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Territory Sales Manager for Events

2 months ago

Irvine, California, United States PRA Business Events Full time
Regional Sales Manager

PRA is a leading firm in business event management, creating exceptional experiences that inspire and drive progress. 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 model, allowing for some remote work flexibility during the week. Candidates must reside in the designated area for this role.

Key Responsibilities:
  • Enhance overall sales performance by establishing strong relationships with new clients and expanding existing accounts while ensuring exceptional client experiences and financial success.
  • Maintain and nurture relationships with key accounts while actively pursuing new business opportunities to sustain a healthy pipeline of prospects.
  • Engage in industry-related organizations and local communities to foster business development and achieve leadership recognition when feasible.
  • Skillfully qualify leads and devise innovative program strategies to secure business and meet individual annual sales targets.
  • Collaborate with Experience Designers and the Creative Team to develop proposals that align with client objectives and budgetary constraints. Deliver compelling presentations to potential clients.
  • Organize and conduct site inspections for clients, build personal connections, and entertain clients effectively.
  • Finalize agreements with clients, ensuring program deposits and signed contracts are secured before transitioning to the event production team.
  • Estimate projected budgets (revenue and gross profits) from programs and input data into Salesforce for revenue tracking, ensuring financial goals are met.
  • Oversee travel and client marketing budgets and schedules, obtaining necessary approvals.
  • Initiate sales outreach and conduct follow-ups.
  • Regularly update hoteliers and clients on new venues, services, and destinations through locally-driven marketing strategies.
  • Be accessible during programs for client communication.
  • Work closely with Business Development to address all referral leads from hotels and clients.
  • Collaborate with Experience Designers and Event Producers to fulfill client expectations and create unforgettable experiences.
  • Ensure sales and gross profit objectives are achieved while exceeding client program expectations.
  • Follow up with clients regarding future program opportunities and generate leads through the pay-it-forward initiative.
  • Stay informed about industry trends and developments.
  • Partner with and educate the Global Sales team on local market and program opportunities, providing quarterly destination updates.
  • Implement and execute the business and marketing strategy for the destination.
Qualifications:
  • A minimum of 5 years of experience in sales, particularly in a DMC, incentive travel, event management, or a related field is preferred.
  • A Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or a related discipline is preferred.
  • Familiarity with client development processes, including new business acquisition, lead follow-up, proposal presentation, and closing deals.
  • Understanding of program design and development from inception to contract.
  • Demonstrated ability to consistently meet sales targets.
  • Capability to provide solutions and resources for challenges that may arise during program development and sales.
  • Ability to interpret, define, and document complex program requirements.
  • Strong relationship-building skills with suppliers, partners, hoteliers, and the community.
  • Negotiation skills with suppliers/partners on behalf of clients for optimal locations and terms.
  • Professional representation of PRA at client meetings, site inspections, industry functions, and staff meetings.
  • Ability to analyze and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
  • Proficient in preparing reports, writing business correspondence, and developing proposals and sales reports.
  • Effective presentation skills to convey information and respond to inquiries from clients, supplier partners, and hoteliers.
  • Ability to calculate program costs, profit margins, and perform other mathematical tasks involved in proposal development and contract negotiation.
Compensation: Base salary of $85,000 with commission potential for an all-in target of $120,000-$135,000.

Benefits: Comprehensive benefits package including Medical, Dental, Vision Insurance, 401(k) with Company Match, Disability Insurance, Life Insurance, Employee Assistance Program, Paid Time Off, and more.

PRA is committed to sustainability and social impact, with ongoing 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 Capabilities Include:

Creative Event Design + Production; Local Excursions; Tours; Teambuilding; 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.