Position:         Sales Manager

Department:  Sales

Reports To:     General Manager and Sr. Sales Manager

FLSA Status:    Exempt/Salaried

Summary

The Sales Manager is responsible for the selling, soliciting, and servicing event bookings for the Wilmington Convention Center with a primary focus on Social, Military, Educational, Religious and Fraternal (SMERF) groups, Sports/Recreation, and Public Consumer Shows. Additionally, this position is responsible for managing bookings in other business markets as assigned.

Essential Duties and Responsibilities

• Exceeds assigned sales goals in support of achieving the annual budget
• Responds promptly (within a 24-hour turnaround) to inquiry calls, RFPs, and client requests
• Proactively develops new sales leads and manages client accounts
• Prepares and issues cost proposals and License Agreements
• Maintains accurate records of inquiries, proposals, and bookings
• Represents the facility at key industry events, including sales conferences, conventions, and tradeshows, as aligned with the sales budget and GM approval
• Conducts persuasive sales presentations, both on-site and off-site
• Ensures accuracy, professionalism, and highest level of customer service in all communications and interactions
• Fosters strong collaborative relationships with the Wilmington and Beaches CVB, hotel partners, and other key industry and community stakeholders
• Utilizes data analytics to track leads and bookings, identify trends, and refine sales strategies
• Monitors industry trends and competitor activity to maintain a competitive edge
• Abides by approved pricing guidelines, booking policies, and standard operating procedures
• Engages in team events and activities
• Participates in weekly sales meetings to review prospects, bookings, challenges, and goals

• Supports the General Manager in developing and maintaining the annual sales budget, sales action plans, and annual reports

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 is preferred, but 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
• Quick to learn and efficiently use various industry-specific software programs
• Event booking software (e.g., VenueOps) for managing client relationships and tracking sales
• Data analytics (e.g., Excel) for tracking performance metrics and generating reports
• 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.

ASM Global/The Wilmington Convention Center is an Equal Opportunity/Affirmative Action employer and encourages women, minorities, individuals with disabilities and protected veterans to apply. We are a VEVRAA Federal Contractor. Applicants who need reasonable accommodations to complete the application process may contact (910)251-5101 for further assistance.