Sr. Sales Manager

As a Senior Manager of Sales with Opry Entertainment Group (OEG), you'll sell and organize private events, ensuring the success and profitability of a multi-experiential live music venue, bar and restaurant. You'll assist venue and corporate leadership with developing sales strategies to achieve sales objectives. You'll also provide guidance to the sales team and an events management team in the successful implementation of events. As the ideal candidate, you model teamwork, service and integrity to foster a positive and productive work environment to deliver exceptional service to guests through unforgettable experiences. Reports to General Manager.  

• Lead and manage the on-site events management team in the successful execution of events.
• Motivate a sales team to support a positive, high-performing, and results-driven culture. Assist with financial responsibilities such as budget, forecast, pace, and goals. Communicate to ensure team is educated and meeting fiscal responsibilities.
• Identify opportunities for team development and provide training and resources to offer personal and professional growth.
• Actively solicit new business opportunities by conducting effective sales calls, external sales visits, and presentations to potential clients. Handle special event inquiry calls, negotiate space, assist with development of catering menus, create event proposals and conduct site inspections.
• Represent the Company in communicating with prospective clients, planners and vendors, including checking availability and placing holds, conducting site visits, creating budget estimates, and explaining venue policies, procedures and best practices.
• Assist in developing sales strategies. Identify target markets, trends, and competitor opportunities to gain a competitive edge. Monitor changes in the local sales/special events industry and develop strategies to improve and adjust to those changes.
• Generate new leads from cold calls and negotiate and close contracts. Identify and evaluate potential business from existing corporate and entertainment clients.
• Ensure all invoices and paperwork are submitted to Accounting promptly and within deadlines. Ensure all monies are collected prior to each event. Maintain procedural documentation to meet all internal accounting, audit and financial controls.
• Attend weekly meetings with operations management to review upcoming events for the week and attend pre-shift with the staff on nights of events.
• Assist with developing and enhancing catering and banquet menus that promote upselling options based on dynamic pricing opportunities.
• Submit monthly reports, including PACE, Monthly Sales Plan, site visits, and cross-sell opportunities. Responsible for financial aspects involved in promoting and selling venue and achieving overall financial sales goals/targets. Provide updates on strategies and financials at monthly operating reviews.
• Ensure events are accurately scheduled to avoid conflicts with other departments and identify booking opportunities.
• Provide oversight of event operations and location to company standards.
• Perform other duties as assigned.

Qualifications Education

• Degree in business-related field preferred

Experience

• 5+ years' experience in event and catering sales
• 2+ years' leadership experience
• Experience using event calendar/tracking systems such as Tripleseat Guest & Event Management
• Experience managing events in accordance with union and labor relations agreements preferred

Knowledge, Skills and Abilities

• Effective interpersonal, written. and verbal communication skills
• Strategic decision-making, planning and organization skills
• Sales ability and persuasiveness
• Proficient with Microsoft Office Suite

  Physical Requirements Speak and hear to communicate and use both near and far vision. Frequently sit with some walking and standing. Occasionally climb, sit, kneel, bend, steps up/down and reach above shoulder. Regularly traverse stairs and walk on uneven terrain, often while carrying product. Frequently lift/carry up to 25 lbs. Continually use gross motor skills with frequent use of bi-manual dexterity and fine motor skills for computer use.   Working Conditions In-office position, based in venue. Moderate background noise typical of a collaborative office setting. Occasionally in entertainment and restaurant venue with large crowds and elevated noise levels.