Account Sales Manager - Charlotte Convention Center, CRVA

Who We Are

Charlotte will be recognized as the most sought-after city in the Southeast, known for its undeniable energy, passionate people, and captivating experiences.

Job Summary

The Account Sales Manager reviews, qualifies and responds to regional, local and consumer business opportunities to sell space and negotiate contract terms (rates/concessions) at the Charlotte Convention Center. Satisfying customer needs, while delivering a positive customer experience. Should grow business by building long-term client relationships.

Job Responsibilities

1. Essential Job Duties

• Responds to regional, local and consumer show business opportunities that do not generate room nights. Leads via website portal, repeat customers, referrals and direct inquiries by qualifying the business and its benefit to CRVA venue.
• Research history on new event opportunities for the Convention Center. Research includes contacting other facilities for data, internet search to confirm legal entity and visit previous event websites.
• Maintain accurate account data in Momentus software following SOP’s.
• Determine dates to be offered and script out space needs for event bid.
• Price building and determine concessions to offer in overall proposal.
• Develop and coordinate with various departments, to create customized proposals for clients to ensure needs are addressed and client is motivated to book center.
• Be able to prioritize multiple projects and deliver results with pressing timelines.
• Make written or virtual oral presentations to client when opportunity requires.
• Coordinate and lead site visit tours of Convention Center for prospective clients that exceed expectations and build client relationships.
• Issue contract requests and negotiate terms with clients to close the business. Trace for signature.
• Negotiate space modifications/date changes with client and issue amendment requests. Trace for signature.
• Act as a liaison between service contractors, staff, and clients by answering ongoing questions from client to present very best the Convention Center has to offer.
• Conduct sales to services turnover to ensure smooth transition for the customer.
• Monitor deposit schedules and assist accounting in collections.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Entertain clients as their schedules allows before, during or after event; or in conjunction with site visits, this may require afterhours.
• Follows up with clients after event to express gratitude and ensure satisfaction and attempt/trace to book future dates.
• Respond to client complaints, try to negate any issues onsite and involve Assistant General Manager as needed.
• Participate in FAMS or client entertainment; this may require afterhours.
• Stay abreast of industry trends and practices; maintain awareness of competing regional destinations.
• Maintain accurate revenue projections in all bookings for center pace report.
• Assist in preparing Fiscal Year revenue forecast for budgeting by completing event profiles and updating revenue projections.
• Attend all required CRVA weekly meetings.
• Attends industry related events (local and trade) as requested.
• May perform other duties as required; to include Roadmap, CRVA committees and task forces.

1. Consistently deliver the best in customer service. Demonstrate a passion for inspiring and be a driving force behind an amazing team to foster strong cross-functional relationships internally and externally by applying the Service Philosophy, to deliver memorable customer experiences.

1. Champion CRVA’s mission, vision and core values and comply with organizations policies and procedures.

Scope of Responsibility

• This job is responsible for budgetary analysis, preparation, and review.
• This job will have periodic access to confidential data including financial statements, organization records and/or minutes, and customer quotes.

Supervisory Responsibility

• This job has no supervisory responsibilities.

Knowledge and Skill Requirements

• Strong communication skills, both verbal and written.
• Excellent analytical, problem solving, critical thinking and decision-making skills.
• Demonstrate ability to effectively interact with people of diverse backgrounds.
• Self-motivation that drives individual results while being a strong team player.
• Service oriented style with professional presentation skills
• Ability to multi-task & work, prioritize, meet deadlines and achieve objectives.
• Business acumen and sales experience
• Contract negotiation experience.
• Understand profit and loss statements to provide best scenario for clients while maintaining profitability for the convention center.
• Business relationship development
• Motivational leader
• Project management experience
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
• Ability to anticipate customer needs.

Education and Experience

• Bachelor’s Degree (B.A.) or equivalent from a four-year college or technical school; and three (3) years hospitality sales experience and/or training in the hospitality industry; or equivalent combination of education and experience.
• To perform this job successfully, an individual should have knowledge of Microsoft Office, Outlook, Excel, PowerPoint and Knowledge of Ungerboeck preferred.

Physical Demands

• The employee must regularly lift and /or move up to 10 pounds.
• Specific vision abilities required by this job include Close vision. While performing the duties of this Job, the employee is regularly required to sit; use hands to handle or feel and talk or hear. The employee is frequently required to stand and walk.

Work Environment

• The noise level in the work environment is usually moderate.

Travel Required

• This job may require overnight travel based on FY business initiatives.

What We Offer

• Education Reimbursement
• 457 Plan
• CRVA University
• Employee 1st Culture
• CORE Values

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Our “employee first” culture requires engagement and engagement can’t happen without the voices of many talented and diverse individuals charting our direction.

Diversity and Inclusion is a shared responsibility for every employee at the CRVA. We are committed to respecting, valuing, and celebrating the unique personal differences that make us a stronger organization. Diverse candidates are encouraged to apply.