DescriptionArtsQuest Values Diversity, Equity, Inclusion and BelongingOur employees are the most valuable assets we have. The collective sum of the individual differences, life experiences, knowledge, inventiveness, innovation, self-expression, unique capabilities, and talent that our employees invest in their work represents a significant part of not only our culture, but our reputation and the organization's achievement as well.At ArtsQuest a diverse, inclusive, and equitable workplace is one where all employees feel valued and respected whatever their age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, and/or veteran status. We embrace and encourage our employees' characteristics that make them unique, because we value and appreciate diverse life experiences.Reports to: Senior Director of HospitalityDirect Reports: Hospitality Specialist - SalesPosition Overview:The Hospitality Sales Manager is responsible for generating revenue through stand-alone hospitality events and add-on hospitality programming to ArtsQuest festivals, events and programming. This role involves developing and implementing sales strategies, building and maintaining relationships with clients, negotiating contract terms and increasing hospitality revenue opportunities across the organization.RequirementsResponsibilities:Sales Generation:
- Identify and develop potential social and corporate clients through networking, cold calling, participation in industry events and trade shows, communication with interdepartmental colleagues, market research, and other sales techniques.
- This role has the responsibility of high-volume sales for hospitality events and programming for ArtsQuest campuses, venues, and programming.
Sales Strategy Development:
- In collaboration with Sr. Director of Hospitality develop and implement comprehensive sales plans aligned with the overall business objectives of ArtsQuest to meet or exceed revenue goals.
- Meet regularly with internal departments to discuss add-on event services including but not limited to production assistance, ticketing sales, valet service, etc.
- Collaborate with the hospitality team and Food & Beverage service partner to develop and deliver persuasive proposals to clients, highlighting the unique selling points of ArtsQuest's campuses and venues, and tailoring proposals to meeting the clients' specific needs.
- Build and maintain strong relationships with existing and potential clients, including corporate accounts, event planners, and individuals.
Revenue Management:
- Analyze market trends and competitor pricing to develop effective pricing strategies to maximize revenue.
- In collaboration with Senior Director of Hospitality prepare annual catering budget and quarterly forecasts to ensure revenue goals are met.
- Prepare accurate and timely sales reports, analyzing performance metrics, client acquisition and identifying areas for improvement, and providing regular reports to management.
- Negotiate contract terms with clients to secure bookings at optimal rates and terms in compliance with all legal and insurance requirements as established by the organization with open communication to ensure clients needs are met and expectations are exceeded.
Leadership
- Manage and mentor Hospitality Specialist providing guidance and training on sales techniques and exceptional customer service to support their goals.
- Clearly communicate contract terms and conditions to ensure accurate event details are in place providing exceptional customer service to ArtsQuest internal team and clients.
- Set clear performance goals, conduct regular evaluations, and implement development plans for team members.
- Create a positive work environment by fostering team spirit, recognition, and engagement.
- Address team issues or disputes professionally and in a timely manner, fostering a culture of collaboration.
- Guide the team through any organizational changes or process updates, ensuring smooth transitions.
Knowledge, Skills and Abilities:
- Bachelor's degree in hospitality management, Business Administration with an emphasis on sales or a related field.
- Minimum of three to five years of experience in sales and business development within the hospitality industry.
- Strong understanding of the hospitality industry, sales process, and market trends.
- Strong interpersonal and communication skills, with the ability to build rapport with clients and colleagues.
- Exceptional and effective negotiation, decision-making, and problem-solving skills.
- Highly motivated and results-oriented with a passion for driving sales and revenue growth.
- Strong organizational and time management skills, with the ability to prioritize tasks and meet deadlines in a fast-paced environment.
- Ability to work independently and as part of a team.
- Ability to take and give direction in a clear and concise manner.
- Proficient knowledge and working ability with Microsoft Sute; Word, Excel, PowerPoint, Outlook; Raisers Edge and Financial Edge experience a plus.
Other DutiesPlease 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.