Senior Sales Manager
1 month ago
ASM Global is the world's leading venue management and services company. The company was formed by the combination of AEG Facilities and SMG, global leaders in venue, event strategy, and management. The company's elite venue network spans five continents, with a portfolio of more than 300 of the world's most prestigious arenas, stadiums, convention, and exhibition centers, and performing arts venues. From Aberdeen to Anchorage, and Sydney to Stockholm, its venues connect people through the unique power of live experiences.Allegiant Stadium
Located adjacent to the world-famous Las Vegas Strip and home to the Las Vegas Raiders, Allegiant Stadium is an award-winning global events destination. A state-of-the-art, multipurpose venue with a capacity of 65,000, Allegiant Stadium has hosted world-class music artists such as Garth Brooks, The Rolling Stones, Guns N’ Roses, Illenium and BTS with more legendary concerts to come. The fully enclosed stadium is also home to the UNLV Rebels football team and has hosted premier sporting events such as the CONCACAF Gold Cup Final, Pac-12 Championship Game, Las Vegas Bowl, and WWE SummerSlam. The venue also hosted the NFL Pro Bowl in 2022 and Super Bowl LVIII in 2024. Allegiant Stadium is committed to giving back to the community though numerous diversity, inclusion, and community outreach initiatives.Job Summary:The Senior Sales Manager focuses on business development through prospecting, selling, and supporting the development of sales strategies to book special/corporate events at Allegiant Stadium. The primary job function is to develop and contract business opportunities/accounts that align with the Company’s desired customer profile to meet and exceed quotas and financial objectives as set by Management. Responsibilities will include prospecting and facilitating interactions with local, state, and nationwide contacts to support the overall sales efforts of the department. This position proactively responds to leads and cultivates relationships with clientele through site visits and daily email or in person interactions. The Senior Sales Manager participates in the development of marketing materials and sales collateral as well as supports the sales efforts and negotiation of agreements with clients under the general direction of the Vice President of Sales & Private Events.Essential Functions:
- Effectively solicit all existing, prospective target accounts and qualify (leads) within defined market segment, resulting in closing contracts through effective contract negotiations that align with meeting company’s financial objectives.
- Develop and maintain account base of business which produces revenue for Company.
- Timely customer follow up and qualification on assigned leads and follow through on commitments.
- Implement sales action plans and follow through for the development of designated market segment that include (but not limited to) telephone, direct mail solicitation, third parties, social selling, tradeshow participation and related sales trips and entertainment.
- Effectively position all the benefits of the property (verbally and/or written) by aligning our unique insights to customer key priorities.
- Engages the customer by deliberately linking their business priorities to our value proposition that differentiates us from our competitive set.
- Become a subject matter expert by obtaining a deep knowledge of current economic trends, industry trends, regulations and potential new business opportunities within designated vertical market(s) where applicable.
- Understand the customer buying process, can identify multiple key meeting influencers and roles within the process and demonstrates the ability to steer conversations, manage and take control of the buying process to a favorable outcome while maintaining company/financial objectives.
- Prospect by researching ways to find leads within the venue’s market. Take initiative to qualify each individual lead and targeted clientele through detailed review of prospective client’s event impact on the Stadium and strategies for engagement. Develop organizational efficiencies to support the VP of Sales in consistently interact with clientele.
- Develop and maintain relationships with top third parties, experiential agencies and partners associated with groups if 10,000 attendees or greater with repeat business potential in the Las Vegas market.
- Senior Sales Manager will focus on closing groups of 2,000 people or greater
- Take initiative in the planning of site visits by effectively developing experiences while clients are on site to include food and beverage, gifting, routes, and collateral. Support the VP of Sales in conducting site visits when necessary.
- Continuously monitor and develop efficiencies within Sales CRM by inputting customer data, ensuring follow-up deadlines are set and met, and ensuring accurate reporting of revenue numbers.
- Initiate contact of leads under the general direction of the VP of Sales by responding in a timely manner, exploring client’s event needs, and properly pitching event spaces and experiences.
- Create estimates and proposals that are tailored to each individual client and speak to key factors why a client should book with Allegiant Stadium. Edit and customize estimates and proposals in a timely manner while communicating clear and concise information to each client.
- Strategize with the Senior Director of Sales & VP of Sales to identify appropriate strategy to close sale and draft agreement based on event and venue qualifications.
- Use a variety of techniques to develop friendly and trusting relationships with clients to maintain their valued business with the company.
- Support the sales’ teams travel to trade shows and client visits by organizing out of market experiences, developing and organizing collateral, coordinating travel schedules, and arranging for gifting to include presenting gift options, securing gifts, and arranging for transport.
- Travel to trade shows and out of market sales initiatives when necessary and at least 4 times per year.
- Collect deposits and execute contracts which involve tedious follow up and being available to answer questions related to contract line items and redline directly form client.
- Collaborate with VP of Sales to create sales presentations and marketing collateral.
- Stay up to date on corporate event and Las Vegas trends through daily research and communicate this information to the sales and leadership team to assist with the teams overall strategy and knowledge of the industry.
- Maintain membership in top tier industry organizations on behalf of Allegiant Stadium.
- A minimum education level of: Bachelor of Arts/Sciences Degree (4-year)
- 5 years of related work experience
- 2 years of experience selling large complex group business, either in hotels or venues.
- Must possess the following; Contract Negotiations, Customer Relations, Presentation, Problem Solving, Critical Thinking, Strong Communication, Strong Listening, Time Management and Organization Skills.
- Requires evenings and weekend travel and networking.
- Strong interpersonal skills with the ability to communicate effectively with guests and other Team Members of different backgrounds and levels of experience.
- Must be a self-starter with the ability to work both independently, and within a team
- Networking skills with a proven ability to build and foster relationships with clients
- Existing relationships with Experiential Agencies, Third Parties, local DMC’s and customers.
- Proficiency in Microsoft Office Suite (Word, Excel, Outlook, and PowerPoint)
- Must have a knowledge of special events
- Must have exposure to a sales environment and knowledge of sales strategies and the ability to implement these strategies
- Event Sales or Event Management in a similar facility is preferred
ASM Global is an Equal Opportunity/Affirmative Action employer, and encourages Women, Minorities, Individuals with Disabilities, and protected Veterans to apply. We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
We thank all applicants for their interest, however, only those selected for an interview will be contacted.
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