Sales Manager| Miami Beach Convention Center

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Overview

This position is responsible for assisting the Assistant Director of Sales (ADOS) and the Director of Sales & Marketing (DOSM) with business development and sales for tradeshows, meetings and conventions, consumer shows, and local event bookings for the Miami Beach Convention Center Campus. This entails aiding in achieving revenue targets, economic impact goals, and upholding exceptional standards of quality.

This position focuses on prospecting, managing, negotiating, and closing booking opportunities within an 18-month window for an assigned national territory. Additionally, this role entails working in tandem with the Greater Miami Convention & Visitors Bureau (GMCVB) and Sodexo Live! to maintain the MBCC sales calendar and assist in client servicing, negotiation, and contract management. This position also services and contracts prospective/confirmed clients and facilitates transition of clients from sales to event planning.

The ideal candidate will demonstrate leadership capabilities, a successful history in sales management, and a profound understanding of the events and convention industry.

This role will pay a salary of $72,000 to $79,000.

For FT roles: Benefits: Health, Dental and Vision insurance, 401(k) savings plan, 401(k) matching, and paid time off (vacation days, sick days, and 11 holidays).

Position posting will expire on May 28, 2024
Responsibilities

Revenue Generation:
Meet/exceed sales goals and assist team members in achieving theirs.
Drive revenue growth through proactive sales and acquiring new business.
Conduct outside sales calls for potential event/meeting planners.
Identify opportunities for upselling services, sponsorships, and premium packages.
Act as a liaison with GMCVB to ensure consistent and unified selling approaches.
Manage short-term sales to maximize venue/campus occupancy while supporting quality and impact goals.
Provide updates on significant future sales activities, including event cancellations.

Contract Negotiation:
Lead contract negotiations with clients, ensuring terms are favorable and align with the convention center's policies.
Develop proposals, reassess rental and sponsorship values, initiate contractual arrangements, and negotiate terms as needed.
Work closely with legal and finance teams to expedite contract finalization.

Client Relationship Management & Business Development
Cultivate and maintain relationships with clients, event planners, and industry stakeholders.
Collaborate with clients to understand and fulfill their event needs efficiently.
Communicate with sales leaders of GMCVB, area hotels, hospitality partners, and Sodexo Live! to align strategies and needs.
Facilitate site visits and appointments for show managers and meeting planners.
Work with the hotel and hospitality community to strengthen the MBCC's position as a top venue.
Attend appropriate sales and industry related meetings, events, and conferences.

Booking Technology:
Manage bookings in the Momentus Technologies Booking / CRM platform.
Assist with optimizing data and digital systems integrations.
Work with digital selling strategies via LinkedIn, Cvent, and emerging online platforms, including the implementation and usage of Artificial Intelligence (AI) tools.
Assist with developing and implementing sales strategies and marketing plans to promote and sell the MBCC and its campus.

Market Analysis:
Stay updated on industry trends, market conditions, and competitor activities with a sharp focus on the assigned sales territory.
Analyze the assigned market to identify new business opportunities and potential growth areas.
Monitor market conditions and strategically plan to optimize MBCC's competitive position and market presence, specifically within the assigned sales territory.

Event Collaboration:
Work closely with other departments, including operations, event services and marketing, to ensure seamless event execution.
Collaborate with marketing to develop promotional strategies and materials.

Reporting:
Assist in generating regular sales reports.
Assist with the preparation of the monthly statistical reports which include documenting sales activities, including prospecting efforts and results for the MBCC.
Other duties and responsibilities as assigned.

SUPERVISORY RESPONSIBILITIES:

This position has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE:
Bachelor's Degree from an accredited college or university in public assembly facility management, hospitality management, business administration or a related field.
Five (5) years of experience in a hospitality sales role.
Other combinations of experience and education that meet these requirements may be substituted.
Strong negotiation, communication, and interpersonal skills.
Demonstrated ability to meet and exceed sales targets.
Bi-lingual (English/ Spanish) preferred.

SPECIAL KNOWLEDGE & ABILITIES:
Advanced oral and written communication skills.
Bilingual (English/ Spanish) highly desired
Strong orientation to customer service and ability to work with other staff members in the facility.
Ability to build rapport with a variety of people and develop alliances to work together toward common goals.
Results oriented individual with the ability to meet required sales and marketing goals.
Excellent organizational, planning, communication, and inter-personal skills.
Ability to undertake and complete multiple tasks.
Contract development and negotiations including venue event license agreements, service agreements, contract management and sponsorships agreements.
Interpersonal techniques in dealing with unique groups and sensitive circumstances.
Terminology used in conventions, meetings, events, and entertainment settings.
The main convention markets domestically and internationally.

COMPUTER SKILLS:
Demonstrated proficiency with Microsoft Office Suite (MS Word, MS Excel, MS PowerPoint and MS SharePoint, MS Teams and MS Outlook)
Knowledge of a Booking System / CRM

CERTIFICATES, LICENSES, REGISTRATIONS:
Valid Florida Driver's License.

PHYSICAL DEMANDS:

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the Sales Manager Job. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of the Sales Manager Job. While performing the responsibilities of the Sales Manager Job, the employee is required to talk and hear. The employee is often required to sit and use their hands and fingers, to handle or feel. The employee is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. Vision abilities required by this job include close vision.

WORKING CONDITIONS:

While performing the responsibilities of the Sales Manager Job, these work environment characteristics are representative of the environment the Sales Manager will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the Sales Manager Job. Incumbent works in an office setting with minimal adverse exposure to environmental hazards. The noise level in the work environment is usually quiet to moderate.

WORK SCHEDULE:

The work schedule of this position typically involves a 5-day work week Monday through Friday; however, this will fluctuate based upon the needs of the community, a project and/or events. Must have the ability to remain available 7 days per week, work long and irregular hours that may vary due to functions and may include days, evenings, weekends, and holidays. Some travel as needed.

DRESS CODE:

To project dignity and decorum expected by the public, appropriate dress and good grooming are expected of all employees.
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