Background Do you want to be part of a fast paced, fun and growing organization in an emerging destination? Greenville, South Carolina has made nearly every top 10 list imaginable. Major accolades regularly roll-in from media like Travel & Leisure, Esquire, and Oprah. Named a “Top 10 Downtown in America” (Forbes); “America’s 2nd Best Town Ever” (Outside Magazine); “Top 10 Fastest Growing US Cities” (CNN Money), Greenville’s timeless southern charm, blended with big city amenities is unexpectedly cosmopolitan cool. Greenville, SC isn’t just any Greenville, it’s THAT Greenville! Now is your chance to be a part of our team.
The Sales Manager will focus on business development and relationship building in to be assigned markets. The position requires a high energy, positive and self-motivated individual who is just as comfortable jumping on a plane for a sales trip as being in the office developing a proposal for a client. Superb communications skills, an innovative sales approach and team player skills are essential – not to mention we are in search of the best talented sellers out there! Ability to adapt easily to change and thrive on creating collaborative and productive relationships with partners, customers, and internal team members. This sales manager position is a great opportunity for someone who is a relationship builder and likes to work in a fast paced environment and is hungry for not only the hunt, but the win!
Essential Duties and Responsibilities
The Sales Manager role offers an opportunity to help grow, sell and develop Greenville’s share in the assigned group/convention sales target markets in unison with the exciting new growth that is taking place in Greenville, South Carolina. Role includes generating room night hotel bookings for Greenville area hotels, securing venue bookings in the Greenville Convention Center and Bon Secours Wellness Arena (among other facilities), developing qualified and relevant single-property and city-wide prospect and client base, and presenting VisitGreenvilleSC’s unique selling points during market trips, in proposals, presentations and pitches, at tradeshows, during in-market site visits and FAM trips and at every prospecting opportunity encountered. In essence, this position is responsible for effectively soliciting and becoming not only familiar, but intimate with, your priority accounts in the defined market segments. This includes both prospecting and closing on assigned accounts.
Sales Solicitation Goals: Must comply with attainment of individual sales goals. Meet or exceed sales solicitation goals as assigned by the VP of Sales (i.e. room night production, lead production, # of site visits, etc.). Solicit assigned markets and accounts to achieve or exceed budgeted room night production and to improve hotel performance in the local marketplace. Solicit new and existing accounts to meet/exceed goals through telephone solicitation, outside sales calls, creating presentations, conducting site inspections, written communication, proposals, active pitching, etc.
Business Development/Account Production: Identify and develop new market opportunities. Grow existing accounts. Maintain client database through CRM. Track leads. Track traces. File maintenance. Monitor production of all top accounts. Evaluate trends within your market. Regularly contact/communicate/correspond with existing accounts based on tracing frequencies, selling cycles, etc. Invite clients/prospects to the destination for entertainment, tours, site inspections, FAMS, sales blitzes, etc. Make sales appointments and cold calls to consistently prospect accounts for all direct sales market segments. Maintain strong relationships with existing clients as well as develop new relationships.
Lead Generation: Handle lead/inquiries. Produce group business leads for local hotels/venues. Proactively solicit new business through sales missions, market blitzes, one-on-one sales calls, local contacts, trade shows, direct mail, email, as well as servicing calls/inquiries that come directly to VisitGreenvilleSC. Track leads.
Tradeshow Participation & Management: Includes tradeshow registration, sponsorship, booth presence, representing VisitGreenvilleSC at show, soliciting and collecting qualified leads and pertinent account info (booking venue, seasonality, space needs, peak room nights, etc.), follow-up and ROI, and trip activity reports.
Site Visits: Meet and greet and tour onsite contacts. Manage all arrangements associated with site visits and FAM tours of destination/hotels/venues/etc.
Budgets: Manage sales budget, account/solicitation expenditures as directed by VP of Sales.
Reporting. Ensure timely, prompt and accurate daily, weekly, monthly and quarterly reports on sales activities, lead generation, definite room night bookings, site visits, trip activity, communications, and other sales related goals.
Meetings/Industry Participation: Attend and participate in weekly sales meetings, attend monthly staff meetings and all-employee meetings, attend other meetings/functions as required by management. Attend monthly meetings of assigned professional organizations. Serve on industry committees and boards when appropriate as well as maintain membership in local, state, regional and national industry organizations.
Customer Service/Relationship Building: Act as a liaison between meeting planners and industry partners. Develop relationships and build partnerships with area business and hotels relative to the client’s needs. At all times be attentive, friendly, helpful, service-oriented and courteous to guests, customers, other employees, industry partners, etc.
Best Practices: Develop/maintain knowledge of market trends, competition and customers. Stay up-to-date on industry best practices, standards and benchmarks by, but not limited to, reading industry publications, enewsletters, attending events, seminars and individual/group training. Continue to learn and grow in your position.
Perform any other duties as requested by the VP of Sales or other Leadership. This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform.
Education and Physical Requirements
A minimum of 2-5 years of progressive experience in full-service hotel sales or with a CVB/DMO is preferred
Solid understanding of the tourism and hospitality industry with exceptional knowledge of group meeting/convention sales
First hand selling experience with assigned market groups/accounts and meeting planners/3rd parties preferred
Four (4) year college degree in communication, business management/administration, hotel management, destination sales or corporate sales or related hospitality field is preferred
Must be proficient with Windows operating systems (MS Office – Word, Excel required, Microsoft Outlook, etc.)
Experience working sales account databases and sales CRM platforms
Must have a valid driver’s license
Long hours sometimes required including weekends and/or holidays – typically a 50 hour work week
Must be able to exert up to 20 pounds of force occasionally, and/or lift, carry, push, pull or otherwise move objects
Mental & Sales Skill Requirements:
Passionate, high energy and professional
Exceptional sales skills - proven track record with sales conversion success and performance
A Road Warrior mentality – loves to travel, visit clients, pitch prospective customers, attend workshops, tradeshows, training, etc.
Excellent presentation and communication skills required
Must be able to convey information and ideas clearly and effectively communicate with clients, partners, stakeholders and coworkers
Strong ability to multi-task and prioritize
Must work well in stressful, high pressure situations
Must maintain composure and objectivity under pressure
Must be an effective listener – listening to, understanding, clarifying and resolving need, opportunities, concerns, issues raised by clients, customers, coworkers, and stakeholders
Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving client/customer and internal problems/opportunities as necessary
Must have the ability to assimilate complex information, data, etc. from disparate sources and consider, adjust, or modify to meet the constraints of the particular need
VisitGreenvilleSC (VGSC) is a not-for-profit accredited Destination Marketing Organization. We proudly represent and serve the City and County of Greenville, South Carolina, the hospitality industry, and hundreds of small businesses. As Greenville's official sales and marketing organization, our primary goal is to enhance the long-term economic development of our community through increased visitor trips and visitor spending. In a nutshell, our goal is to make more potential visitors say, Yeah! to Greenville, SC.