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Catering Sales Manager
Washington, DC
Job Description
The Ronald Reagan Building and International Trade Center (RRB/ITC) is a dynamic hub for government, business, commerce and the community, in the heart of the nation’s capital. As the first and only federal building dedicated to both public and private use, the Reagan Building is the official World Trade Center Washington, DC, featuring a premier conference and events center, executive office space, attractions and exhibits, retail, dining, parking and public programming.
Trade Center Management Associates (TCMA, A Drew Company), the exclusive manager of the Ronald Reagan Building and International Trade Center, is seeking an experienced Catering - Group Sales Manager to join our team.
Whether you're continuously identifying potential business, prospecting for new business, or growing existing accounts, you'll consult with customers to determine their needs and create tailored solutions ---to develop authentic and memorable meetings, events, and guest experiences.
POSITION RESPONSIBILITIES:
• Educating and exciting customers about hosting meetings and events at The Ronald Reagan Building and International Trade Center
• Prospecting, cold-calling, responding to incoming leads and generating new sales leads, setting appointments, sales calls (inside and outside), sales travel and tradeshow, site inspections, and client entertainment to build and maintain a pipeline that will exceed monthly, quarterly and annual quotas.
• Create and maintain sales strategies to execute and achieve your goals while providing forecast accuracy. Accountable for monthly, quarterly, and annual bookings and production targets.
• Execute a consultative sales strategy and manage the full life cycle of an event from lead generation, sales, closing, execution, and rebooking. The sales manager is responsible for managing and maintaining the customer relationship.
• Work with the event planner on pre-event and post-event meetings
• Analyze customer needs and present integrated solutions.
• Prepare and present proposals and contracts, negotiate and close contracts/sales while managing the client relationship through sales, event operations, and beyond.
• Drive revenue and manage costs. Find opportunities to upsell and enhance the overall event experience.
• Become an expert in the market segment/s which make up your territory
• Entertain clients as appropriate. This may include evening and weekend functions and out-of-town travel.
• Effectively utilize CRM to manage your market segment
• Provide Forecasts weekly
• Be self-sufficient to build lists, research, and prospect from various resources.
• Accurately and efficiently report Sales Activities, tracking sales calls, Inquiry Log, Lost Business Report
POSITION REQUIREMENTS:
• Minimum of 3 years of hospitality sales experience (retail sales not applicable) where goals were achieved consistently. Must be driven to exceed sales targets.
• Proven sales track record, consistently achieving sales targets and managing accounts.
• Excellent communication and negotiation skills, ability to close the sale.
• Selling via phone, virtual, and in-person
• Knowledge of Zoom, Microsoft Teams, Google Meet, and Webex is required
• Experience with virtual and hybrid events is a plus
• High level of enthusiasm, a strong work ethic, and highly self-motivated
• Travel, nights, and weekends are required
• Ability to work with all levels of individuals
• Excellent communicator, both written and verbal. Dynamic presenter.
• Basic proficiency using a CRM system
• Must be adaptable, professional, and courteous, motivated, and work well on your own or as a member of a team
• Ability to handle a dynamic environment and challenging workload
• Experience in hotels, tourism, and hospitality industries is a plus.
• Working at a venue, convention center, conference space is desirable.
• Catering experience and ability to upsell food and beverage
• Bachelor's degree is preferred
Trade Center Management Associates is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.
Trade Center Management Associates (TCMA, A Drew Company), the exclusive manager of the Ronald Reagan Building and International Trade Center, is seeking an experienced Catering - Group Sales Manager to join our team.
Whether you're continuously identifying potential business, prospecting for new business, or growing existing accounts, you'll consult with customers to determine their needs and create tailored solutions ---to develop authentic and memorable meetings, events, and guest experiences.
POSITION RESPONSIBILITIES:
• Educating and exciting customers about hosting meetings and events at The Ronald Reagan Building and International Trade Center
• Prospecting, cold-calling, responding to incoming leads and generating new sales leads, setting appointments, sales calls (inside and outside), sales travel and tradeshow, site inspections, and client entertainment to build and maintain a pipeline that will exceed monthly, quarterly and annual quotas.
• Create and maintain sales strategies to execute and achieve your goals while providing forecast accuracy. Accountable for monthly, quarterly, and annual bookings and production targets.
• Execute a consultative sales strategy and manage the full life cycle of an event from lead generation, sales, closing, execution, and rebooking. The sales manager is responsible for managing and maintaining the customer relationship.
• Work with the event planner on pre-event and post-event meetings
• Analyze customer needs and present integrated solutions.
• Prepare and present proposals and contracts, negotiate and close contracts/sales while managing the client relationship through sales, event operations, and beyond.
• Drive revenue and manage costs. Find opportunities to upsell and enhance the overall event experience.
• Become an expert in the market segment/s which make up your territory
• Entertain clients as appropriate. This may include evening and weekend functions and out-of-town travel.
• Effectively utilize CRM to manage your market segment
• Provide Forecasts weekly
• Be self-sufficient to build lists, research, and prospect from various resources.
• Accurately and efficiently report Sales Activities, tracking sales calls, Inquiry Log, Lost Business Report
POSITION REQUIREMENTS:
• Minimum of 3 years of hospitality sales experience (retail sales not applicable) where goals were achieved consistently. Must be driven to exceed sales targets.
• Proven sales track record, consistently achieving sales targets and managing accounts.
• Excellent communication and negotiation skills, ability to close the sale.
• Selling via phone, virtual, and in-person
• Knowledge of Zoom, Microsoft Teams, Google Meet, and Webex is required
• Experience with virtual and hybrid events is a plus
• High level of enthusiasm, a strong work ethic, and highly self-motivated
• Travel, nights, and weekends are required
• Ability to work with all levels of individuals
• Excellent communicator, both written and verbal. Dynamic presenter.
• Basic proficiency using a CRM system
• Must be adaptable, professional, and courteous, motivated, and work well on your own or as a member of a team
• Ability to handle a dynamic environment and challenging workload
• Experience in hotels, tourism, and hospitality industries is a plus.
• Working at a venue, convention center, conference space is desirable.
• Catering experience and ability to upsell food and beverage
• Bachelor's degree is preferred
Trade Center Management Associates is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.
Job Summary
Start Date
Immediately
Employment Term and Type
Regular, Full Time
Hours per Week
40+
Work Hours (i.e. shift)
8:30 am - 5:30 pm
Salary and Benefits
$70,000 - $75,000
This position is also eligible to participate in our quarterly incentive plan and team bonus.
Required Education
High School or Equivalent
Required Experience
3 to 5 years
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