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Territory Sales Executive for Events

2 months ago

Irvine, California, United States PRA Business Events Full time
Job Overview

Regional Event Sales Manager

PRA is a premier business event management organization, renowned for crafting exceptional experiences that inspire and propel businesses forward. By merging Passion, Reach, and Authenticity, PRA collaborates with clients to design innovative, multi-sensory attendee experiences that leave a memorable impact.


This position offers a hybrid work arrangement, allowing for flexibility with remote work during the week. Candidates must reside in the designated area for this role.


Key Responsibilities

  • Enhance overall sales performance by establishing vital relationships with new clients and expanding existing accounts while ensuring exceptional client experiences and financial success.
  • Maintain and nurture relationships with key clients while actively pursuing new business opportunities to build a robust pipeline.
  • Engage in industry-related organizations and local communities to foster business development and achieve leadership recognition.
  • Effectively qualify leads and devise innovative strategies to secure business and meet individual sales targets.
  • Collaborate with Experience Designers and Creative Teams to develop proposals that align with client objectives and budgets, delivering compelling presentations to potential clients.
  • Conduct site inspections for clients, fostering personal connections and entertaining clients.
  • Conclude business agreements with clients, ensuring program deposits and signed contracts are secured before transitioning to the event production team.
  • Project budgets (revenue and gross profits) from programs and input data into Salesforce for revenue tracking and financial target achievement.
  • Oversee travel and marketing budgets and schedules, ensuring appropriate approvals are obtained.
  • Initiate sales outreach and maintain follow-up communications.
  • Regularly update clients and hoteliers on new venues, services, and destinations through localized marketing strategies.
  • Be accessible during programs for client interactions.
  • Work closely with Business Development to respond to all referral leads from hotels and clients.
  • Collaborate with Experience Designers and Event Producers to meet client expectations and create unforgettable experiences.
  • Ensure sales and profit goals are met while exceeding client program expectations.
  • Follow up with clients regarding future program opportunities and generate leads through referral initiatives.
  • Stay informed about industry trends and developments.
  • Partner with the Global Sales team to educate them on local market opportunities and send regular updates to keep them informed.
  • Implement and execute business and marketing strategies for the destination.

Qualifications:

  • A minimum of 5 years of experience in sales, preferably within a DMC, incentive travel, event management, or a related field.
  • A Bachelor’s degree in Hospitality & Tourism, Business Management, Marketing, Communication, or a related discipline is preferred.
  • Proficient in client development, including new business acquisition, lead follow-up, proposal presentation, and closing deals.
  • Knowledgeable in program design and development from inception to contract.
  • Demonstrated ability to consistently meet sales targets.
  • Skilled in providing solutions to challenges that may arise during program development and sales.
  • Adept at interpreting and documenting complex program requirements.
  • Capable of developing and maintaining strong relationships with suppliers, partners, hoteliers, and the community.
  • Experienced in negotiating with suppliers on behalf of clients for optimal terms and locations.
  • Professional representation of PRA at client meetings, site inspections, industry functions, and staff meetings.
  • Ability to analyze and interpret client proposal requirements, RFPs, contracts, and financial documents.
  • Proficient in preparing reports, business correspondence, proposals, and sales reports.
  • Effective in presenting information and responding to inquiries from clients and partners.
  • Capable of calculating program costs, profit margins, and performing other mathematical tasks related to proposal development and contract negotiation.

Compensation: $85,000 base salary with commission potential, targeting an all-in compensation of $120,000-$135,000.

Benefits: Medical, Dental, and Vision Insurance, 401(k) with Company Match, Disability Insurance, Life Insurance, Employee Assistance Program, Paid Time Off, Parental Leave, Pet Insurance, Flexible Spending Accounts, among others.


PRA excels in uniting organizations through strategic content, brand engagement, and authentic destination experiences, with local teams across the US covering over 29 premier destinations. Our remote execution team is equipped to plan exceptional meetings and events anywhere our clients envision.

We are committed to sustainability and social impact, with initiatives focused on carbon reduction, zero waste, and supporting diverse suppliers for client events, emphasizing equity, diversity, and inclusion.

Our Corporate and Incentive Program Planning Services Include:

Creative Event Design + Production; Local Excursions; Tours; Team Building; Offsite Events; Digital + Hybrid Programming; Health + Safety Logistics; CSR + Giveback Initiatives; Sustainable Planning Services; Transportation Logistics; Staffing; Content Creation; Graphic Design + Branding; Gifting.

For more information, please visit our website.