Associate Director of Group Sales
2 weeks ago
WHO WE ARE
Arena Stage is the voice of American theater resident in our nation's capital. Focused on American artists, our productions are innovative and representative of stories from across the country. We nurture new plays and reimagine classics. We celebrate our democracy and diversity through a multitude of voices in our productions and community engagement programs to inspire people to action.
WHAT WE VALUE
A work culture that values experimentation and collaboration.
Excellence in all aspects of our endeavor.
Diversity, Equity, Accessibility and Inclusion throughout the Organization and within our audience and the community.
Community Service through education and public engagement.
Lead effective partnerships and collaboration to serve artists and arts professionals.
WHAT YOU'LL DO
The Group Sales Manager is our champion of connection. They lead the effort to bring communities, schools, corporations, tour groups, and special audiences together under our roof. Through a strategic balance of hospitality, hustle, and heart, this role drives significant earned revenue, expands our audience base, and ensures that every group-large or small-feels excited, welcomed, and eager to return.
This role oversees the full scope of group sales operations, including pipeline development, client stewardship, sales forecasting, partnership cultivation, and collaboration with internal departments to ensure seamless patron experiences.
RESPONSIBILITIES:
Strategic Sales Leadership
Develop and execute robust annual group sales strategies that align with organizational goals for attendance, revenue, and audience diversification.Create dynamic sales campaigns and outreach initiatives to engage new and returning groups, including schools, alumni associations, travel groups, social clubs, the military, senior communities, and more.Analyze market trends and competitive data to identify new revenue opportunities and offerings.Pipeline & Account Management
Lead all inbound and outbound group sales efforts: prospecting, pitching, negotiation, contract facilitation, and fulfillment.Cultivate strong relationships with key accounts, providing exceptional client service with timely communication and thoughtful recommendations.Establish annual group sales targets and deliver consistent progress updates through detailed reporting and CRM management.Audience Experience & Collaboration
Serve as the internal ambassador for group audiences, working closely with Box Office, Front of House, Community & Engagement, and Production to create memorable group experiences.Oversee group order fulfillment, including invoicing, payment tracking, seat assignments, and special accommodations.Coordinate group-related perks such as talkbacks, receptions, and tailored experience enhancements to boost conversion and retention.Marketing & Partnership Development
Collaborate with the marketing team to craft compelling messaging, digital assets, and sales collateral tailored to group buyers.Represent the organization at networking events, tradeshows, travel bureaus, and industry association meetings to recruit new group business.Grow and maintain strong relationships with tourism partners, concierges, and travel planners to enhance market visibility.Operational Excellence & Reporting
Utilize audience data and Tessitura to track performance, identify trends, and optimize pricing strategies.Create forecasting models and performance dashboards to guide decision-making and revenue projections.Ensure compliance with organizational financial policies and reporting requirements.The Washington Drama Society, Inc., Arena Stage does not and shall not discriminate on the basis of race, color, religion (creed), gender, gender expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations.
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