A cover letter is required for consideration for this position and should be attached as the first page of your resume. The cover letter should address your specific interest in the position and outline skills and experience that directly relate to this position.
Reporting to the Associate Director for Sales, actively seek to grow portfolio of Conferences & Events clients to increase revenue. The Sales Manager will collaborate with Conference Managers and oversee their own sales clients and pipeline.
Manage a portfolio of accounts to achieve retention of business and promote referrals for lead development; conduct research and mining of potential new clients on a weekly basis.
Business development – solicit a portfolio of clients internally and externally through existing accounts, cold calling, referral and other means to increase number of possible sales/leads.
Prepare Requests for Proposals & Quotes – utilizing existing inventory and initiating with procurement when needed.
Customer service – satisfaction, retention, loyalty; one client at a time.Expedite the resolution of client concerns and complaints to maximize satisfaction.
Industry relationships – cultivate industry relationships on campus, in local market and nationally when possible.
Achieve agreed upon sales targets and outcomes annually.
Be knowledgeable of best practices, professional and promotional trends in the industry.Research and understand competitive conferences and summer programs regionally to keep Conference & Event Services (CES) in competitive marketplace for external business
Work with Associate Director for Sales in development of programs that will generate profitable margins within various key market segments.
Initiate contact with University faculty, staff, officers, and their affiliated professional organizations to identify opportunities of sales growth.
Engage yield management strategies to maximize use of University resources.
Lead or participate in site tours, site selections, sales meetings, outside sales functions, sales visits, community involvement groups, and various functions for potential clients.
Respond to inquiries from prospective and returning clients regarding the use of facilities and services; draft bid proposals, create reservations, send confirmations, and identify sources of campus support to enhance the University’s expressed interest in hosting programs and seminars.
Attend annual local, regional, and national trade shows to identify new business opportunities and expand the University’s recognition as a premier conference venue.
Document sales tracking, including captured and lost business within CRM and associated software; develop weekly and monthly sales report.
Assist in hiring, training and on-boarding of the sales and intake manager.
Contribute to the development of and administer long-term goals and strategic planning for Conferences & Events.
Continually update information on campus meeting space and related pricing.
Create client profile in Client Relationship Management (CRM) database and applicable software, develop planning file per established guidelines; conduct turnover meetings with operations.
Participate in planning and execution of departments marketing plan.
Actively assist in planning, development, and implementation of internal operating systems and procedures to facilitate delivery of conference management services.
Assist in the development of new inventory (sales) and pricing strategies.
Prepare contracts (Letters of Agreement) for conference services, facility use and catering.
Create bid proposals and budgets and prepare contracts for new business; process executable contracts.
Authorize payments for materials, services, and other conference related expenses.
Reconcile P-card statements on a monthly basis.
Work with a cross functional team on an everyday basis to make certain of successful coordination and execution of conferences, events and programming.
Suggest new ideas and ways to improve and enhance operations and sales to increase revenue and maximize profits and anticipate changes in market trends and implement initiatives to capitalize on these.
Prompt return of emails and phone calls from all stakeholders, clients and vendors.
Perform event management duties as necessary.
Assist in and perform other duties as assigned or as may be related to Conferences & Events.
As a member of Conferences & Events and the Division of Student Affairs, serve on various committees and work teams as requested.
Attend and participate in staff training and professional development opportunities.
Bachelor’s degree and a minimum of 4 years of event management or sales experience in a corporate hospitality or university environment; or an equivalent combination of education and experience.
Proficiency with Microsoft applications including Google Suite, Word, Excel, and PowerPoint.
Experience building strong customer relationships
Valid drivers license.
Experience in or a strong familiarity with higher education is highly desirable
CMP (Certified Meeting Planner) desirable.
Familiarity with event management software and CRM software is desirable.
Strong problem solving skills, service recovery and problem resolution abilities and experience.
Highly self-motivated and naturally competitive team player who has a “go-get-it”, positive “can-do” attitude and a selling personality who can contribute to the business development results and achieve the mission within Student Life.
High degree of integrity and is committed to upholding the reputation of the university.
Commits to strong time management and organization, project/process management with firm completion dates
Demonstrated team coordination amongst functional stakeholders across campus or organization.
This role may have reporting obligations under Title IX and Clery.
Excellent interpersonal, organizational, planning, communication and problem solving skills, with an emphasis on commitment to customer service.
Ability to work under pressure and handle multiple tasks requiring a high degree of attention to detail.
Ability to work autonomously within a team of skilled professionals.
Document sales tracking, ROI, and projected internal allocation of revenue resulting from conference bookings (i.e. catering, meeting space, parking, etc.)
Maintain all sales systems, such as sales records and reports, traces of history and potentials, logs of groups not previously accommodated and mailing lists; prepares weekly and quarterly reports.
Responsibilities of this position include reviewing and preparing conference and event requests for proposals, estimates and contracts.
Requires the ability to travel, staff exhibits at trade shows, and meet with potential clients on/off-campus as needed.
The person in this position routinely communicates with students, alumni, recruiters, faculty, about hosting, programs, events, activities, and conferences on and off the U-M campus.
The person in this position routinely presents information at events and in meetings.
On occasion will be expected to work weekends, early mornings and evenings/late nights.
May occasionally require more than 40 hours a week.
The incumbent is required to remain in a stationary position for extended periods of time, transport bulky objects (when needed) for trade shows.
The person in this position routinely moves materials weighing up to 20 pounds to campus locations or other venues for events and conferences.
The person in this position occasionally moves through the building and campus to attend meetings/events and access clients, files or information.
Position indirectly oversees and delegates work to the Sales and Intake Manager
The University of Michigan is an equal opportunity/affirmative action employer.
Internal Number: 178996
About University of Michigan - Ann Arbor
A great university is made so by its faculty and staff, and Michigan is recognized as one of the best universities to work for in the country. The Michigan culture is known for engaging faculty and staff in all facets of the university to create a workplace that is vibrant and stimulating.For two consecutive years, the Chronicle of Higher Education has placed U-M in its "Great Colleges to Work For" survey. In particular, the university earns high marks for strong relations between faculty and administrators, a collaborative system of governance, strong pay and benefits, and a healthy work/life balance.