Sales and event manager job description

The Eastonian Banquet and Conference Center has 8,000 sq.ft. of meeting and flexible event space. It is also attached to the award-winning Holiday Inn Express allowing for seamless events and accommodation sales. Being the Banquet Sales Manager at the property means you hold an important key to the hotel's success. You will develop and foster hotel business through direct sales, marketing, telemarketing, direct mail, and tours of hotel for functions and events surrounded around our hotel's meeting and event space. You also are the key contact for events at the hotel utilizing of various meeting/event spaces to market to groups and corporate for meetings and catered events. Candidates should be familiar with marketing plans, action plan creation as well as working with both revenue and sales call goals.

Job Purpose:

Generation of top line banquet revenue for the hotel by maximizing all revenue potential and up-selling additional events/amenities, whenever possible, to build additional revenues.

Job Responsibilities:

• Handle and follow up on inquiries for small meetings/events with or without guestrooms. Follow up on leads by qualifying the customer's needs and dates for the event to determine if the business is a good fit for the property.
• Negotiate contracts and banquet event orders (BEO). Identify and price customer needs for the event, up-selling where possible, and closing the sale with the customer, collecting the customer deposit and signature on the BEO.
• Communicate group details/changes to all hotel departments, coordinating customer's needs with other property business and activities to ensure customer's expectations are met and the property operates efficiently.
• Present potential business at sales meetings to determine the best mix of customers for the hotel to attain budgeted revenues. Conduct meetings with client and hotel staff to ensure each event meets client's expectations.
• Finalize and detail catering plans for groups and communicate effectively. Completely orchestrates these functions on-site or off-site. Empowered to do whatever it takes to solve problems.
• Prospect for new catering business using a wide variety of methods including phone calls, outside sales calls, trade shows, attending community functions, blitzes, internet prospecting, supplier partnerships, etc.
• Monitor blocked space to ensure the group is meeting their contractual obligations. Initiate release of blocked space on the cut-off date to allow the sale of these rooms to other customers.
• Maintain account files in Opera PMS, ensuring accurate communication between client and hotel staff.
• Other duties as assigned.

Job Skills:

• Exhibit computer skills to include word processing, spreadsheet, and familiarity with brand-specific property Management System(s). Use knowledge of Word, Excel, Internet, Opera PMS.
• Exercise excellent communication, presentation, organization, time management, listening, and math skills.
• Use analytical skills for measuring business potential and value to the hotel.
• Maintain contact and event information and follow procedures for submitting sales contracts
• Read and interpret documents and to write routine reports and correspondence.

Experience: Minimum 1 years catering sales, or 1 years in hotel Catering/Convention Services, Banquet, Hotel Sales or Culinary Arts; OR, an equivalent combination of education and experience.

Licenses/Certifications Must possess a valid driver's license and reliable transportation to drive to appointments.

Job Type: Full-time

* Manage Team of Event planners who execute multiple complex events from inception through final delivery. Provide strategic Leadership, oversight, and direction for the annual Event Team vision, budget, strategy, and scope to drive the greatest impact.
Model the Southwest Way

* Guide and lead Team Members using SWA talent management practices to coach, develop, and engage Employees
* Adhere to Company values and competencies to foster a Culture of inclusion, recognition, and support of a safe work environment
* Invest in Leadership and self-growth through participating in continuous learning and development

Responsibilities

* Provide visioning and Leadership over the creation, development, and execution of large-scale events that align with company priorities and delivers department goals
* Support Team's execution by defining a goal for each activation, extreme attention to detail and organization, and creating meaningful experiences for internal and external Customers
* Manage annual budget by forecasting requirements, scheduling expenditures, developing proposals, analyzing variances, initiating corrective action, and continuously seeking ways to improve the financial standing of events and programs within Southwest Business portfolio
* Review and approve event activation plans and budget with a balance of driving ROI and managing resources efficiently
* Build and maintain annual calendar of events (planned & executed by Events Team) that intentionally balance the following: in-person/ virtual, small / large, sponsorship / proprietary events, geographic regions, and Customer focus
* Partner with cross-functional departments and external organizations to network and negotiate new relationships and economies of scale for Southwest Business events
* Create and deliver presentations to Senior Leadership including project proposals, event status, and debrief reports, process improvement recommendations, as well as providing consultative support regarding strategic objectives and tactical project actions
* Oversee requests for proposal (RFP), vendor evaluation, and selection by identifying and needs; establishing priorities; analyzing services, rates, and competiveness; and negotiating contract terms
* Approve event brand, graphics, concepts, and layouts including, but not limited to promotional material, décor, and giveaways through collaboration with internal partners and external vendors
* May perform other job duties as directed by Southwest Business Sr. Leadership Team

Knowledge, Skills and Abilities

* Skilled in strategic visioning and planning
* Skilled in communication and attention to detail
* Ability to successfully manage multiple projects in various stages of planning at the same time and to prioritize work to achieve maximum productivity; Effectively prioritize workload according to department goals and Southwest Business Sr. Leadership feedback
* Ability to meet unexpected changes, obstacles or uncertainty in stride and to react quickly and appropriately
* Ability to negotiate with vendors on behalf of Southwest airlines to maximize budget and sponsorship
* Ability to make decisions considering the relative costs and benefits of potential actions to choose the most appropriate choice

Responsibilities Job SummaryManage Team of Event planners who execute multiple complex events from inception through final delivery. Provide strategic Leadership, oversight, and direction for the annual Event Team vision, budget, strategy, and scope to drive the greatest impact. Model the Southwest WayGuide and lead Team Members using SWA talent management practices to coach, develop, and engage Employees. ResponsibilitiesProvide visioning and Leadership over the creation, development, and execution of large-scale events that align with company priorities and delivers department goals. Support Team's execution by defining a goal for each activation, extreme attention to detail and organization, and creating meaningful experiences for internal and external Customers. Manage annual budget by forecasting requirements, scheduling expenditures, developing proposals, analyzing variances, initiating corrective action, and continuously seeking ways to improve the financial standing of events and programs within Southwest Business portfolio. Review and approve event activation plans and budget with a balance of driving ROI and managing resources efficiently. Build and maintain annual calendar of events (planned & executed by Events Team) that intentionally balance the following: in-person/ virtual, small / large, sponsorship / proprietary events, geographic regions, and Customer focus. Partner with cross-functional departments and external organizations to network and negotiate new relationships and economies of scale for Southwest Business events. Create and deliver presentations to Senior Leadership including project proposals, event status, and debrief reports, process improvement recommendations, as well as providing consultative support regarding strategic objectives and tactical project actions. Oversee requests for proposal (RFP), vendor evaluation, and selection by identifying and needs; establishing priorities; analyzing services, rates, and competiveness; and negotiating contract terms. Approve event brand, graphics, concepts, and layouts including, but not limited to promotional material, décor, and giveaways through collaboration with internal partners and external vendors. May perform other job duties as directed by Southwest Business Sr. Adhere to Company values and competencies to foster a Culture of inclusion, recognition, and support of a safe work environment. Invest in Leadership and self-growth through participating in continuous learning and development.

mdg , A Freeman Company is a marketing and professional services agency with head, heart and a passion for what we do — delivering measurable results for association and event clients in diverse categories like education, healthcare, technology, energy, cupcakes, cheese curls and craft beer (we’ll explain those last three later). With a 44-year track record of success, mdg was named a “Best Place to Work” by Meetings & Conventions magazine. We’re now seeking a full-time, sponsorship sales manager to join the collaborative team in Chicago, IL.

Responsibilities:

• Manages relationships with Strategic Global Accounts.
• Records all contact and activity in assigned CRM.
• Responsible for the development and/or creation of sales materials—PPT presentations, etc.
• Responsible for sales communication plans, timelines and writing all sales communications.
• Assists with formulating sponsorship sales strategy and pricing models with team lead and client.
• Sells packages to sponsors; actively makes sales calls both via email and phone.
• Writes contracts, creates invoices, and follows up on collections as appropriate for each account.
• Re-configure CRM as needed to more efficiently manage accounts and report progress.
• Maintains sales dashboard showing sold and pipeline. Also responsible for creating all sales dashboards and reporting on this weekly.
• Participates in weekly internal and client facing calls.

Requirements:

• Minimum 3 years of professional experience in sponsorship sales within the events industry is required.
• Must have event specific sales background, knowledge of technology space preferred.
• Proficiency in Microsoft Office (Excel, PowerPoint) required.
• Excellent written and verbal communication skills are required.
• Bachelor’s degree (preferably in sales, marketing, communications, or a related field) is strongly preferred.

At mdg , our commitment to diversity and inclusion is helping us to create not only a great place to work, but also an environment where our employees, our clients and our communities can reach their goals and connect with each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status and other characteristics protected by federal, state or local laws.

mdg offers a competitive benefits package including medical, 401k, and profit sharing contributions.