National Account Manager
Summary
| Title: | National Account Manager |
|---|---|
| ID: | 1105 |
| Department: | Sales |
| Job Status: | Full-Time |
| Location: | Indianapolis, IN |
Description
POSITION PURPOSE
The National Account Manager is an experienced sales person responsible for prospecting business for the city of Indianapolis and selling potential clients on the city as a choice meeting destination. This includes establishing business contacts, cultivating and maintaining client relationships, conducting site visits, and rebooking client business for future events. All Visit Indy team members reflect the organization’s “3 Ps” culture – productive, positive, and progressive. This position will be based out of the Indianapolis Office.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
To be successful in this role, an individual must be able to perform in a satisfactory manner the functions listed below. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.
Building Sales Funnel
- Generate Leads to partner hotels and Indiana Convention Center.
- Prospect convention and meeting business for the city of Indianapolis; follow up on leads and conduct research to ensure viability.
- Plan and execute effective lead generation strategies (sales appointments, lead campaigns, presentations, trade shows, site visits, etc.); prepare and maintain effective daily/weekly schedule of priorities.
- Qualify leads and establish business relationships; initiate and maintain communications to move opportunities through the sales cycle.
- Partner with sales managers (Indianapolis hotel sales managers and regional third-party account representatives) handling same geographic markets to cultivate leads into tangible business and to determine key accounts to target; develop strategies to target such accounts.
- Update and maintain lead account information through effective account management and documentation of lead activity utilizing sales account software; maintain accurate database of contacts.
Drive Results/Close Business
- Effectively showcase/present Indianapolis to key meeting planners; plan and execute successful site inspections to secure conventions, and tradeshows.
- Execute exemplary client service to build strong relationships with the client by understanding their needs and recommending the appropriate features and services to enhance their experience and exceed their expectations.
- Follow-up with clients and Visit Indy staff as necessary in order to effectively negotiate terms of agreement and secure their business; ensure all communications are accurate and timely.
OTHER FUNCTIONS
- Some travel and evening entertainment required (i.e. site visits, Indy based customer events, Colts Games, familiarization tours, sales calls and customer events in target markets, industry tradeshows, Visit Indy Partner Events).
- Coordinate client introduction to Destination Experience manager during the turnover process; create strong, supportive and collaborative environment with Destination Experience team; remain engaged with customer following turnover process.
- Demonstrate effective and cooperative working relationship between the Visit Indy, the convention center, hotels, restaurants, attractions, and all Visit Indy partners.
- Lead monthly market meetings with Visit Indy hotel partners to increase communication, collaboration and idea sharing.
- Actively participate in weekly 4DX meetings and monthly sales meetings.
- Performs other duties as assigned.
EDUCATION AND/OR EXPERIENCE
To perform this job successfully, an individual must have the following education and/or experience.
- Bachelor’s degree in business management, sales/marketing, or a related field or the equivalent amount of work-related experience preferred
- Five to seven years of experience in a convention center, convention bureau, tradeshow promoter, or hotel preferred.
KNOWLEDGE, SKILLS, AND ABILITIES
The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.
- Stellar communication (written and verbal), negotiation, and sales skills.
- Ability to ask targeted questions and anticipate/understand customer needs; display strong customer relations skills.
- Ability to think strategically and creatively to effectively influence business opportunities.
- Ability to effectively develop an overall understanding of the sales process, the marketplace and the competitive set.
- Ability to travel overnight for site visits, client meetings, etc.
- Knowledge of Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
- Ability to focus on details, handle multiple tasks, and remain highly organized in a fast-paced environment.
- Ability to interact with a variety of managers, employees, candidates, vendors, and the general public, both on a one-on-one basis and in groups.
- Ability to write business-related communications.
- Ability to think logically in order to troubleshoot and make recommendations for problems as identified.
- Ability to maintain a high energy level, take initiative, and work independently.
- Ability to be flexible and to handle multiple tasks simultaneously.
- Ability to calculate figures and amounts such as discounts, commissions, proportions and percentages.
- Ability to safely operate a motor vehicle, be insured, and be in possession of a valid Indiana driver’s license.
PHYSICAL DEMANDS
- The physical demands described here are representative of those an individual must meet in order to successfully perform the essential functions of this job. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.
- This position requires some physical activity, such as reaching, stooping, kneeling, crouching, and crawling; it requires occasional pushing, pulling, lifting, carrying, and moving (up to 15 pounds).
- Ability to sit for extended periods of time and to move intermittently throughout the workday.
- Ability to move in and between various facilities and handle exposure to inclement weather.
- Strong sensory skills, such as good eyesight, good hearing, and dexterity.
- Good speaking and listening skills.
- Ability to operate office equipment, including computers, copiers, fax machines, and phones.
- Ability to interact with others, both in person and through phone, e-mail, and written correspondence.
