Director of Business Development

PRA Events, Inc.; Los Angeles (CA); Hybrid; USD 100,000 - 120,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) with Company Match

Short-term Disability Insurance

Long-term Disability Insurance

Life Insurance

Employee Assistance Program

Paid Vacation Time

Paid Holidays

Paid Sick Time

Parental Leave

Pet Insurance

Flexible Spending Accounts

Job summary

PRA Events, Inc. in Los Angeles is seeking a seasoned sales professional for a hybrid role. You will develop key relationships with new accounts and grow existing ones while prioritizing client experiences and profitability.

You will manage a robust pipeline, engage industry groups, conduct site inspections, and coordinate with the Global Sales team to seize market opportunities, implementing a clear market plan.

Qualifications

• 7+ years sales experience in DMC/incentive travel/event management or related field
• Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, or related field
• Proven ability to meet sales goals and develop client relationships
• Strong ability to read proposals, contracts, and financial reports

Responsibilities

• Develop key relationships with new accounts and grow existing ones while ensuring profitability
• Manage existing relationships and maintain a robust sales pipeline
• Attend industry organizations and local events to develop business
• Conduct site visits and client entertaining to build rapport
• Qualify budgets and enter revenue data into Salesforce
• Collaborate with Global Sales on local market opportunities
• Implement and execute business and marketing plans for the market

Skills

Sales experience

Education

Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, or related degree

Job description

This is a hybrid role the allows for a combination of working from home and working from an office. Applicants must be based in/near the Los Angeles area to be considered for this role.

We're PRA, the leading destination management company (DMC) with 45+ years of experience across 32+ states and 100+ destinations.

We believe destinations have power-and our people unlock its magic. We push past boundaries to transform ideas into business event experiences that connect, inspire, and endure.

If you're curious, bold, and ready to build standout experiences, you'll find your place here.

Primary Responsibilities

• Responsible for increasing overall sales volume by developing key relationships with new accounts and growing existing assigned accounts while prioritizing delivery of outstanding client experiences and financial profitability.
• Manage and maintain existing relationships with key accounts as well as focus on new business development to maintain a strong robust pipeline of opportunities.
• Participate in industry related organizations, and local community to develop business. Attain leadership status when possible
• Arrange and conduct Site Inspections for clients, entertain clients and develop a personal rapport.
• Quantify projected budgets (revenue and gross profits) from programs and enter into Salesforce for revenue tracking purposes.
• Manage travel & client marketing budgets and schedules for appropriate approval.
• Initiate sales calls and follow up.
• Update hoteliers and clients on a regular basis on new venues, services and destinations.
• Initiate a tracking method to respond to all referral leads from hotels and clients.
• Follow up with clients on future program opportunities and generate system leads through the pay it forward program
• Remain current and knowledgeable of industry trends and developments.
• Partner with and educate Global Sales team on local market and program opportunities.
• Implement and execute business and marketing plan for market

Qualifications

• 7 or more years experience in sales, specifically in a DMC, incentive travel, event management, hotel sales, or related field preferred.
• Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or related degree preferred.
• Knowledge of client development including new business development, lead follow up, and qualifying the client.
• Knowledge of program design and development, from inception through contract.
• Proven ability to meet sales goals consistently.
• Must be able to develop and maintain strong supplier/partner, hotelier, and community locations.
• Must be able to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
• Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
• Must be able to respond to common inquiries or complaints from clients and/or supplier/partners.
• Must be able to prepare reports, write business correspondence, and develop and write proposals and sales reports.
• Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers.
• Must be able to calculate program costs, percentages, discounts, profit margins, and perform other mathematical requirements involved in proposal development and contract negotiation.

Salary: $100,000-$120,000 plus commissions

Benefits include Medical Insurance, Dental Insurance, Vision Insurance, 401(k) with Company Match, Short-term and Long-term Disability Insurance, Life Insurance, Employee Assistance Program, Paid Vacation Time and Paid Holidays, Paid Sick Time, Parental Leave, Pet Insurance, Flexible Spending Accounts, and others.

Ready to discover where next begins?

PRA offers you room to grow, create, and step confidently into your next era.

When you join PRA, you'll have the opportunity for a creative, energetic, and inspiring career in sales, creative, operations, production and more.

Our Services

• Activations
• Experiential Marketing
• Event Strategy
• Experience Design
• Interactive Installations
• Themed Events & Décor
• Adventures & Excursions
• Dining & Culinary Experiences
• Entertainment & Performances
• ESG & Social Impact Integration
• Team Building & CSR
• Transportation & Logistics
• Meeting Management
• AV Management
• Content & Messaging
• Content Design & Production
• Demo Experiences
• Theatrical Design & Delivery