Event Sales Manager

21c Museum Hotels; Louisville (KY); On-site; USD 65,000 - 95,000; Full time

Job summary

21c Museum Hotels seeks an Event Sales Manager to drive top-line catering revenue by maximizing all revenue potential and upselling events and amenities. You will build a client base, conduct site tours, and represent the hotel at trade shows, aiming to meet budgeted revenue and bookings.

The role requires six years in event sales and management, with four years in hotel environment, strong communication, and adept use of industry software. Evening/weekend flexibility may apply.

Qualifications

• Six years of event sales and management experience, with at least four years in hotel event sales or related discipline.
• Proven ability to meet revenue and booking goals in a hospitality setting.
• Strong knowledge of hotel, catering, and event space operations.
• Ability to use pricing models and up-sell effectively.
• Comfort with creating reports, contracts, and client communications.

Responsibilities

• Build client base through outside sales, prospecting, and referrals across local and national markets.
• Conduct site tours and represent the hotel at trade shows and events.
• Identify gaps and devise targeted sales/marketing plans to fill them.
• Meet or exceed revenue and booking goals and prepare monthly management reports.
• Own the end-to-end sales process from inquiry to follow-up and payments.
• Collaborate with DOS and sales team to maximize profitability and space utilization.
• Create contracts and manage day-to-day event operations as needed.
• Maintain relationships with guests, groups and other departments; monitor A/R and financial reporting.
• Enter event data in industry-standard data management systems and keep records up to date.

Skills

Excellent communication

Independent worker

Selling strategies

Negotiation skills

Training development

Analytical problem solving

Financial statement analysis

Team player

Time management

Computer skills (Word/Excel/Outlook)

Background check readiness

Concise communication

Conflict management

Market & revenue understanding

Education

High school diploma or equivalent

Bachelor's degree preferred

Tools

Microsoft Word

Excel

Outlook

Accounting software

Job description

Job Description

Reports To:

Director of Sales

General Purpose:

The Event Sales Manager generates top line catering revenue for the property by maximizing all revenue potential and up-selling additional events/amenities, whenever possible, to build additional revenues.

Specific Responsibilities:

• Builds client base through outside sales calls, prospecting, direct mail, networking and referrals. Focuses on all markets, local and national.
• Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
• Identifies gap periods (30/60/90 days & beyond), recommends targeted sales & marketing plans to fill, and communicates effectively to ensure proper execution of plan.
• Achieves budgeted revenue goals and booking goals.
• Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
• Responsible for the entire sales process; client inquiries through payment and follow up thank you notes.
• Maximizes profit and optimizes space through sales in accordance with established pricing models, exercising good judgment.
• Creation of contract through Daylight collaborating with sales team where appropriate.
• Coordinates with the DOS to ensure profitable bookings, as well as with the Sales Team when necessary.
• Communicates with clients immediately following event to rebook and get feedback.
• Thorough knowledge of products/ services, able to answer questions from clients quickly and confidently
• Utilizing industry standard software,
  • Creates and maintains accounts
  • Creates inquiry records
  • Documents activities
  • Creates and prints necessary reports
  • Creates contracts
• Assists with daytime event management and various event operational tasks when necessary.
• Maintains a good working relationship with guests, groups, and personnel from other departments.
• Maintains various financial responsibilities: tracking A/R, reconciliation between BEO & client bill, assuring accuracy in financial reporting.
• Enters event data into industry standard data management systems with upkeep/monitoring of event management.

Qualifications:

Qualifications

• Excellent communication skills, both verbal and written.
• Most work tasks are performed independently. There is minimal direct supervision.
• Extensive knowledge of selling strategies and the ability to meet goals.
• Complete knowledge of hotel, catering, and event space.
• Able to utilize property adopted for booking, tracking, forecasting, and executing optimal selling strategies.
• Comprehends the group sales process and negotiate accounts.
• Able to develop and deliver training.
• Analytically approaches problem solving.
• Able to analyze financial statements and market data.
• Desires to participate as part of a team.
• Demonstrates self-confidence, energy and enthusiasm.
• Presents ideas and information in a concise, well-organized way.
• Effective listening skills.
• Manages group or interpersonal conflict situation effectively.
• Manages time well, correctly prioritizing tasks.
• Highly visible in areas of responsibility.
• Excellent negotiation skills in order to create win-win solutions.
• Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and Outlook.
• Must pass a background check.

Education/Formal Training:

• High school or equivalent education required. Bachelor's Degree preferred.

Experience:

• Six years event sales and management with a minimum of four years of hotel event sales or related discipline experience required.

Travel Requirements:

• Some local travel to client sites and networking events
• Infrequent long-range travel.

Additional Information

All your information will be kept confidential according to EEO guidelines. 21c Museum Hotels is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristic. The EEO is the Law poster is available here: http://www1.eeoc.gov/employers/poster.cfm