Venues, Special Events Sales Manager- Northern California

Job Description

WHAT THIS ROLE WILL DO
I. Financial Performance of Department(s)
• Aggressively ensure that revenue is generated in accordance with the individual sales quota established by the Director of Sales (DOS) and track financials per market segment, per month, and per quarter.
• Assist DOS in creating annual sales plans for each market segment: Convention, Association, Incentive, Tour &Travel, Social, Local, Corporate; Social, Military, Educational, Religious, and Fraternal (SMERF) groups, Destination Management Company (DMC), etc
II. Essential Duties
• Meet and exceed individual sales goals
• Consistently fulfill sales call quotas and required tracking protocol
• Complete understanding of the competitive set, as well as key points to sell against such venues
• Handle initial phone calls and electronic inquiries promptly (within 24 hours)
• Develop a complete, comprehensive targeted list of companies/organizations within assigned categories
• Build, maintain, and target a client database (from internal and external sources) comprising convention businesses, tour operators, meeting planners, party planners, corporate clients, social clients, concierges, non-profit organizations, fundraisers, and DMCs, among others
• Develop and maintain positive relationships with the Convention & Visitors Bureau, professional organizations, local chambers of commerce, local hotels, and vendors
• Help to ensure optimal perception of the venue within the community, as well as within professional organizations
• Maintain Live Nation Standards for policies and procedures as outlined in the Code of Conduct and Employee Handbook
• With DOS, ensure and monitor that all required reports (SEO's, monthly calendar, contacts made, forecasting, trackers, financial rectification, ROME flashes, initiatives, etc.) are fulfilled and distributed promptly for proper planning
• Maintain accurate event financial records and adhere to required departmental and organizational processes/protocols
• Generate proposals, Special Events Orders, and contracts
• Negotiate contracts, follow up with vendors post-event correspondence, and ensure supply requisitions are fullfilled in a timely manner
• Maintain and communicate current event information on the talent calendar
• Management of software programs affiliated with the department: Caterease, Cendyn, Exact Target, Rome, Hoovers, etc.
• Understanding of all operational department responsibilities, capabilities, and limitations, to smoothly ensure maximum guest satisfaction, event execution, and operational communication
• Ensure staffing levels are fulfilled by the Logistics Manager
III. Sales
• Solicit new and existing clients to meet/exceed budgetary sales expectations
• Create internal/external promotional programs and track results
• Fulfill expectations outlined within the strategic monthly sales plan, monthly initiatives, SMART plan, annual goals, competitive analysis, and other reports requested/required
• Develop sales strategy for defined market segments, industries & conventions
• Build and maintain client database(s) in Caterease & Exact Target
• Actively solicit business through local civic and business organizations (Convention Bureau, Chamber of Commerce, MPI, HSMAI, ISES, PCMA, etc.)
• Assist in the development of sales collateral material
• Assist in updating the venue sales website, online venue listings, and assigned social media applications
• Attends tradeshows, networking events, sales blitzes, and other off-site sales efforts at the direction of the Director of Sales
• Geographically determine and participate in marketing the venue to trade shows, both locally and nationally at the Director of Sales direction
WHAT THIS PERSON WILL BRING
Minimum Requirements:
• Responsible Alcohol Awareness Training Certification or Equivalent
• Working knowledge of local and regional markets, special event operations, computers (Windows environment, spreadsheet, databases, word processing), and guest relations
• Must have comprehensive knowledge of food and beverage preparations, service standards, guest relations, and etiquette
• Skilled in interpersonal communications, organizational concepts, and financial knowledge
• Ability to delegate, follow up, relate to staff and guests/clients in a positive and effective manner
• High school diploma required
• Three to five years of sales experience in the hospitality industry; experience in catering sales/social/wedding markets is highly preferred
• Tolerance of all cultures, music, and art forms
Preferred:
• Bachelor's Degree
• Local market experience and relationships
Physical Work Demands:
• Ability to work in a very fast paced environment with considerable noise and interruptions. Must be able to change activity frequently
• Physical activities include walking, talking, seeing, hearing, pushing, balancing, stooping, crouching, kneeling, handling. Must be able to grasp and hold very small objects
• Ability to walk and stand for long period of time
• Flexible Schedule (days/nights, weekends)
In addition to the performance of essential job functions the Sales Manager will be evaluated on the following qualities:
• Professional Appearance
• Punctuality and Attendance
• Attitude and Teamwork
• Job Skills / Productivity
• Communication (Written and Verbal)
• Adherence to Company Policies
• Working Relationships
BENEFITS & PERKS
Our motto is 'Taking Care of Our Own' through 6 pillars of benefits:
HEALTH: Medical, vision, dental and mental health benefits for you and your family, with access to a health care concierge, and Flexible or Health Savings Accounts (FSA or HSA)
YOURSELF: Free concert tickets, generous paid time off including paid holidays, sick time, and personal days
WEALTH: 401(k) program with company match, stock reimbursement program
FAMILY: New parent programs including caregiver leave and baby bonuses, plus fertility, adoption, foster, or surrogacy support
CAREER: Career and skill development programs with School of Live, tuition reimbursement, and student loan repayment
OTHERS: Volunteer time off, crowdfunding match
EQUAL EMPLOYMENT OPPORTUNITY
We aspire to build teams that reflect and support the fans and artists we serve. Every day we aim to promote environments where everyone can be themselves, contribute fully, and thrive within our company and at our events. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with.
Live Nation strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, intersectionality, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.
We will consider qualified applicants with criminal histories in a manne

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Jobcode: Reference SBJ-pk464e-216-73-216-0-42 in your application.