The Event Center Sales Manager is responsible for driving revenue growth for a major venue by securing high-impact events such as trade shows, conventions, exhibitions and large-scale activations. The role leads the sales strategy and execution, building a pipeline of prospects, developing outreach campaigns and creating customized proposals that convert leads into confirmed bookings. The manager cultivates long-term relationships with event planners, producers, agencies and brand partners, and establishes referral partnerships with hotels, tourism boards and destination marketing organizations. Working closely with marketing, finance and operations teams, the role analyzes sales performance, prepares forecasts and revenue reports, and represents the venue at industry trade shows and networking events.

Responsibilities

Build and maintain a robust pipeline of prospects through proactive outreach, networking, and lead generation.
Target high-potential clients through industry databases, trade publications, and networking platforms.
Develop outreach campaigns (email, phone, in-person) to convert cold leads into active opportunities.
Create customized proposals and presentations that align with client goals and showcase the value of the Event Center.
Cultivate long-term relationships with event planners, producers, agencies, and brand partners to encourage repeat business.
Establish referral partnerships with event planners, destination marketing organizations (DMOs), hotels, and tourism boards.
Collaborate with third-party event producers and booking agents to expand reach and secure large-scale activations.
Serve as the primary point of contact for key accounts, ensuring seamless communication and high client satisfaction.
Conduct site tours and client meetings to convert interest into confirmed bookings
Collaborate with marketing teams to develop promotional campaigns and sales collateral that support lead generation and conversion.
Represent the Event Center at industry trade shows, networking events, and sales missions to increase visibility and attract new clients.
Analyze sales performance metrics and booking trends to refine strategies and improve outcomes.
Prepare regular sales forecasts, revenue reports, and pipeline updates for senior leadership.
Collaborate with finance and operations teams to align sales goals with budget targets and capacity planning.

Requirements

Bachelor’s degree in Business, Marketing, Hospitality, or a related field (Master’s a plus).
5+ years of proven success in sales, business development, or event sales—preferably in convention centers, large venues, or hospitality.
Demonstrated track record of meeting or exceeding group sales targets and revenue goals.
Deep understanding of B2B sales cycles, lead generation, and client relationship management.
Skilled in developing pricing strategies, negotiating contracts, and closing high-value deals.
Proficiency with CRM systems (e.g., Salesforce) and sales performance tracking tools.
Ability to work flexible hours, including evenings and weekends.