HOSPITALITY SALES MANAGER

Brief Description

Our 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.

Reports to: Senior Director of Hospitality

Direct Reports: Hospitality Specialist - Sales

Position 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.

Requirements

Responsibilities:

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 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.

Summary

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Regularly required to communicate, either verbally and/or in writing. Frequently required to stand; walk, stoop, bend, crawl, kneel; use hands to finger, handle or feel; and reach with hands and arms. Frequently required to lift up to 10 pounds, and up to 25 pounds occasionally, with or without reasonable assistance.

Frequently required to travel between our facilities, using reliable transportation. Employee may

occasionally be required to travel offsite for business meetings.

Employee should have the ability to read, write and communicate in English; bi-lingual ability in Spanish or other language is a plus.

Position Type/Expected Hours of Work

This is a full-time management level position. Normal business hours are Monday through Friday, 8:30 a.m. to 5 p.m., however the employee must be willing and able to work outside normal business hours to support our events and activities throughout the year as needed, including evenings, weekend and holidays when necessary and during events and festivals.

Travel: Travel is required between buildings, for off-site meetings and events and is expected for this position. Employees should have a reliable means of transportation to enable them to travel between our buildings, facilities and festivals.

Working Conditions

• ArtsQuest offices are smoke-free.
• Ability to work harmoniously in a diverse office environment
• Normal working environment is mostly indoors, however, the ability to work indoors and outdoors in all types of weather conditions during festivals and events is required.
  
  

Core Values

ArtsQuest demonstrates its Core Values of: Serve our Communities, Be Curious, Act Generously, Be Transparent and Find Joy in all aspects of our culture. It is our goal to maintain these values to consistently deliver exceptional experiences to our employees and our community.

ArtsQuest is committed to fostering, cultivating, and preserving a culture of diversity, equity, and inclusion. Our 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 and volunteers invest in their work represents a significant part of not only our culture but our reputation and the organization's achievement as well.

Salary And Benefits

ArtsQuest strives to be competitive in its compensation practices. We seek to pay base salaries at the market average, while recognizing organizational, team, and individual success. Our base pay rates, salary structure and other compensation practices are created using industry recognized methods and data sources. We have a generous time off policy; benefits include medical, dental, vision, term life, accidental death and long-term disability insurance, as well at a 403(b)-retirement savings plan and discretionary match, an EAP and discounts on organizational programs and events when available as well as partner PERK’s when offered.

FLSA Status: Exempt/in-person

ArtsQuest is an Equal Employment Opportunity Employer