City of Raleigh North Carolina

Compensation

Full Description

The Senior National Sales Manager position manages key, complex business account relationships and contracts at the Convention Center. The scope and level of responsibility include direction and oversight of sales contracts of $500,000 or more, which requires high-level negotiation, analytical, and independent decision-making skills in managing accounts of this nature, as well as advanced skill in developing and maintaining business relationships of a high magnitude. The events can span the entire Complex and/or over multiple years. The position leads proactive sales efforts geared toward business development, leading joint sales meetings with business and sales entity partners; and overseeing participation in trade shows. The position creates a budget for annual travel and customer engagement and outlines deliverables for marketing and communication plans to support their tradeshows, conferences and client engagement. Also, proactive prospecting plans annually by researching target markets and planning outreach via various communication channels is a key job duty. About Us: The Raleigh Convention and Performing Arts Center (RCPAC) has an amazing team of people who operate four unique venues known as The Complex– Raleigh Convention Center, Martin Marietta Center for the Performing Arts, Red Hat Amphitheater, and Coastal Credit Union Music Park at Walnut Creek. Our venues are a welcoming crossroads for visitors from near and far, a gathering place for community activities, a significant economic engine, and an important tool for building positive brand awareness for the City of Raleigh. This department thrives on vision, focus, flexibility, and a commitment to operational excellence. As part of the city system, we’ve made it our mission to elevate the city’s reputation, set the standard for best practices, and raise awareness of Raleigh as a cultural and economic destination. Our ability to meet this demand speaks volumes about our team’s commitment to ongoing quality and exceptional hospitality. About You: The ideal candidate has the proven ability to develop and maintain business relationships with the confidence and advanced negotiation skills to secure rental and food and beverage contracts of $500,000. The incumbent is adept at prospecting and selling building space to generate revenue, hotel rooms, and significant economic impact while demonstrating the ability to make independent business decisions in negotiating contracts that best meet the needs of the organization. Candidates must be able to develop and cultivate relationships with the business community and be able secure external funding sources to attract business, such as the Raleigh/Wake County Business Development, Fund (BDF), Hotel Rebates, or Sports Event Investment (SEIP) funding. Work Hours: This position is expected to work Monday - Friday, 8:30 am to 5:00 pm with some nights and weekends required based on event schedules. This position also has occasional travel required. The intent of this job description is to provide a representative summary of the major duties and responsibilities performed by employees in this job. Employees may be requested to perform job-related tasks other than those specifically presented in this description. • Sales -Solicits and actively prospects business, develops and writes proposals. Develops and engages in proactive prospecting plans annually by researching target markets and planning outreach via various communication channels • Contract negotiation: Independently negotiates and manages the contract process of higher priority/higher impact contracts of $500,000 or more, including revenue decisions, and finalizing external funding and pricing and agreed upon terms and clauses. • Account management - Ongoing relationship building with existing and prospective clients. Maintain effective, professional relationships throughout sales process to ensure new and repeat sales. manage national, regional, and local sales accounts to maximize Raleigh Convention Center occupancy, revenues, hotel room nights, and overall economic impact. • Community Engagement - Develop and maintain effective business relationships and community engagement; collaborate with existing and potential clients, internal and external stakeholders and community industry leaders. Actively Seek out leadership opportunities in local organizations and industry societies and associations. • Budget and Planning - annual sales plan and budget creation for industry tradeshow/conferences, sales missions and customer engagement. Create marketing and communication plan to support tradeshows/conferences/client engagement. Education and Experience: Bachelor's degree in marketing, Business, Public Administration, or related field; 3 to 5 years' experience in marketing, business, public and media relations, promotional and sales strategies, project management, or related field OR Any equivalent combination of training and/or experience that provides the required knowledge, skills and abilities may be substituted Knowledge of: • Marketing, business, public and media relations • Promotional and sales strategies and techniques • Meeting and convention industry best practices and trends • Principles and practices of program administration and management • Modern office practices and procedures including the use of standard office equipment and computer applications such as word processing, database, and spreadsheet applications Skill in: • Customer service • Critical thinking and analysis • Negotiation • Verbal and written communication • Preparing original reports, documents and presentations • Developing marketing communication plans, strategies and/or contract proposals to meet client needs Ability to: • Prioritize multiple projects and demonstrate problem-solving • Make complex business decisions to layer business, increase revenue opportunities, and drive operational efficiencies • Consult with other departments and industry-wide partners to gather data and make informed decisions • Negotiate high priority/high impact contracts independently, including revenue decisions, external funding sources, and contract legal clauses ADA and Other Requirements: Work Environment and Physical Effort: Sedentary: Exerting up to 10 pounds of force occasionally, a negligible amount of force frequently, and/or constantly having to lift, carry, push, pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met. Work Environment: Work is typically performed in an office or similar indoor environment. Employees may occasionally work in or around construction sites or vehicles. Work Exposures: Employees may occasionally interact with individuals who are hostile or irate. The City of Raleigh is an Equal Employment Opportunity (EEO) employer. Accommodations for individuals with disabilities are available upon request.