Senior Sales Manager

Senior Sales Manager

The Senior Sales Manager is a responsible, professional position that requires a highly motivated, strategic, and customer-focused individual with significant experience in sales within the meetings, conventions, hospitality, or event industry. This role requires an individual who is assertive, creative, organized, detail-oriented, and capable of managing a broad range of responsibilities with limited supervision.
This position is responsible for cultivating and maintaining customer relationships, negotiating Center space and rates, and executing contracts for the Walter E. Washington Convention Center. The Senior Sales Manager plays a critical role in driving revenue while ensuring that all business secured is both financially and operationally successful.
Additionally, this position partners with assigned representatives from Destination DC, the official sales and marketing agency for Washington, DC, to secure business across designated market segments, including:
National Accounts (Citywide conventions, 2,500 or more peak room nights)
In-house conventions and large-scale events
Sports and specialty events
This role requires close collaboration with divisional staff and cross-functional partners across the Convention Center to ensure alignment between sales strategy and operational execution. This position reports directly to the Senior Director of Sales.
Responsibilities

Responsible for the successful execution of the sales process to maximize space utilization and revenue generation for the Walter E. Washington Convention Center
Develop and implement strategic sales plans that align customer needs with the operational capabilities of the Convention Center
Identify, solicit, and qualify new business opportunities through various channels including Destination DC, direct sales efforts, and industry engagement
Maintain accurate booking calendars, event details, and client records to protect bookings from scheduling conflicts and support reliable forecasting in Momentus
Produce detailed proposals for events, incorporating timelines, policies and procedures, suppliers, legal obligations, staffing, and budgets
Ensure the operational feasibility and economic benefit of all sales opportunities by evaluating potential revenue, costs, and service impacts
Leverage knowledge of facility operations and event logistics to develop practical, client-focused solutions that support successful event outcomes
Negotiate contracts between the Center and customers; work closely with the Contracts Administrator and Legal Department to ensure timely execution of agreements
Maintain accurate records, budgets, and forecasts for all assigned accounts and update information regularly
Negotiate with and manage service partners including internal and external providers such as catering, audiovisual, and production vendors
Arrange and conduct facility tours and site inspections, incorporating both sales positioning and operational awareness
Maintain effective working relationships with Events DC departments including Facilities, Event Management, Meeting Services, Housekeeping, Catering, Technology Services, and Telecommunications
Serve as a key point of coordination between Sales and Convention/Event Management to support a seamless transition from booking through event execution
Cultivate and maintain strategic relationships with Destination DC and industry partners
Implement sales activities including booking appointments, presentations, outside sales efforts, and guided site inspections
Exercise sound independent judgment under the direction of the Vice President of Sales
Represent the Center professionally at Events DC and Destination DC events, industry tradeshows, and networking functions
Lead, plan, and participate in industry meetings, joint sales calls, and promotional events
Assist the Senior Director of Sales and Vice President of Sales with special projects as required
Carry out managerial responsibilities in accordance with Events DC policies and applicable laws and regulations
Perform other customer-related duties as assigned
Qualifications

Bachelor's degree in Sales, Marketing, Business Administration, Hospitality, or a closely related field; or equivalent experience
Six to eight (68) years of progressive sales experience within the meetings, conventions, hospitality, or event industry, with demonstrated success in revenue generation and client relationship management
Experience within a convention center, large-scale venue, hotel, or comparable event-driven environment strongly preferred
Demonstrated understanding of event operations, logistics, and service delivery to effectively support the sales process and ensure successful event execution
Job Info

Job Identification 463
Locations 801 Allen Y. Lew Place NW, Washington, DC, 20001, US