Convention Sales Manager, Charlotte Convention Center

Who We Are

Charlotte will be recognized as the most sought-after city in the Southeast, known for its undeniable energy, passionate people, and captivating experiences.

Job Summary

The Account Sales Manager reviews, qualifies and responds to National and Regional business opportunities to sell space and negotiate contract terms (rates/concessions) at the Charlotte Convention Center. Works in conjunction with Visit Charlotte in attracting new opportunities, satisfying customer needs, and delivering a positive customer experience. Should grow business by building long-term client relationships.

Job Responsibilities

1. Essential Job Duties

• Responds to National and Regional business opportunities issued by Visit Charlotte, hotel community, websites, repeat customers and direct inquiries by qualifying the business and its benefit to CRVA venues and hospitality community (IEE).
• Research history on new event opportunities for the Convention Center. Research includes contacting other facilities for data, internet search to confirm legal entity and visit previous event websites.
• Maintain accurate account data in Momentus software following SOP’s.
• Determine dates to be offered and script out space needs for event bid.
• Price building and determine concessions to offer in overall bid package.
• Develop and coordinate with various departments, to create customized proposals for clients to ensure needs are addressed and client is motivated to book center.
• Be able to prioritize multiple projects and deliver results with pressing timelines.
• Make written or virtual oral presentations to meeting planners, boards of directors, or site selection committees across the U.S.
• Coordinate and lead site visit tours of Convention Center for prospective clients the exceed expectations and build client relationships.
• Issue contract requests and negotiate terms with clients to close the business. Trace for signature.
• Negotiate space modifications/date changes with client and issue amendment request. Trace for signature.
• Act as a liaison between service contractors, staff, and clients by answering ongoing questions from client to present very best the Convention Center has to offer.
• Conduct sales to services turnover to ensure smooth transition for the customer.
• Monitor deposit schedules and assist accounting in collections.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Entertain clients as their schedules allows before, during or after event; or in conjunction with site visits, this may require afterhours.
• Follows up with clients after event to express gratitude and ensure satisfaction and attempt/trace to book future dates.
• Respond to client complaints, try to negate any issues onsite and involve Director of Convention Center as needed.
• Travel with Visit Charlotte to tradeshows or other sales initiatives; assist with pre-show functions, follow-up, and ROI reporting; this requires overnight travel.
• Participate in FAMS or client entertainment with Visit Charlotte; this may require afterhours.
• Stay abreast of industry trends and practices; maintain awareness of competing destinations.
• Maintain accurate revenue projections in all bookings for center pace report.
• Assist in preparing Fiscal Year revenue forecast for budgeting by completing event profiles and updating revenue projections. Complete FY budgeting forms for business initiatives
• Attend all required CRVA weekly meetings.
• Attends industry related events (local and trade) as requested.
• May perform other duties as required; to include Roadmap, CRVA committees and task forces.

1. Consistently deliver the best in customer service. Represent our city by setting the standard in Southern hospitality. By applying the CRVA Service Standards, ensure customers’ needs are met and offer an authentic closing with appreciation by offering personalized and complete solutions that exceed expectations, to deliver memorable customer experiences.

1. Champion CRVA’s mission, vision and core values and comply with organizations policies and procedures.

Scope of Responsibility

• This job is responsible for budgetary analysis, preparation, and review.
• This job will have periodic access to confidential data including financial statements, organization records and/or minutes, and customer quotes.

Supervisory Responsibility

• This job has no supervisory responsibilities.

Knowledge and Skill Requirements

• Strong communication skills, both verbal and written.
• Excellent analytical, problem solving, critical thinking and decision-making skills.
• Demonstrate ability to effectively interact with people of diverse backgrounds.
• Self-motivation that drives individual results while being a strong team player.
• Service oriented style with professional presentation skills.
• Ability to multi-task & work, prioritize, meet deadlines, and achieve objectives.
• Business acumen and sales experience
• Contract negotiation experience.
• Understand profit and loss statements to provide best scenario for clients while maintaining profitability for the convention center.
• Business relationship development
• Motivational leader
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
• Ability to anticipate customer needs.

Education and Experience

• Bachelor’s Degree (B.A.) or equivalent from a four-year college or technical school; and three (3) years related experience and/or training in the hospitality industry; or equivalent combination of education and experience.
• CMP, CEM or CVP certifications preferred.
• To perform this job successfully, an individual should have knowledge of Microsoft Office, Outlook, Excel, PowerPoint, and Knowledge of Momentus preferred.

Physical Demands

• The employee must regularly lift and /or move up to 10 pounds.
• Specific vision abilities required by this job include Close vision. While performing the duties of this Job, the employee is regularly required to sit; use hands to handle or feel and talk or hear. The employee is frequently required to stand and walk.

Work Environment

• The noise level in the work environment is usually moderate.

Travel Required

• This job requires overnight travel based on FY business initiatives.

What We Offer

• Education Reimbursement
• 457 Plan
• CRVA University
• Employee 1st Culture
• CORE Values

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Our “employee first” culture requires engagement and engagement can’t happen without the voices of many talented and diverse individuals charting our direction.

Diversity and Inclusion is a shared responsibility for every employee at the CRVA. We are committed to respecting, valuing, and celebrating the unique personal differences that make us a stronger organization. Diverse candidates are encouraged to apply.