What are the responsibilities and job description for the Conference Center Sales Manager position at INSTITUTE FOR ADVANCED LEARNING AND RESEARCH?
The Pay, Perks, & Benefits
• Salary is competitive and will be determined based on relevant experience, skills, market benchmarks, and internal equity.
• Retirement benefits through the Virginia Retirement System (VRS) with employer match
• Generous time off, including vacation, paid sick leave, and paid family leave after one year
• Paid holidays, including a two week paid winter break
• Anthem PPO and HSA health plans, with excellent dental options
• Employer paid life insurance
How You Will Help the Team The Conference Center Sales Manager is responsible for driving conference center revenue through strategic business development, client relationship management, and contract execution. This role leads end to end sales efforts from prospect identification through booking while partnering closely with internal teams to ensure high quality delivery of meetings, conferences, and events that support the Institute’s mission.
Key ResponsibilitiesBusiness Development and Sales
• Lead targeted business development efforts to generate new revenue and expand existing client relationships
• Serve as the primary relationship manager for assigned prospects and key accounts
• Qualify inquiries and develop tailored proposals aligned with client objectives
• Negotiate and execute contracts for conferences, meetings, and special events
• Identify opportunities to increase revenue through strategic upselling of services and offerings
• Represent ICC through professional associations, industry events, presentations, and community engagement
Client and Internal Partnership Collaborate with the ICC team, Event Manager, IT, and internal partners to ensure seamless event execution
• Provide consultative guidance to clients throughout the planning process
• Educate internal stakeholders on ICC capabilities and service offerings
• Track sales performance and contribute insights to improve offerings, processes, and revenue strategy
Operational and Strategic Support
• Participate in ICC planning meetings and support special initiatives and projects
• Contribute to service evaluations and continuous improvement efforts
• Maintain working knowledge of conference technologies and capabilities
Qualifications:
Your Knowledge & Expertise
Education and Experience
• Bachelor’s degree in Hospitality Management, Business, Marketing, Communications, or a related field, or equivalent professional experience
• Demonstrated experience in sales, business development, or event related environments
• Proficiency with Microsoft Office
Professional Skills
• Strong communication and relationship management skills
• Customer focused, solutions oriented approach
• Highly organized with the ability to manage multiple priorities in a dynamic environment
• Self directed professional who works effectively across teams
Additional Requirements
• Valid driver’s license
• Ability to travel throughout Virginia and occasionally out of state
What Makes This Role Distinct
• A senior level sales role with direct influence on revenue growth and client strategy
• Emphasis on relationship based, consultative sales rather than transactional booking
• Close partnership with leadership and internal teams to shape conference center growth and offerings
• Work within a mission driven organization advancing education, innovation, and regional impact
Equal Opportunity Employer
The Institute for Advanced Learning and Research is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.