Sales Manager (NCS) - Baltimore Convention Center

THIS IS A NON-CIVIL SERVICE POSITION
 

Salary Range:    

$76,299.00 - $122,078.00 Annually
 

Hiring Salary Range:    

$76,299.00 - $99,188.00 Annually

Get to Know Us
Welcome to the City of Baltimore! Experience the reward of a fulfilling career and enjoy the added element of excitement in a vibrant, diverse atmosphere. The City of Baltimore offers limitless opportunities to help drive social impact, both on the job and in the community, while serving its citizens. Join us in making Baltimore a great place to live and work. In the City of Baltimore, we hire great people and provide them with the skills and opportunities to grow toward their career aspirations. If you are looking for a career change or are interested in learning more, explore our opportunities and benefits programs. We are excited to have you as a part of the City of Baltimore Team! The city offers medical, prescription drug, dental, vision, optional life, AD&D, and FSA plans. This office also supplies wellness programs, support groups, and workshops. You can learn about our benefits here: https://humanresources.baltimorecity.gov/hr-divisions/benefits

Job Summary     
The Sales Manager is responsible for prospecting, selling, negotiating and booking events at the Baltimore Convention Center.  As one of several members of the Convention Sales team, a Sales Manager works with minimal supervision from an administrative superior and is expected to generate leads, respond to client inquiries and resolve problems.  Often, the work outcomes are needed to be delivered with limited lead time.  The results of their efforts ensure that they successfully secure long and short-term bookings of business to maximize the use of the BCC, thus providing vital economic impact for the City of Baltimore and State of Maryland.   A Sales Manager will collaborate with internal departments, service providers, Visit Baltimore and other hospitality industry partners to secure larger citywide business, as well as booking the BCC’s annual, local and regional business within 0-18 months. This position has a dedicated focus to bring “new” business to the BCC through prospecting efforts and lead generation.  All actions of the Sales Manager must be in accordance with the policies and procedures of the BCC and the City of Baltimore. This position is a part of the Sales, Services, and Marketing department and reports directly to the Assistant Director of Sales.    

A Sales Manager is an exempt-from-overtime position and is classified as essential personnel within the City of Baltimore. The work of this individual involves working evening, weekend, and holiday hours as needed.  Additionally, the employee must return phone calls and be reachable via phone within a reasonable amount of time in support of their events and accounts. The employee may occasionally be required to travel to conventions and meetings in the industry representing the Baltimore Convention Center and the City of Baltimore.                                                                  

Essential Functions  

Sales Process  

• Conducts initial discovery with clients who reach out to BCC via walk-in appointments, phone calls, emails and website inquiry form.
• Call on prospects to solicit business, qualify function space requirements, determine support services needed, identify available facilities, and develop pricing strategies.
• Manages and maintains detailed account, contact, follow-up and event booking details in Momentus system.
• Schedules, prepares for, and conducts sales presentations and site inspections of the BCC alongside appropriate departments, partners and leadership. Prepares and presents sales proposal documentation to prospective clients based on event requirements, ensuring dates, times and leased space are accurate.
• Conduct contract procedures, negotiations, revisions and amendments as outlined in the sales process.
• Work closely with the convention services team, and service providers (A/V, F&B, Telecom, Utilities) to ensure that a customer’s contract terms are applied and there is a seamless transition from sales to service.
• During events (which may include nights weekends), checking in with clients and BCC staff to ensure client satisfaction.

Relationship Building & Sales Approach

• Researches, identifies and engages with prospective local, national, international, convention, trade, corporate, public, and gala show clients to sell space and services of the facility within 0-18 months.
• Develop and enhance customer relationships to secure repeat business. Develop and maintain an accurate, up-to-date and comprehensive knowledge of BCC comp set and competitors.
• Effectively use this information to accentuate the positive features and advantages we have as a facility and destination versus other alternatives.
• Makes cold sales calls to investigate and obtain new business.
• Generates leads for future business by participating in daily, monthly, quarterly prospecting goals and sales efforts.  
• Develops and maintains positive relationship with Visit Baltimore’s sales department, as well as the Baltimore hotel community.
• Serve as the main point of contact for all City agency (Municipal) event requests.
• Attends industry meetings, networking functions, and other events for relationship building, prospecting, and maintaining customer relationships.  

Sales Goals

• Meet all assigned sales goals for prospecting, outside calls and converting definite business by managing time and assigned market segments effectively. Achieve individual and team goals for sales requirements and associated revenues.
• Prepare and implement account action plans to secure new business.  

Other

• Ability to work independently and effectively as a self-starter with limited supervision on daily activities.
• Performs other related work and duties as assigned.

Minimum Qualifications

Education: A bachelor’s degree in business, public relations, hospitality, marketing, or related field from an accredited college or university. * Commensurate experience will be considered in lieu of degree*

AND

Experience: Two to three years of sales experience in a customer-oriented field.  Hospitality industry experience is preferred.

Note:  Additional experience in leadership within hospitality, convention services or related field may be substituted on a year- for- year basis for the required education.  

Preferred – Possesses professional event-based certification(s) (CASE, CEM, CMP, CVP, etc) and is actively engaged with industry professional organizations (ASAE, IAEE, IAVM, MPI, PCMA, etc)  

OR
 

Equivalency Notes: Have an equivalent combination of education and experience.

Licenses, Registrations, and Certificates: Have a valid Maryland Class C Noncommercial driver's license or an equivalent driver's license and be eligible to obtain a Baltimore City driver’s permit. PROVISIONAL DRIVER’S LICENSES ARE NOT ACCEPTABLE. 
 

NOTE: YOU MUST UPLOAD A COPY OF YOUR VALID DRIVER’S LICENSE WITH THE APPLICATION AT THE TIME OF APPLYING. 

Knowledge, Skills, and Abilities    

• Excellent communication, relationship building, interpersonal skills, and sales skills
• The ability to work both independently and as a team member, while establishing effective working relationships
• Flexibility and ability to prioritize responsibilities in an ever-changing work environment as this job may require travel, working irregular hours to include weekends, and evenings.
• Demonstrates a sense of urgency and the ability to meet deadlines, prioritize work, and handle multiple responsibilities, even with limited supervision.
• Strong working knowledge of computer systems and related software applications including experience working in Customer Relations Modules (CRM)
• Demonstrates a high level of proficiency with Microsoft suite applications such as Word, Excel, PowerPoint, and Outlook.  
• Superior organizational skills as well as the ability to maintain records and files.
• Ability to translate specifications into working documents for the departmental staff of the Center in accordance with client’s specifications.
• Ability to evaluate details and detect gaps in information.
• Ability to understand, identify, and articulate the cause-and-effect of decisions made by self and by others.
• Ability to read, interpret, and explain contract language.
• Knowledge of universal meeting, exhibit, convention and other hospitality methodology, practices and operating procedures.
• Ability to read and interpret floor plans to determine feasible use of convention facility space.

Additional Information

Background Check    
Eligible candidates under final consideration for appointment to positions identified as positions of trust will be required to complete authorization for a Criminal Background Check and/or Fingerprint screening, and must be successfully completed.

Probation    
All persons, including current City employees, selected for this position must complete a 6-MONTH mandatory probation.

Baltimore City Government is an Equal Employment Opportunity Employer, and we are committed to a workplace that values diversity, equity, and inclusion. The City of Baltimore prohibits discrimination on the basis of race, color, religion, age, sex, ancestry, creed, national origin, disability status, genetics, marital status, military service, sexual orientation, gender identity/expression, or any other characteristic protected by federal, state, or local laws.  Applicants requiring accommodation during the hiring process should contact the Department of Human Resources directly. Requests for accommodation should not be attached to the application.

BALTIMORE CITY IS AN EQUAL OPPORTUNITY EMPLOYER