Event Sales Manager

Description

Position Type: Full Time Exempt

Expected Hours of Work: Monday through Friday, 9:00am to 5:30pm. Occasional  weekends and evenings, based on client meeting needs.

Salary: $45,000 base plus 5% quarterly commission, with a minimum commission of $5,000 per quarter for the first two quarters.

Summary:

The Event Sales Manager reports to the Director of Special Events & Hospitality and is responsible for maximizing revenue from corporations, organizations and individuals through facility rental sales within the building and on its property. This is a proactive sales role who owns the sales pipeline — developing and executing the sales and marketing strategy, prospecting and qualifying new business, preparing proposals, and negotiating and closing rental contracts — then hands off signed events for execution to the Director. This position works closely with the Marketing Department and the Science Center's onsite caterer (Levy Restaurants).

Essential Duties and Responsibilities:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sales Strategy & Revenue Generation

•  Develop, implement and maintain an annual sales plan to maximize facility rental revenue for the organization, including target markets, revenue goals by segment, and tactics by quarter.
• Carry and deliver against an annual booked-revenue goal established with the Director of Special Events & Hospitality and the Vice President of Operations.
•  Proactively identify opportunities to increase facility rental revenue and client base, including underutilized dates, spaces and event types.
• Provide accurate pipeline reporting and revenue forecasts on a monthly basis.
• The majority of sales will focus on the new Harborview Room, which is a dedicated event space. When rentals involve other spaces such as the Auditorium, Temporary Exhibit Hall, or the whole building, clear coordination of availability and access will need to be set up with other departments, including Education, Exhibits, and Facilities. 

Prospecting & New Business Development

• Conduct consistent outbound prospecting to build and maintain a qualified pipeline, including cold outreach, referrals, and lapsed-client reactivation.
• Build and maintain relationships in target markets including corporate meeting and event planners, associations, nonprofit and civic organizations, the social and wedding market, and third-party planners.
• Represent GLSC at industry organizations, trade shows, networking events and with Destination Cleveland and area hospitality partners.
• Maintain a complete and current record of all leads, activity and opportunities.

Sales Process & Closing

• Promptly respond to all event inquiries.
• Qualify leads, conduct site visits and tours, and prepare tailored proposals that reflect approved packages, pricing and service standards.
• Negotiate and execute rental contracts. 
• Conduct a complete and documented handoff of each signed event to the events production team, including client expectations, commitments made, and any nonstandard terms.
• Coordinate rebooking and retention outreach with the Director of Events & Hospitality following event delivery.

 Marketing & Collateral

• Work with the marketing department to develop and create sales and marketing materials, including but not limited to digital advertising, social media content, traditional advertising, e-newsletters and direct mail.
• Maintain current, accurate sales collateral including capacity charts, floor plans, photography, package sheets and rate cards.
• Monitor the competitive venue landscape in Northeast Ohio and recommend pricing and package adjustments.
• Partner with the Director of Events & Hospitality and Levy Restaurants to ensure food and beverage packages are integrated into facility rental offerings.

Other

• Occasionally provide day-of-event support on a fill-in basis.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Requirements

Supervisory Responsibilities:

This position has no direct reports.

Competencies:

• Sales drive and initiative
• Prospecting and relationship building
• Attention to detail
• Collaboration and communication
• Business acumen
• Creative
• Self-motivated

Work Environment:

This job operates in a professional office environment. 

Physical Demands:

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear. The employee must occasionally lift and/or move up to 25 pounds. 

Education and Work Experience Qualifications:

• Associate’s degree, or higher, from an accredited college or university in marketing, sales, business administration, or related field is preferred. A minimum of 4 years’ experience in sales, marketing or special events is required. 

Additional Eligibility Qualifications (K/S/A):

• Ability to develop and execute a sales plan, build a qualified pipeline, prospect proactively, identify new markets and opportunities, and consistently deliver against revenue goals.
• Ability to establish and cultivate relationships with corporate, nonprofit, civic, association, hospitality, social/wedding, and third-party event-planning clients. 
• Ability to generate business through networking, referrals, industry relationships, trade organizations, and community partnerships.
• Excellent attention to detail.
• Excellent written and verbal communication skills required.
• Proficiency in the Microsoft Office Suite of products, including Excel, is necessary.

 Equal Employment Opportunity Statement: 

It is the policy of GLSC to provide equal employment opportunities (EEO) free from illegal discrimination, harassment and retaliation to all qualified applicants for employment without regard to race, color, religious affiliation, sex (including pregnancy), sexual orientation, gender identity, or gender expression, national origin, ancestry, citizenship, immigration status, age, source of income, familial status, marital status, veteran or military status, genetic information, disability or any other basis protected by applicable law. GLSC complies with applicable state, federal and local laws governing non-discrimination in employment.