Regional Sales Manager
PRA is the market-leading business event management firm, delivering unique experiences that move hearts, minds and businesses forward. Blending Passion, Reach and Authenticity, PRA works collaboratively with clients to craft creative, multi-sensory attendee journeys to leave a lasting impression.
This is a hybrid role that allows for some work from home flexibility during the week. Applicants must be based in the San Diego area for this role.
Primary Responsibilities
- Responsible for increasing overall sales volume by developing key relationships with new accounts and growing existing assigned accounts while prioritizing delivery of outstanding client experiences and financial profitability.
- Manage and maintain existing relationships with key accounts as well as focus on new business development to maintain a strong robust pipeline of opportunities.
- Participate in industry related organizations, and local community to develop business and attain leadership status when possible.
- Expertly qualify leads and develop innovative program strategies to win business and achieve individual annual sales goal.
- Partner with Experience Designers and Creative Team on proposal vision and program specifications to ensure completion of a solution that targets the client's goals and budget. Develop and execute dynamic presentations to prospective clients.
- Arrange and conduct Site Inspections for clients, entertain clients and develop a personal rapport.
- Finalize and close business with clients, arranging for program deposit and signed contracts prior to transitioning to event production team.
- Quantify projected budgets (revenue and gross profits) from programs and enter into Salesforce for revenue tracking purposes and ensuring financial targets are achieved.
- Manage travel and client marketing budgets and schedules for appropriate approval.
- Initiate sales calls and follow up.
- Update hoteliers and clients on a regular basis on new venues, services and destinations through locally derived marketing strategies and initiatives.
- Be available during program for client contact.
- Work closely with Business Development to respond to all referral leads from hotels and clients.
- Collaborate with Experience Designers and Event Producers to meet clients expectations and create memorable customer experiences.
- Ensure that sales/gross profit goals are met and clients' programs exceed their expectations.
- Follow up with clients on future program opportunities and generate system leads through the pay it forward program.
- Remain current and knowledgeable of industry trends and developments.
- Partner with and educate Global Sales team on local market and program opportunities. Send quarterly destination overview to GSD Team to ensure they stay up to date in the market.
- Implement and execute business and marketing plan for destination.
Qualifications:
- 5 or more years of experience in sales, specifically in a DMC, incentive travel, event management or related field preferred.
- Bachelor's degree in Hospitality & Tourism, Business Management, Marketing, Communication, or related degree preferred.
- Knowledge of client development including new business development, lead follow up, qualifying the client, proposal presentation and closing business.
- Knowledge of program design and development, from inception through contract.
- Proven ability to meet sales goals consistently.
- Ability to provide solutions and/or resources to challenges/opportunities that may arise during the development and sale of programs.
- Must be able to interpret, define and document complex program requirements.
- Must be able to develop and maintain strong supplier/partner, hotelier, and community relations.
- Must be able to negotiate with supplier/partners on behalf of clients for best locations, terms, etc.
- Must be able to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
- Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
- Must be able to respond to common inquiries or complaints from clients and/or supplier/partners.
- Must be able to prepare reports, write business correspondence, and develop and write proposals, and sales reports.
- Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers.
- Must be able to calculate program costs, percentages, profit margins, and perform other mathematical requirements involved in proposal development and contract negotiation.
Pay: Up to $85,000 base salary with commission for an all-in target of $120,000-$135,000.
Benefits include Medical Insurance, Dental Insurance, Vision Insurance, 401(k) with Company Match, Short-term and Long-term Disability Insurance, Life Insurance, Employee Assistance Program, Paid Vacation Time and Paid Holidays, Paid Sick Time, Parental Leave, Pet Insurance, Flexible Spending Accounts, and others.
Whether in-person, remote, or hybrid, PRA guides organizations in bringing people together with strategic content, brand engagement and authentic destination experiences.
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