Position Overview

The Sales Manager is responsible for effectively guiding customers through event experiences, identifying solutions that meet their goals and objectives, resulting in a compelling event experience. Utilizes all available tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotel.  Supports Company initiatives, business strategies and Core Values.  This position reports to a Sr. Sales Manager, Sales Director, or Director, Event Technology.   

Key Job Responsibilities

Revenue Generation

Drive Results by soliciting and securing business through a proactive, consultative sales approach, utilizing ENCORE’s sales process and methodology.Effectively prepare and present quotes and proposals in a timely manner to customers, including those submitted through www.Encore.com, venue booking system, or other sources as assigned.Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.Understand event cost structure and incorporates this into solution designs according to established profitability guidelines.

Relationship Management                                                                                      

Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various ENCORE supporting functions and departments. Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.Do the Right Thing by ensuring all customer information is up to date and accurate in the Customer Relationship Management system (CRM) at all times.Actively refer and guide customers through the ENCORE network, leveraging contacts to secure additional opportunities with existing customers.

Sales Accountability

Maintain a healthy pipeline at all times that ensures achievement of established revenue targets.Ensure all known opportunities are in CRM and completely accurate and updated at all times.See the Big Picture by supporting the sales forecasting efforts at home location, ensuring they are accurate and submitted timely.Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented.Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events.

Job Qualifications

BS/BA or 1+ years of ENCORE or equivalent experience required1 year technology sales or hospitality experience preferredPrior sales experience in audiovisual is a plusTechnical aptitude and computer proficiency requiredStrong written and verbal communication skills

Competencies (by Core Values)

HospitalityResponsivenessProfessionalismDecision QualityBusiness InsightCollaboratesBuilds NetworksPlans and AlignsInstills TrustDemonstrates Self-Awareness

Physical Requirements

Team members must be able to meet the physical demands below in order to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequency options consist of: Continuously, Frequently, Occasionally and Never.

Physical Requirements

Hours Per Day

Lifting Requirements

Frequency

Sitting

4-5 Hours

Lifting      0 - 15 lbs*

Occasionally

Standing

2-3 Hours

Lifting      16 – 50 lbs*

Occasionally

Walking

2-3 Hours

Lifting      51 - 100 lbs

Never

Stooping

0-1 Hours

Lifting      Over 100 lbs

Never

Crawling

0-1 Hours

Kneeling

0-1 Hours

Carrying Requirements

Frequency

Bending

0-1 Hours

Carrying      0 - 15 lbs*

Occasionally

Reaching (above your head)

0-1 Hours

Carrying      16 – 50 lbs*

Occasionally

Climbing

0 Hours

Carrying      51 - 100 lbs

Never

Grasping

0 Hours

Carrying      Over 100 lbs

Never

Auditory/Visual Requirements

Frequency

Pushing/Pulling Requirements

Frequency

Close Vision

Continuously

Pushing/Pulling      0 - 15 lbs*

Occasionally

Distance Vision

Continuously

Pushing/Pulling      16 – 50 lbs*

Occasionally

Color Vision

Continuously

Pushing/Pulling      51 - 100 lbs*

Occasionally

Peripheral Vision

Continuously

Pushing/Pulling      Over 100 lbs

Never

Depth Perception

Continuously

*Identifies the physical requirements that team members perform without assistance.

Hearing

Continuously

Work Environment

Hotel

Work is performed in a hotel/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust.  The working conditions will vary between moderately quiet to noisy volumes.  Team members will use high-end audio visual equipment and electrical components, and will be exposed to heights via lifts and ladders.  Team members may be asked to work in multiple hotel locations.  Working times will include irregular hours and on-call status including days, evenings, weekends and holidays.   Team members must adhere to appearance guidelines as defined by ENCORE based on an individual hotel or a representation of hotels in that city or area.