Head of Private Event Sales

2 weeks ago

Kansas City, Missouri, United States ASM Global Full time

ASM Global stands as the premier venue management and services organization, uniting individuals through the dynamic nature of live experiences. We foster an inclusive environment that prioritizes diversity, social responsibility, and environmental stewardship. Our commitment is to create pathways for our team members to enhance their skills and advance their careers.

POSITION OVERVIEW:

The Head of Private Event Sales will concentrate on generating new private event opportunities for the venue, while also nurturing existing client relationships and ensuring their satisfaction. This role involves recruiting, training, and guiding the sales team as necessary, establishing robust community partnerships, and optimizing revenue from private events. The successful candidate will be responsible for setting annual sales targets and managing the financial performance of private events. We seek an individual with a strong sales acumen, leadership capabilities, exceptional communication skills, a client-centric approach, a diligent work ethic, and the ability to juggle multiple responsibilities in a fast-paced setting. A proven track record in event sales and hospitality is essential, with an emphasis on proactive outreach and relationship building.

KEY RESPONSIBILITIES:

  • Drive sales by identifying and cultivating relationships, assessing needs and opportunities, crafting compelling proposals, negotiating agreements, documenting interactions, and ensuring timely follow-up on all sales-related matters.
  • Expand the client base, sustain existing relationships, and implement sales tactics to meet revenue objectives while ensuring client satisfaction.
  • Engage with businesses, agencies, and event planners weekly to boost private event bookings.
  • Conduct revenue projections and financial reports to evaluate performance against sales targets.
  • Contribute to the development of the annual budget for Private Events, along with the sales and marketing strategy, and other financial plans aligned with the venue's overall goals.
  • Collaborate with the venue management team to enhance operational effectiveness.
  • Work closely with corporate teams to align sales and marketing efforts.
  • Perform market research and develop strategies to attract new business.
  • Effectively manage current bookings and maintain a pipeline of inquiries, prospects, and confirmed events using the designated CRM system.
  • Ensure exceptional guest satisfaction through comprehensive staff training and a commitment to a service-oriented management style.
  • Engage with local influencers, including hotels and tourism bureaus, to promote the venue.
QUALIFICATIONS:

To excel in this role, candidates must meet the following qualifications:

REQUIRED EXPERIENCE:
  • At least 7 years of relevant sales experience, ideally within the hospitality or entertainment sectors focused on event sales.
  • A bachelor's degree or a combination of education and experience.
  • A minimum of 3 years of experience managing B2B sales teams, including entry and mid-level personnel.
  • Familiarity with local and regional markets, venue operations, and the special events industry.
  • Strong strategic and consultative selling abilities.
  • Innovative and resourceful, with an entrepreneurial mindset.
  • Proficient in financial analysis, budgeting, and marketing.
  • Able to thrive in a fast-paced environment while managing multiple tasks effectively.
  • Demonstrates integrity and values open communication at all organizational levels.
  • Excellent interpersonal skills, capable of building positive relationships across various stakeholders.
  • Adaptable to changing trends and circumstances, with a willingness to learn from experiences.
  • Strong verbal and written communication skills.
  • Basic mathematical skills, including budgeting and profit/loss analysis.
  • Proficient in computer applications, particularly Excel, Word, and CRM software.
  • Visual acuity for close and distant tasks.
  • Ability to work in a moderately noisy environment.
SKILLS AND ABILITIES:
  • Exceptional leadership, judgment, and decision-making skills.
  • Ability to foster strong relationships and effectively delegate tasks through exemplary leadership.
  • Clear communication skills for providing instructions and understanding feedback.
  • Proficient in writing contracts, memos, and reports.
  • Knowledgeable in event setup, teardown, and conversion procedures.
  • Thorough understanding of operational protocols, facility capabilities, and industry terminology.
  • Ability to perform under pressure and meet deadlines across multiple projects.
  • Flexibility to adapt to evolving situations.
  • Proactive problem-solving skills and effective communication.
  • Willingness to work extended hours, including evenings, weekends, and holidays.
  • Physical capability to move about frequently for extended periods.
TRAVEL REQUIREMENTS:
  • Willingness to travel up to 25%, both locally and nationally.
NOTE:

The responsibilities outlined above are subject to change based on organizational needs or reasonable accommodations. This document does not imply that these are the only duties to be performed by the individual in this position.

Equal Opportunity Employer:

ASM Global is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.

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