by Core Values)
Deliver World Class Service: Hospitality, Ownership Do The Right Thing: Demonstrates Self-Awareness Drive Results: Ensures Accountability See The Big Picture: Decision Quality, Manages Complexity Value People: Collaborates Physical Requirements
Sitting: 4-5 hours per day Standing: 2-3 hours per day Walking: 2-3 hours per day Stooping: 0-1 hour per day Crawling: 0-1 hour per day Kneeling: 0-1 hour per day Bending: 0-1 hour per day Reaching (above your head): 0-1 hour per day Climbing: 0-1 hour per day Grasping: 0-1 hour per day Work Environment
Hotel/convention center environment with exposure to varying temperatures and dust. Working conditions range from moderately quiet to noisy. May work in multiple hotel locations with irregular hours and on-call status including days, evenings, weekends, and holidays. Appearance guidelines apply as defined by Encore or by represented hotels.
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The Sales Manager, Venues is responsible for guiding customers through event experiences, identifying solutions that meet their goals and objectives, and ensuring a compelling event experience. Utilizes all available tools to maximize event and revenue capture from the assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with the hotel. Supports company initiatives, business strategies, and core values. This position reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology. Key Job Responsibilities
Drive results by soliciting and securing business through a proactive, consultative sales approach, utilizing Encore’s sales process and methodology. Prepare and present quotes and proposals in a timely manner to customers, including those submitted through www.encoreglobal.com, venue booking system, or other sources as assigned. Collaborate with vendors and other departments/divisions of the company to capture and service events. Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience. Understand event cost structure and incorporate this into solution designs according to established profitability guidelines. Relationship Management
Deliver world-class service by cultivating and maintaining relationships with customers, venue personnel, and Encore supporting functions and departments. Research and understand customer history and previous experiences to create more personalized customer experiences. Value people by attending customer meetings, understanding goals, and responding to questions, concerns, and challenges. Ensure all customer information is up to date and accurate in the Customer Relationship Management system (CRM) at all times. Actively refer and guide customers through the Encore network, leveraging contacts to secure additional opportunities with existing customers. Sales Accountability
Maintain a healthy pipeline at all times to achieve established revenue targets. Ensure all known opportunities are in CRM and completely accurate and updated at all times. Support sales forecasting efforts at the home location, ensuring accuracy and timely submission. Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented. Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events. Job Qualifications
BS/BA or 1+ years of Encore or equivalent experience required 1 year technology sales or hospitality experience preferred Prior sales experience in audiovisual is a plus Knowledge of hospitality industry and sales processes preferred Technical aptitude and computer proficiency required Strong written and verbal communication skills Competencies (by Core Values)
Deliver World Class Service: Hospitality, Ownership Do The Right Thing: Demonstrates Self-Awareness Drive Results: Ensures Accountability See The Big Picture: Decision Quality, Manages Complexity Value People: Collaborates Physical Requirements
Sitting: 4-5 hours per day Standing: 2-3 hours per day Walking: 2-3 hours per day Stooping: 0-1 hour per day Crawling: 0-1 hour per day Kneeling: 0-1 hour per day Bending: 0-1 hour per day Reaching (above your head): 0-1 hour per day Climbing: 0-1 hour per day Grasping: 0-1 hour per day Work Environment
Hotel/convention center environment with exposure to varying temperatures and dust. Working conditions range from moderately quiet to noisy. May work in multiple hotel locations with irregular hours and on-call status including days, evenings, weekends, and holidays. Appearance guidelines apply as defined by Encore or by represented hotels.
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