Title
Sales Manager
Type of Position
Full Time
Annual Salary
$50,000 - $60,000 base salary + Commission Incentive
Job Summary
The Sales Manager is responsible for driving sales and building prospective client relationships for events that fall within the DECC’s Tier 2 revenue range. This will include association and corporate markets for conferences, meetings, and social events. This role requires a proactive approach to sales, exceptional hospitality and customer service skills, along with the ability to work collaboratively with various DECC departments and Visit Duluth to ensure successful events. The role covers: winning new mid-market business, running the inbound inquiry pipeline, and playing an active supporting role in the buildout of the DECC sales team.
Required Education and Experience
- Bachelor's degree in Business, Marketing, Hospitality Management, or a related field, minimum of 2 years of experience in sales and/or equivalent relevant combination.
- Relevant experience in the hospitality, venue, convention hotel or events industry.
- Strong written communication, particularly proposals, negotiation and client correspondence.
- Excellent organizational and time management abilities.
- Proficiency in software and Microsoft Office Suite ability to learn EBMS system and keep organized tracking and notes.
- Ability to work independently and as part of a team.
- High level of professionalism and customer service orientation.
- Creative problem-solving skills and ability to manage difficult situations with a calm demeanor, as needed.
- Ability to thrive in a fast-paced environment adapting to changes, and unexpected events.
- Ability to work evenings and weekends around events.
- Travel regionally for prospective client meetings and professional development opportunities.
Essential Functions (Reasonable accommodations may be made for individuals with disabilities.)
New Business Prospecting
- Identify and pursue mid-market corporate meetings, larger local social and gala events, and state-level associations in Minnesota and its bordering states (North Dakota, South Dakota, Iowa, Wisconsin).
- Build and maintain a prospect pipeline in the CRM, with consistent activity tracking and follow-up.
- Represent the DECC at regional association meetings, regional chamber events, trade events, and site visits as needed.
Inbound Handling & Sales Execution
- Manage the general event inquiry pipeline. Responding promptly and qualifying each lead. Pass potential entertainment leads to the entertainment booking team or escalate Tier 1 opportunities to senior staff.
- Conduct site tours for qualified prospects, tailoring the spaces and services that fit their program. Tailor talking points to the event's size, format, etc.
- Prepare consultative-style RFP responses and proposals within proposal software
- Negotiate acceptable terms for both parties and issue contracts within established guidelines.
Cross-Department Collaboration & Sales Department Development
- Partner with the Event Managers to hand off contracted business seamlessly
- Collaborate across departments to ensure communication of accurate internal capabilities to client during the sales process
- Assist in the development of Training Materials and process documentation by creating step-by-step guides and client-facing materials
- Develop templates and checklists for proposals and client follow-up.
Measures of Success
Revenue booked from assigned territories, inbound response time, RFP turnaround, and client satisfaction at handoff and after the event. The success of a healthy event is measured in part by the financial health of contracted events, including margin, which reflects the pricing, packaging, and negotiation choices made at the point of sale.
Schedule
This position is full time, at least 40 hours a week, typically day hours, Monday through Friday. Some days may require shifts outside of the typical schedule. Must be flexible and able to work evenings and weekends around events and outside the typical hours to conduct site inspections, travel, or attend to other business needs.
Physical Demands and Work Environment
There can be prolonged periods of sitting at a desk and working on a computer. This position will also need to be able to walk, be in motion, and move to different areas of the convention spaces, including outdoors. Must be able to lift 25lbs.
Most of the work is conducted in an office setting, there can be prolonged times of sitting and using a computer. The noise level is usually quiet but can be loud on occasion. The temperature can fluctuate from hot, cold and moderate.
Additional Eligibility Requirements
- Must be 18 years of age or older
- Must have a valid driver's license
- Must have a cell phone
- Successful completion of reference checks
- Successful completion of a background check
- Successful completion of a drug test, if applicable
Supervisory Responsibilities
None
Work Authorization/Security Clearance Requirements
The DECC uses USCIS Form I-9 to verify the identity and employment authorization of individuals hired for employment. On the form, an employee must attest to his or her employment authorization. The employee is required to present the DECC with acceptable documents evidencing identity and employment authorization at the time of hire. The DECC will examine the employment eligibility and identity document(s).
The list of acceptable documents can be provided by Human Resources.
At-Will Employment
This position is at will. This means if you are offered the position and accept, your employment with the DECC is for an indefinite period of time and it is subject to termination by you or the DECC, with or without cause, with or without notice, and at any time. Nothing in this job description or any other policy of the DECC shall be interpreted to be in conflict with or to eliminate or modify in any way, the at will employment status of this position.
The at will employment status of an employee of the DECC may be modified only in a written employment agreement with that employee which is signed by the Executive Director or the Chair of the DECC Board of Directors.
By your signature below, you acknowledge your understanding that your employment with the DECC is at will, and that nothing in this description is intended to constitute a contract of employment, express or implied.
EEO Statement
The DECC is an Equal Opportunity Employer. In order to provide equal employment and advancement opportunities to all individuals, employment decisions will be based on merit, qualification and ability. The DECC does not discriminate in employment practices on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation or any other characteristic protected by law. The DECC will follow any state or local law that provides greater protection. This policy is neither exhaustive nor exclusive. The DECC is committed to taking all other actions necessary to ensure equal employment opportunity for persons with disabilities in accordance with the ADA and all other applicable laws.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.
Duties, responsibilities and activities may change at any time with or without notice.
Uniform
Business casual is the standard attire but can occasionally fluctuate. Uniform requirements can change based on client or customer interactions and various events both externally and within the facilities.
Travel Required
Regularly
FLSA Classification
Exempt
Type of Position
Full-Time
Type of Employment
At-Will
Department
Sales
Reports to
Associate Director of Sales
Benefits:
- Free Parking
- Employee wellbeing initiatives
- Monthly bus pass bus reimbursement program
- Public Employee Retirement Account (PERA) – Pension Plan – with employer match
- Optional Minnesota Deferred Compensation Plan
- Free Employee Assistance Program
- More benefit details here: Benefits HERE
What is the DECC?
The Duluth Entertainment Convention Center (DECC) is a collection of ten venues hosting conventions, meetings, sports, arts, and entertainment right on the waters of Lake Superior in vibrant Canal Park. The DECC offers spectacular views of the Duluth Aerial Lift Bridge and excellent walkability.
Steps away from charming Canal Park and Downtown Duluth, guests enjoy shops, restaurants, and easy access to hotels. The Duluth Lakewalk and Bayfront Festival Park are just outside our doors.
Home to Duluth Superior Symphony Orchestra, the Minnesota Ballet, UMD Men’s and Women’s Bulldog Hockey, the Olympic gold-winning Duluth Curling Club, and the William A. Irvin floating museum / Duluth Haunted Ship, the DECC is the heart of regional entertainment.
Our commitment to sustainability means that all the events we host bring economic and environmental benefits to our city.
Mission:
We host events, create experiences, and drive our regional economy.
Values:
- Community
- Hospitality
- Excellence
- Fun
The DECC is an Equal Opportunity Employer committed to creating an inclusive environment for all employees and interns.
