Encore - Chula Vista, CA
posted 4 months ago
The Sr. Sales Manager plays a pivotal role in leading the sales process for assigned groups, ensuring that customers are effectively guided through their event experiences. This position is responsible for identifying solutions that align with customer goals and objectives, utilizing all available tools to maximize event and revenue capture from the assigned customer base. The Sr. Sales Manager is tasked with cultivating and maintaining relationships with key hotel personnel to enhance the overall business relationship with the hotel. Additionally, this role serves as a resource for large, high-end event production within the venue location or region and provides support to the team through guidance and training. The Sr. Sales Manager is also expected to lead and support company initiatives, business strategies, and uphold the Core Values of the organization. This position supervises the Sales Manager and reports directly to the Sales Director or Director of Event Technology. Key responsibilities include driving revenue generation through a proactive, consultative sales approach, maximizing revenue opportunities for assigned customers, and creating high-end, large event technology solutions. The Sr. Sales Manager is expected to prepare and deliver compelling presentations that effectively convey the value of Encore and address customer challenges. Collaboration with vendors and other departments is essential to capture and service events, and attendance at site visits and pre-conference planning meetings is necessary to support the customer event experience. Understanding the event cost structure and incorporating it into solution designs according to established profitability guidelines is also a critical aspect of this role. In terms of relationship management, the Sr. Sales Manager is responsible for delivering world-class service by cultivating and maintaining relationships with customers, venue personnel, and various Encore supporting functions. This includes thoroughly researching customer history to create personalized experiences, leading sales meetings, and addressing customer complaints effectively. The role also involves maintaining accurate customer information in the Customer Relationship Management (CRM) system and actively referring customers through the Encore network to secure additional opportunities. Sales accountability is another key area of focus, where the Sr. Sales Manager must maintain a healthy pipeline to achieve established revenue targets, ensure all opportunities are accurately recorded in the CRM, and support sales forecasting efforts. The position also requires assisting the Director in setting sales quotas and assigning leads, as well as maintaining knowledge of new product offerings and emerging technology in the meetings and events sector. People development is a significant responsibility, as the Sr. Sales Manager provides direct leadership and guidance to Sales Team members, trains and mentors them, and promotes a culture of high performance and continuous improvement. Participation in regional or national committees and facilitating training sessions are also part of the role's expectations.