Job title: Business Development (Sales Account Manager)
Reports To: Director of Business Development
Status: Full Time (40+ hours)
What You Will Accomplish
You will be promoting and selling Columbus as a sports and meeting destination for state, regional and national events. You will be measured on achieving specific annual team room night and lead quotas.
Achieve annual room night and lead goals:
Generate facility and hotel bookings for assigned market segments through sales calls and presentations to boards of directors, meeting planners, key decision makers, local contacts, convention delegates and/or site selection committees to secure leads and book business.
Manage inquiries, prospect, solicit, issue leads, conduct site inspections, make phone and sales calls, appointments and presentations, close business, issue relevant correspondence and conduct account management and related follow up.
Develop, maintain and grow relationships with main contacts:
Develop contacts and referrals within sports organizations to identify new business opportunities.
Understand the mission of each sports-involved organization and the membership.
Keep up to date on Columbus facilities, attractions, services and Columbus’ unique selling points.
Maintain familiarity with competing areas or issues that impact Columbus’ ability to market the city effectively.
Serve as liaison to annual sports groups for hotels, facilities, and event requirements.
Utilize technology to support the sales effort:
Use Simpleview database for the account management process and assign and document progress (traces) in accounts in a timely manner.
Use the Simpleview CRM to issue leads to appropriate hotels and facilities, update recipients on lead status, and for the verification process used to confirm bookings. Educate members on functionality and review lead process for highest efficiency.
Support promotional activities:
Participate in promotional events including sales missions, customer events and trade shows.
Coordinate with multiple departments and manage all aspects of preparation including travel, logistics, marketing, and communication.
Arrange and coordinate FAM trips periodically to bring in groups of prospective customers to show what Columbus has– Event and facility space, hotels, attractions etc.
Coordinate with the Events Department to effectively service groups scheduled to meet in the area, including:
On-site visits to meetings or events in progress.
Distribution of brochures and equipment.
Discussion of attendance builders for future booked business.
Coordinate all activities related to business trips including tradeshows:
Registration, hotel stay, travel arrangements, preparing trip reports, sourcing, prioritizing and making appointments with potential clients.
Gathering materials for client appointments, arranging giveaways, coordinating with industry partners, packing items for the show, booth deliveries, etc.
Create and manage relationships with member hotels and facilities, specifically the limited or select service hotels due to market parameters.
Educate customers about the lead and bid process for meetings and events. Communicate information secured from customers in a lead format that is of benefit to members.
Engage customers, members and community through social media.
Represent the Sports Commission at industry events, trade shows, and client entertainment events.
About You The ideal candidate will have had at least 3- 5 years of successful sales account management in the hotel, convention bureau or Sports Commission industry preferred.
The role requires national sales account experience with the ability to assess RFP’s, write reports and executive compelling bids that meet technical requirements. You will need to have exceptional customer service skills with a track record of exceeding expectation for developing client relationships. A professional demeanor is important with strong written and verbal communication skills - communication occurs via email, phone and in person. You must have the ability to handle sensitive and confidential situations and documentations. This is a sales role so you must be goal oriented with the ability to take iniative, work independently and as part of a team. Success in this role requires exceptional organizational skills with the ability to multi-task.
The ideal candidate must be comfortable and self-confident to initiate contact and present to leads and clients, Executive level clients, vendors and internal team members. You need to have a passion for Columbus and be knowledgeable about its attractions, events and activities. Don’t worry we will help provide you with the necessary training and information about Columbus through our CTA classes.
You are willing to travel overnight 10-20% of the time to local, state, national events, conferences on evenings and/or weekends. You also can work evenings and weekends as needed for client site visits and Experience Columbus functions.
Specific qualifications required include:
Associate’s or Bachelor's Degree in business, sales/marketing, hospitality management, business or equivalent knowledge gained through on the job experience and training
Proficiency in Microsoft Office Programs
Experience using Simpleview Customer Relations Management (CRM) system is a plus
The duties of this position may change from time to time. Experience Columbus reserves the right to add or delete duties and responsibilities at the discretion of Experience Columbus or its managers. This job description is intended to describe the general level of work being performed. It is not intended to be all-inclusive.
Columbus Has No Offseason
It’s easy to catch a game—no matter the season. As the 14th largest city in the nation, Columbus is transforming into a top sports destination. Check out the calendar of events to see for yourself.
The Greater Columbus Sports Commission’s mission is to rally Columbus to compete and win sporting events, providing a singular athlete and fan experience and positively impacting image, economy and lifestyle. Learn more about the Sports Commission here.