Regional Event Sales Manager

at  PRA Business Events

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 Los Angeles 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: $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. PRA has local teams across the US covering more than 29 top destinations, and a remote execution team who can plan anywhere our clients envision an incomparable meeting or event.
Internally, we have a robust sustainability and social impact program that includes initiatives around carbon reduction, pushing towards zero waste, supporting the American Forest Foundation and PACT-USA, working with our supply chain to ensure we have sustainable and diverse suppliers for client events and a focus on equity, diversity and inclusion. Our plans and projects are ongoing and we are excited with the changes we’ve made and look forward to the continued and increased impact we will have through these programs and initiatives.

OUR CORPORATE AND INCENTIVE PROGRAM PLANNING CAPABILITIES INCLUDE:

Creative Event Design + Production; Local Excursions; Tours; Teambuilding; Offsite Events; Dine Arounds; Digital + Hybrid Programming; Health + Safety Logistics; CSR + Giveback Initiatives; Sustainable Planning Services; Transportation Logistics; Staffing; Content Creation; Graphic Design + Branding; Gifting.
Follow PRA on social @PRABusinessEvents and visit www.pra.com for more information

• 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 destinatio