POSITION

Sales Manager

DEPARTMENT:

Sales

REPORTS TO:

Senior Sales & Marketing Manager

FLSA STATUS:

Exempt/Salaried

LEGENDS & ASM GLOBAL

Two powerhouse companies have joined forces to redefine excellence in sports, entertainment, and live events. Together, we combine unmatched expertise with a global reach, offering an end-to-end solution across all areas of venue operations and revenue generation for many of the world's most iconic brands and venues.

Legends brings a 360-degree, data-driven approach across planning, sales, partnerships, hospitality, and merchandise, working with top-tier clients to deliver exceptional experiences.

ASM Global, the world leader in venue management and live event production, oversees 400+ arenas, stadiums, convention/exhibition centers, and performing arts venues globally.

Our organization is committed to building an inclusive, innovative environment where differences drive solutions that benefit our team members, guests, and partners. Guided by our values of respect, integrity, and accountability, we create a workplace where everyone can succeed. Are you ready to be part of the team that is transforming live entertainment? Join us to make legends happen!

Essential Duties and Responsibilities

• Actively solicits and secures new and repeat business for targeted accounts/markets to meet and exceed sales goals with a primary focus on Corporate Meetings & Tradeshows, Sports/Recreation, Public Consumer Shows, and Local Non-profit Galas/Fundraisers. Additionally, this position is responsible for managing bookings in other business markets as assigned.
• Quotes and negotiates rates, prepares cost proposals and license agreements.
• Makes sales calls, conducts site tours, gives presentations, and engages prospective and repeat clients across targeted markets, both on-site and off-site.
• Creates regular correspondence, tracks proposals and decision dates of potential customers, and communicates with clients as needed.
• Abides by approved pricing guidelines, booking policies, and standard operating procedures.
• Consults with the Sales team and Catering Sales team to facilitate challenges such as dates, space, new bookings, pricing proposals, and license agreements to maximize effectiveness and achieve business goals.
• Attends sales conferences, conventions, and tradeshows both locally and out of town.
• Attends weekly Production meetings and relays changes and updates of customer needs to staff.
• Maintains accurate and up-to-date account and event records within the online booking system, including daily updates to the status of inquiries, tentative, definite, and cancelled bookings, with proper documentation.
• Ensures accuracy, professionalism, and highest level of customer service in all communications and interactions.
• Engages in team events and activities.
• Fosters strong collaborative relationships with the CVB, hotel partners, and other key industry and community stakeholders.
• Monitors industry trends and competitor activity to maintain a competitive edge.
• Participates in weekly sales meetings to discuss prospects, booking updates, challenges, goals, and align on sales strategies and priorities.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

A BS/BA in Hospitality Management, Business Administration, Marketing, Communications, or other industry-related fields will also be considered. Alternatively, candidates with at least 2 years of hospitality sales experience, particularly in SMERF, Sports/Recreation, and Public Consumer Shows, are encouraged to apply.

Skills and Abilities

• Strong organizational and time management skills with the ability to prioritize, take initiative, and meet tight deadlines.
• Self-motivated and detail-oriented approach with consistent follow-through and task completion.
• Proven ability to develop and apply effective sales strategies and techniques.
• Able to collaborate effectively with all levels of staff in a team-oriented environment.
• Demonstrates adaptability and a positive attitude to support cross-departmental communication and alignment with company culture.
• High integrity with strict adherence to sales protocols.
• Consistently demonstrates a strong commitment to hospitality.

Computer Skills

• Proficient in Microsoft Office tools including SharePoint, OneDrive, Teams, Outlook, Excel, Word, and PowerPoint.
• Ability to learn and effectively perform duties utilizing various industry software programs.
• Event booking software (e.g., Momentus Elite) for managing client relationships and tracking sales productivity.
• Video conferencing tools (e.g., Zoom, Microsoft Teams) for client meetings and presentations.

Other Qualifications 

• Duties may require the ability to not only work standard business hours, but to also work hours during the evenings and weekends, in support of event needs.
• Professional appearance required as a representative of the Wilmington Convention Center.
• Valid driver’s license given travel responsibilities.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to move around the facility; to stand for long hours during events; speak effectively with individuals and groups, and to push or lift heavy objects or equipment up to 40 pounds. This position may require work inside or outside of the building, as needed by events.

Note

The essential responsibilities of this position are described under the headings above. They may be subject to change at any time due to reasonable accommodation or other reasons. This document in no way states or implies that these are the only duties to be performed by the employee occupying this position.