- Events Management
- Customer Segmentation
- Analysis Skills
- Microsoft Office
- Sales Experience
The Sales Manager is responsible for developing and executing a comprehensive, unified growth strategy for The Children’s Museum of Indianapolis’ external rental events (facility rentals) and the Museum’s catering services. The Manager oversees the development and execution of a synergistic business model that maximizes the ROI from rental events and the identification and realization of revenue growth opportunities. He/she administers the management of all Museum, Manor and Sports Legends Experience (SLE) external client facility rentals, as well as the Museum’s Group Sales initiative. The incumbent works in concert with colleagues in the development division, as well as, personally manages key events that are arranged with the local convention and visitor’s bureau (Visit Indy), and directs and/or participates in the planning, marketing and production of significant private or internal events.
REPORTS TO: Associate Vice President of Retail Services
1. Maintains, vets internally, implements and measures strategic business plans that address event revenue maximization and new event business development. Business strategy development will rely on such activities as primary research, market and competitive analysis, customer needs assessment, and overall synergy with the priorities of the museum.
2. Coordinates with the museum marketing team to develop sound marketing strategies to increase the event department’s share of market and to help launch and sustain any new business to be developed. This may include market segmentation, value proposition development, pricing strategy, branding strategy, and communications strategy development.
3. Provides strong mentorship and oversight for event planning and production that allows for the museum’s mission-driven visitor experience to transform to an extraordinary event setting after hours. Works in concert with multiple departments across the museum to ensure event processes are clearly communicated, consistently executed, and efficient.
4. Participates in the planning and execution of major museum events. Serves as Rental Events representative, as needed, on internal exhibit extended teams. Consults, as needed, with internal staff that require assistance in creating and executing private events, e.g., volunteer and marketing events.
5. Develops and achieve planned sales, gross margin, profit, and shortage goals for events.
6. Selects, hires, mentors and retains strong staff, volunteers and interns. Directs and advocates for the work of the event sales and production team members.
7. Responsible for leads, contact, contract, floor and food plans, and coordination with Sodexo for convention, out-of-town, military and donor client business. Handles in-bound group sales clients.
8. Utilizes Caterease or other applicable software to maintain accurate and timely client database activities, including but not limited to, inquiries, forecasting, revenues and expenditures, and client account management. Helps to ensure contract processes are followed and documented. Works with Accounts Receivable to ensure proper and timely billings for rental event clients.
9. Works in tandem with Museum’s exclusive caterer, Sodexo’s General Manager, to ensure the two teams are working collaboratively and towards the same goal and mission when servicing the client. Works with Sodexo Sales Manager/Catering Manager to develop promotional events and business opportunity ideas.
10. Establishes and maintains relationships with industry influencers and key strategic partners, while also assisting the Sales Manager with maintaining relationships and meeting with potential new clients. Represents Museum at various association meetings to promote brand and network future sales opportunities.
11. Responds to client issues and complaints in a timely manner regarding the Museum and Sodexo.
1. A bachelor’s degree preferred; five (5) years’ experience in event management, hospitality industry, retail and/or sales operations management.
2. Two (2) years successful people and sales management experience.
3. Demonstrated knowledge of the event production and catering environment.
4. History of successful large scale event management, planning and execution.
5. Superior strategy and financial skills; excellent written and verbal communication skills.
6. Self-motivated with ability to work in a fast paced and diverse corporate culture.
7. Strong analytical, problem solving and interpersonal skills. Must have strong organizational skills, attention to detail and the ability to complete tasks with minimal supervision.
8. Proficiency with Microsoft Office suite and computer applications related to the retail and events industry. Experience with Caterease preferred.
9. Strong focus on customer services and visitor satisfaction.
1. Must be able to perform extensive work in outdoor and indoor environments, to read documents, drawings, designs and diagrams and to view computer monitor.
2. Must be able to communicate in planning situations and strong presentation of ideas. Team and group dialogue required for communication of event plans and concepts.
3. Must lift large objects up to 45 pounds weight, kneel, sit, or stand for extended periods of time. Agility and extensive dexterity required for navigation of the museum facility and other retail sites.
4. Required ability to visit and work at the museum and other key locations. Required ability to travel, via conventional transportation, to cities and locations within the state of Indiana.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.