Convention & Tourism Representative II

Destinations International; Virginia Beach (VA); On-site; USD 55,000 - 75,000; Full time

Job summary

City of Virginia Beach is seeking a Convention & Tourism Representative II to independently solicit and sell convention and tourism opportunities in Virginia and nationwide.

The role requires considerable travel, including evenings and weekends, to secure events and coordinate citywide meeting opportunities.

Qualifications

• Bachelor’s degree in marketing or business administration with 3+ years in destination/group sales or seven years equivalent in related fields.
• Willingness to travel/domestic and overnight as required by events.
• Experience with CRM and hospitality industry partners; ability to develop proposals and close deals.

Responsibilities

• Develop and execute sales strategies to maximize closures and maintain CRM records.
• Expand base of meeting/convention, group travel, and trade show business for the City.
• Coordinate services for booked events, including lodging, transportation, and site visits.
• Plan and execute sales trips to optimize time and resources; attend major national trade shows.

Skills

Sales

Travel readiness

CRM experience

Negotiation

Relationship building

Education

Bachelor’s degree in marketing or business administration

Tools

Simpleview CRM

CRM software

Job description

Convention & Tourism Representative II #02022

City of Virginia Beach – Job Description Date of Last Revision: November 12, 2025 FLSA Status: Exempt Pay Plan: Administrative Grade: 13

City of Virginia Beach Organizational Mission and Values

The City of Virginia Beach exists to enhance the economic, educational, social, and physical quality of the community and provide sustainable municipal services which are valued by its citizens. The City of Virginia Beach organization is based upon a belief in the democratic process of government. This belief provides meaningful ways for citizens, reflecting the diversity of our City, to contribute to the development of public policy. This process is enhanced by organizational values which guide member performance within the Virginia Beach Quality Service System. These values define our desired organizational culture. We value quality customer service; teamwork; leadership and learning; integrity; commitment; and inclusion and diversity.

Class Summary

Independently perform event, convention and trade show solicitation and sales in Virginia, neighboring states and throughout the nation; respond to inquiries; coordinate the services required by groups & events booked by the department; and have close contact with City's hospitality industry. Job responsibilities require considerable day and overnight travel, and client contact in evenings and weekends.

Representative Work Functions and Responsibilities

• Develop and execute sales strategies on targeted prospects to maximize chances of successfully closing a sale. Ensure adherence to department quality standards, communications, and documentation.
• Operate independently to develop prospects and expand the base of potential meeting/convention, participatory sports, group travel and trade show business for the City.
• Use department customer relationship management (CRM) application and venue booking management system to maintain a current and shared record of past, current, and prospective clientele, coordinate sales activities, identify availability, and work with various entities to book events.
• Maintain a current and thorough understanding of the convention, group tour, tourism and sport industry, business operations, and competitor offerings. Review new industry developments and sales techniques on a continuing basis.
• Assist in development of annual sales and marketing plan for assigned market segments. In conjunction with supervisor, develop related goals for booked room nights, event services, and/or tourism opportunities.
• Coordinates citywide meeting/event opportunities, rate negotiations, special deals, rebates, and other negotiating tools to develop business proposal and presentations. Utilizes informal/formal bid process and makes presentations to Meeting Planners, Board of Directors, and/or Government or governing agencies.
• Plan and execute sales trips to ensure that prospects are pursued in a manner that makes optimum use of time, money, and material resources.
• Assist in the planning and development of sales promotions at major national trade shows to promote the City and take advantage of sales contacts of opportunity.
• Assist in the development of promotional materials to ensure effective use of advertising dollars.
• Develop effective written proposals to solicit events to be held in applicable venues throughout the City including local hotels, sports event facilities, and the Virginia Beach Convention Center.
• Develop strong relationships with the ability to sell and close business deals.
• Manage the activities of other tourism professionals to coordinate related service needs for events and groups booked by the department; including but not limited to online group hotel reservations, shuttle transportation, VIP amenities, site visits and building rapport with clients.
• Achieve weekly, monthly, and annual sales goals and growth by successfully implementing sales strategies and tactics.
• Provide event-related services as required for participatory sporting events booked by the department.
• Serve as liaison with all elements of the local hospitality industry to keep abreast of changes and maintain good working relations.

• Perform other job duties requiring skills, knowledge and physical requirements as demanded by those duties described or less. Individual assignments will be determined by the supervisor based on the current workloads and department needs.

Performance Standards

• New prospects are constantly being identified and developed.
• Sales leads are thoroughly researched, and sales trips are organized to ensure maximum benefit to the city at minimum cost.
• The City is effectively supported at promotional events.
• Sales presentations are made effectively and professionally.
• The division's efforts enjoy the support of local innkeepers and other industry partners and there is a good exchange of information.

Minimum Qualifications

Bachelor’s degree in marketing or business administration and three (3) years of experience years in fields related to destination group sales, venue group sales, hotel group sales, sports tourism group sales or related industries utilizing the required knowledge, skills and abilities as associated with such positions as group sales representative, hotel sales manager, sports group sales manager, or director of sales OR experience equivalent to seven (7) years in fields utilizing the knowledge, skills, and abilities associated with this position.

Special Requirements

• Must be available to work and travel outside of normal business hours, which may include nights, weekends, holidays, and hours in excess of normally scheduled hours, when required to meet operational needs.
• Positions within this class have been designated as Alpha I positions requiring employees to work during inclement weather, regardless of the City’s operational status.
• Must complete training and obtain certification in Defensive Driving; First Aid/CPR/AED by the end of the probationary period. Certifications must be maintained for the duration of employment in this classification.

Working Conditions

Working conditions are intended to provide a general overview of the environmental conditions inherent in the job setting, as well as the physical, mental, and sensory requirements necessary to perform the essential functions of positions in the noted job title. A more detailed 3 description will be made available at the position (PCN) level both internally and externally with all posted open positions. NOTE: Per HR Policy 6.19, Americans with Disabilities, the City follows the requirements of the Americans with Disabilities Act (ADA) in all hiring and employment decisions. The City shall not discriminate on the basis of disability in its hiring and employment practices. The City shall make reasonable accommodations for the known physical or mental limitations of a qualified applicant or employee with a disability upon request unless the accommodation would cause an undue hardship on the operation of the City’s business.

DISCLAIMER:

This description is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his or her supervision. The use of a particular expression or illustration describing duties shall not be held to exclude other duties not mentioned that are of similar kind or level of difficulty.

The ideal candidate will have:

Experience in selling larger accounts fora 2nd or 3rd tier destination or large hotel within the Association and/or government markets showing measurable sales achievements, quota attainments and high conversion ratios.

Experience selling a destination while coordinating citywide meeting opportunities that require the use of multiple hotels, large meeting venues and/or other facilities.

Additional desired skills:

Experience driving group sales and achieving Key Performance Indicators (KPI) requirements

Experience in facilitating and providing clear and concise oral, visual and written communication to all stakeholders

Experience serving on national industry boards or committees and/or obtaining Certification in the hospitality industry (i.e., CMP, CASE, CDME)

Proficient experience using a Customer Relationship Management system (CRM), Simpleview preferred