Regional Event Sales and Business Development Manager

1 month ago

San Diego, California, United States PRA Business Events Full time

Job Summary

We are seeking a highly skilled Regional Event Sales and Business Development Manager to join our team at PRA Business Events. As a key member of our sales team, you will be responsible for increasing overall sales volume by developing key relationships with new accounts and growing existing assigned accounts while prioritizing delivery of outstanding client experiences and financial profitability.

Key Responsibilities

  • Develop and execute strategic plans to increase sales revenue and expand existing business relationships
  • Manage and maintain existing relationships with key accounts, as well as focus on new business development to maintain a strong robust pipeline of opportunities
  • Participate in industry-related organizations and local community to develop business and attain leadership status when possible
  • Expertly qualify leads and develop innovative program strategies to win business and achieve individual annual sales goal
  • Partner with Experience Designers and Creative Team on proposal vision and program specifications to ensure completion of a solution that targets the client's goals and budget
  • Arrange and conduct site inspections for clients, entertain clients, and develop a personal rapport
  • Finalize and close business with clients, arranging for program deposit and signed contracts prior to transitioning to event production team
  • Quantify projected budgets (revenue and gross profits) from programs and enter into Salesforce for revenue tracking purposes and ensuring financial targets are achieved
  • Manage travel and client marketing budgets and schedules for appropriate approval
  • Initiate sales calls and follow up
  • Update hoteliers and clients on a regular basis on new venues, services, and destinations through locally derived marketing strategies and initiatives
  • Be available during program for client contact
  • Work closely with Business Development to respond to all referral leads from hotels and clients
  • Collaborate with Experience Designers and Event Producers to meet clients' expectations and create memorable customer experiences
  • Ensure that sales/gross profit goals are met and clients' programs exceed their expectations
  • Follow up with clients on future program opportunities and generate system leads through the pay-it-forward program
  • Remain current and knowledgeable of industry trends and developments
  • Partner with and educate Global Sales team on local market and program opportunities. Send quarterly destination overview to GSD Team to ensure they stay up-to-date in the market
  • Implement and execute business and marketing plan for destination

Requirements

  • 5 or more years of experience in sales, specifically in a DMC, incentive travel, event management, or related field preferred
  • Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or related degree preferred
  • Knowledge of client development including new business development, lead follow-up, qualifying the client, proposal presentation, and closing business
  • Knowledge of program design and development, from inception through contract
  • Proven ability to meet sales goals consistently
  • Ability to provide solutions and/or resources to challenges/opportunities that may arise during the development and sale of programs
  • Must be able to interpret, define, and document complex program requirements
  • Must be able to develop and maintain strong supplier/partner, hotelier, and community relations
  • Must be able to negotiate with supplier/partners on behalf of clients for best locations, terms, etc.
  • Must be able to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings
  • Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents
  • Must be able to respond to common inquiries or complaints from clients and/or supplier/partners
  • Must be able to prepare reports, write business correspondence, and develop and write proposals, and sales reports
  • Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers
  • Must be able to calculate program costs, percentages, profit margins, and perform other mathematical requirements involved in proposal development and contract negotiation

Salary and Benefits

The salary for this position is estimated to be between $120,000-$135,000 per year, based on performance and location. Benefits include medical insurance, dental insurance, vision insurance, 401(k) with company match, short-term and long-term disability insurance, life insurance, employee assistance program, paid vacation time, paid holidays, paid sick time, parental leave, pet insurance, flexible spending accounts, and others.

About Us

PRA Business Events guides organizations in bringing people together with strategic content, brand engagement, and authentic destination experiences. With local teams across the US covering more than 29 top destinations, and a remote execution team who can plan anywhere our clients envision an incomparable meeting or event, we offer a unique blend of creativity, expertise, and passion. Our corporate and incentive program planning capabilities include creative event design and production, local excursions, tours, teambuilding, offsite events, dine-around, digital and hybrid programming, health and safety logistics, CSR and give-back initiatives, sustainable planning services, transportation logistics, staffing, content creation, graphic design and branding, and gifting. Follow us on social media @PRABusinessEvents and visit www.pra.com for more information.

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