City Experiences is seeking a National Corporate Account Manager for our National Sales operation in Chicago.
About Us:
City Experiences' passion is to provide amazing experiences on land and water. Our 40-year success through organic growth and acquisitions has resulted in a portfolio of over 25+ brands that welcome upwards of 30 million guests/riders annually. If you're an enthusiastic team player who thrives in an environment where communication, creativity, and cooperation are encouraged, this may just be the opportunity for you.
About the Opportunity:
The successful Account Manager will successfully execute the sales plan for their assigned market segment and sub-segments, maximizing revenue generation from that territory.
About You:
This person will be adaptable, dynamic, and embody City Experiences' RESPECT Service System.
Essential Duties & Responsibilities:
National Sales Strategy:
- Develop comprehensive knowledge of all US ports, vessels, and product offerings.
- Achieve prospecting targets as set by the national director, with a specific focus on highly valued convention and association business.
- Uncover national sales leads through networking and research, both by referencing past history and future opportunity with city-wide convention and association business.
- Successfully convert national prospects to clients by conducting sales calls to both new and existing guests along with using effective closing techniques.
- Identifies guest needs and utilize in-depth product knowledge to prepare effective proposals with an end goal of hitting identify conversion rate targets.
- Convincingly presents proposals over the phone, in virtual meetings and in person (when appropriate) during site inspections and appointments.
- Demonstrate strong teamwork skills by regularly assisting fellow team members to send out information and close deals. Serve as a subject matter expert for your home region and cover for account managers that may be away from their desk or out of office.
- Establish relationships with associations, business organizations and hotels in assigned locations (e.g. Chamber of Commerce, Convention & Visitors Bureau, MPI).
National Sales Activity:
- Identify national companies and organizations that have multi-port opportunities and establish relationships with top meeting planners. Leverage relationships to win multiport and multiyear contracts.
- Utilize specified sales enablement tools to uncover new national leads and decision makers with the goal of establishing conversation around current needs.
- In conjunction with the Director of National Corporate Sales, Strategy and Training, identify the top 100 city-wide conventions with potential for revenue, along with identifying the next 5-10 years of city commitments. Identify multi-port opportunities and participate in marketing effort to increase repeat national client bookings. Gain an understanding of the convention rotation amongst tier cities to leverage repeat clients.
- With the guidance of the Director of National Corporate Sales, Strategy and Training, identify the top 100 professional associations that host meetings around the US, participate in creating a cohesive strategy for growing incremental revenue and multi-port commitments.
- Leverage existing DMC relationships to drive immediate sales while also gaining referrals from said DMC by digging into their network and any consortium they may fall under.
- Drive relationships with largest domestic event management companies by accurately portraying the dynamic atmosphere of our products and leveraging the ports we have across the country.
- Regularly contact all DMC and event management companies we have done business with in the past, reminding them of our span across the US and regularly asking for their business and identifying current needs.
- Regularly visit local DMC's and hotel partners with the goal of future developing these relationships and staying top of mind.
- Utilize 'campaigns' in Salesforce to track leads and bookings for each conventionwith excellent reporting.
- Participate in development of a national hotel referral program for group sales, leverage existing hotel relationships amongst the current national account manager.
- Identify DMC networks throughout the country with the goal of creating an overarching approach and streamlined DMC commission structure.
- Work in an efficient manner while exhibiting strong ability to multi-task and handle multiple pieces of business across the various market subsegments.
- During the sales process, continue to leverage past business that client may have done in other ports, with the goal of gaining incremental bookings across our portfolio from national planners.
Guest Focus:
- Respond to all leads within a maximum of 24 hours and as necessary, cover leads for other account managers.
- Ensure complete and accurate details of sale are communicated to event servicing team in each port and serve as a resource as questions arise during the servicing process.
- Following a client's cruise, set up a specified time to converse with the client, with an emphasis on gaining feedback on the cruise along with cross-selling the entire portfolio to drive future business.
- During the sales process and following the cruise, regularly ask the client for referrals to drive additional sales within a company.
- Resolve all guest complaint issues in a timely manner, utilizing the national corporate director and regional directors of sales as necessary.
Administrative:
- Use Salesforce CRM system to effectively plan and manage the activities in the assigned markets and to track productivity of these sales activities
- Use Salesforce CRM & Reservation systems to accurately book and manage reservations
- Maintain organization through time management, setting priorities, and accurate paperwork
- Work with Sales Admin to collect payments and keeps accounts receivables up to date
- Additional job duties as assigned.
Requirements & Qualifications:
- Bachelor's Degree in a discipline related to the work of the position preferred OR Associates Degree
- Minimum of five (5) years' total sales experience in Corporate Sales
- Proven record of success within corporate market, with particular emphasis around attaining yearly sales goal along with a strong conversion rate.
- Existing relationships with local DMCs, CVBs, and Hoteliers
- Hospitality experience preferred
- Strong written and verbal communication skills
- Analytical skills required in order to identify and exploit selling opportunities
- Proficient computer skills, including Microsoft Office, CRM and reservation software
The RESPECT Service System embodies City Experiences' mission, vision, values and operating principles. By creating a company culture that puts RESPECT at its core, we believe it will drive us to achieve our goal of becoming a Global Experiences and Transportation Leader.
The Company is proud to be an Equal Employment Opportunity and Affirmative Action employer. We prohibit discrimination and or/harassment of any type, including but not limited to discrimination and or harassment based upon race, religion, religious creed, color, national origin, ancestry, citizenship, sex, sexual orientation, gender, gender identity, gender expression, age, pregnancy or relation medical conditions, childbirth, breastfeeding, parental status, veteran and/or military statue, disability (physical or mental) medical condition, genetic information or characteristics, political affiliation, domestic violence survivor status, marital status, or other characteristics prohibited by federal, state, or local law. Additional, The Company participates in the E-Verify program in certain locations.
Pursuant to applicable State and local laws, including but not limited to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.