Director Event Sales & Business Development

Central Piedmont Community College; Charlotte (NC); On-site; USD 100,000 - 160,000; Full time

Job summary

Central Piedmont Community College is seeking a Director of Sales & Business Development to provide strategic leadership for revenue generation, client engagement, and external partnerships for the college’s conference and event services.

You will lead a team, negotiate contracts, and align internal and external needs to maximize venue utilization and growth across corporate, nonprofit, government, and community sectors.

Qualifications

• Five years of professional experience in conferences, meetings, event sales, or venue sales and business development.
• At least two years of supervisory or team leadership experience managing sales staff, account executives, or business development teams.
• Demonstrated experience in client relationship management, contract negotiation, and revenue generation within meetings, conferences, or event venues.

Responsibilities

• Develop and implement strategic sales and business development plans.
• Identify, cultivate, and secure new business opportunities with corporate, nonprofit, government, and community organizations.
• Work with AVP to establish annual sales goals, pricing strategies, and revenue forecasts to support financial sustainability and growth.
• Negotiate contracts and manage relationships with major clients, partners, and external organizations.
• Build and maintain strong partnerships with internal stakeholders across academic and administrative departments to support institutional events and initiatives.
• Monitor venue utilization, sales performance, P&L, and market trends to inform strategic decisions and improve competitiveness.
• Represent the college at industry and community events to strengthen relationships and promote venue capabilities.

Skills

Leadership

Negotiation

Client relations

Communication

Strategic planning

Sales forecasting

Problem solving

Organizational skills

Education

Associate’s degree

Bachelor’s degree (Preferred)

Tools

CRM systems

Sales reporting tools

Event management software

Job description

The Director of Sales & Business Development provides strategic leadership for revenue generation, client engagement, and external partnerships for the college’s conference and event services. This role develops and implements sales strategies to increase venue utilization and expand business opportunities with corporate, nonprofit, government, and community organizations. The Director leads the sales and business development team, negotiates contracts, and manages key client relationships while balancing internal institutional needs with external revenue-generating events. Working closely with the AVP and event operations leadership, this position oversees sales performance, pricing strategies, and market analysis to support financial sustainability, enhance regional visibility, and ensure successful coordination of conferences, meetings, and special events across the college’s venues.

1. 1. Develop and implement strategic sales and business development plans.
2. 2. Identify, cultivate, and secure new business opportunities with corporate, nonprofit, government, and community organizations.
3. 3. Work with AVP to establish annual sales goals, pricing strategies, and revenue forecasts to support financial sustainability and growth.
4. 4. Negotiate contracts and manage relationships with major clients, partners, and external organizations.
5. 5. Build and maintain strong partnerships with internal stakeholders across academic and administrative departments to support institutional events and initiatives.
6. 6. Maintain policies, procedures, and operational standards related to facility use, scheduling, and external partnerships.
7. 7. Balance internal events needs with external revenue-generating opportunities to ensure optimal facility use.
8. 8. Provide leadership and oversight to Sales & Business Development team.
9. 9. Work in conjunction with the Director of Event Operations and operations partners including facilities, ITS/AV, security, catering, and parking to ensure successful event operations.
10. 10. Monitor venue utilization, sales performance, P&L, and market trends to inform strategic decisions and improve competitiveness.
11. 11. Collaborate with AVP and CAEE to promote facilities and increase regional visibility.
12. 12. Represent the college at industry and community events to strengthen relationships and promote venue capabilities.
13. 13. Attend weekly 10-day operations meeting
14. 14. Other duties as assigned.

Associate’s degree from an accredited institution in Hospitality Management, Communications, Business Administration, Marketing, or a closely related field.

Five (5) years of professional experience in conferences, meetings, event sales, or venue sales and business development.

At least two (2) years of supervisory or team leadership experience managing sales staff, account executives, or business development teams.

Demonstrated experience in client relationship management, contract negotiation, and revenue generation within meetings, conferences, or event venues.

Preferred Qualifications

Bachelor’s degree from an accredited institution in Hospitality Management, Communications, Business Administration, Marketing, or a closely related field.

Five (5) or more years of progressively responsible experience in conference, meeting, or event sales and business development.

Three (3) or more years of experience supervising sales, account management, or business development staff.

Experience working with conference centers, higher education venues, performing arts venues, hotels, or large-scale event facilities.

Familiarity with CRM systems, sales reporting tools, and event management or scheduling software (e.g., CRM platforms, event booking systems, or space management tools).

Knowledge, Skills, Abilities, and Worker Characteristics

• Thorough knowledge of products and services prior to prospecting and presenting to potential clients
• Thorough understanding of the college’s policies and procedures
• Excellent oral and written communication skills
• Active listening and questioning skills
• Ability to make sales presentations
• Possess a talent and temperament for prospecting
• Strong follow-up and organizational skills
• Must be able to problem solve quickly and effectively

Working Conditions

Typical office environment; occasionally responsible for pushing tables, handling chairs and some light lifting; may have prolonged periods of standing. Traveling between buildings on campus, to other campuses, client’s sites, industry events and conferences; frequently listening to and speaking with clients. Works flexible schedule with weekend and evening hours

Direction Received: Associate Vice President, Conference & Event Services

Direction Given: Direct supervision over assigned staff