Sales Manager

VisitNorfolk; Norfolk (VA); Hybrid; USD 58,000 - 80,000; Full time

Job summary

VisitNorfolk is seeking a Sales Manager to promote Norfolk as a premier destination for conventions and events. This role involves generating sales leads, executing targeted strategies, and engaging with clients to achieve departmental sales goals. Ideal candidates will have a bachelor's degree and significant experience in hotel or destination sales, particularly in government and association markets.

Qualifications

• Bachelor's degree or 8+ years in hotel or destination sales.
• Outstanding written, verbal, and presentation communication skills.
• Proven success in group business solicitation.

Responsibilities

• Promote and sell Norfolk as a top convention destination.
• Develop sales strategies and secure bookings for events.
• Maintain relationships with key industry stakeholders.

Skills

Sales Techniques

Communication

Networking

Education

Bachelor’s degree

Tools

CRM Systems

Job description

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Position Summary

The Convention Sales department is responsible for generating sales leads and booking business with prospective customers for conventions, meetings, and events, such as exhibits, tradeshows, corporate meetings, association activities, and special events, that require overnight hotel stays in Norfolk, Virginia.

Position Summary

The Convention Sales department is responsible for generating sales leads and booking business with prospective customers for conventions, meetings, and events, such as exhibits, tradeshows, corporate meetings, association activities, and special events, that require overnight hotel stays in Norfolk, Virginia.

This position is tasked with promoting and selling Norfolk as a premier convention destination while achieving individual and departmental sales goals set by VisitNorfolk.

This position is based in the office, with hybrid schedule flexibility.

Reports to: Director of Sales

Major Responsibilities

• Promote and sell Norfolk, Virginia as a convention and tourism destination, with a professional, positive image that builds trust and rapport with current and prospective clients.
• Identify, qualify, and actively solicit group business—including citywide conventions, meetings, and events—to produce sales leads and secure bookings across hotels and venues.
• Create and execute sales strategies aimed at high-value target markets, with a strong emphasis on accounts with government, association, and corporate potential.
• Meet or exceed established benchmarks for room night goals, lead production, and prospecting within assigned territories. Focus areas may include federal government, fraternal, sports, and Midwest-based national associations.
• Develop persuasive proposals and tailored bid presentations for meetings and events to be held in Norfolk.
• Use the department’s CRM system to maintain and track client interactions, sales activity, and business opportunities. Identify need periods and collaborate with hotels and partners to close business.
• Maintain in-depth knowledge of local convention facilities, hotel inventory, and competitive destinations. Stay current on industry trends and participate in ongoing professional development.
• Coordinate and lead site visits and FAM tours, ensuring a seamless experience that highlights Norfolk’s assets, including hotels, venues, attractions, and city partnerships.
• Continuously research and build key contact lists through outbound efforts, tradeshows, referrals, and industry tools.
• Plan and execute travel to promote Norfolk in key national and regional markets. Maximize the impact of budget, time, and resources in pursuit of new business.
• Serve as a liaison to the local hospitality community to ensure stakeholder engagement and information sharing.
• Represent Norfolk at trade shows, industry events, and sales missions. Deliver compelling verbal presentations showcasing the city's competitive advantages.
• Maintain active membership and engagement in professional organizations relevant to assigned market segments.
• Assist in developing the annual travel and marketing budget for assigned segments. Adhere to department travel and purchasing guidelines.
  
  

Preferred Experience And Qualifications

• Bachelor’s degree required; or equivalent of 8+ years of progressive experience in hotel or destination sales, preferably including work with destination marketing organizations (DMOs).
• Proven success in the federal government meetings market strongly preferred; experience in association, sports, and fraternal markets also valuable.
• Deep knowledge of Norfolk’s meeting assets and how they compare to competing destinations. Strong command of effective sales techniques and the psychology of relationship-based selling.
• Demonstrated ability to generate leads and build business through outreach, networking, and engagement with national and regional associations, government contacts, and community partners.
• Outstanding written, verbal, and presentation communication skills—both in-person and virtual. Ability to develop clear, compelling proposals.
• Strong skills in CRM systems, budgeting, and sales reporting. Experience with Simpleview CRM is a plus. Ability to learn and master new tools quickly.
• Comfortable managing multiple priorities in a fast-paced, dynamic environment. Flexibility to work evenings, weekends, or extended hours as needed.
  
  

Salary Commensurate With Experience.

Physical Demands & Travel:

• While performing duties, the employee is regularly required to sit, stand, walk, speak, and hear. Must be able to lift up to 40 pounds.
• Position requires frequent travel to key markets across the U.S. A valid driver’s license and personal vehicle may be required.
• Must consistently demonstrate professionalism and uphold the highest level of integrity while representing VisitNorfolk.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Hospitality

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