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The Sales Manager is responsible for effectively guiding customers through event experiences, identifying
solutions that meet their goals and objectives, resulting in a compelling event experience. Utilises all available
tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains
relationships with key hotel personnel to enhance the overall business relationship with hotel. Supports
Company initiatives, business strategies and Core Values. This position reports to a Senior Sales Manager,
Cluster Sales Manager, or Technical Events Manager.
Key Job Responsibilities
Revenue Generation

• Drive Results by soliciting and securing business through a proactive, consultative sales approach,

utilising Encore’s sales process and methodology.

• Effectively prepare and present quotes and proposals in a timely manner to customers, including those

submitted through the website, venue booking system, or other sources as assigned.

• Effectively collaborate with vendors and other departments/divisions of the company to capture and

service events.

• Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to

support the customer event experience.

• Understand event cost structure and incorporates this into solution designs according to established

profitability guidelines.
Relationship Management

• Deliver World-Class Service by cultivating and maintaining relationships with customers, venue

personnel and various Encore supporting functions and departments.

• Thoroughly research and understand customer history and previous experiences, in order to create

more personalised customer experiences.

• Value People by attending customer meetings, understanding their goals and responding to their

questions, concerns, and challenges.

• Do the Right Thing by ensuring all customer information is up to date and accurate in the Customer

Relationship Management system (CRM) at all times.

• Actively refer and guide customers through the Encore network, leveraging contacts to secure additional

opportunities with existing customers.
Sales Accountability

• Maintain a healthy pipeline at all times that ensures achievement of established revenue targets.
• Ensure all known opportunities are in CRM and completely accurate and updated at all times.
• See the Big Picture by supporting the sales forecasting efforts at home location, ensuring they are

accurate and submitted timely.

• Learn and adopt all SOPs related to the role and any new initiatives/programs that are implemented.
• Maintain knowledge of new product/service offerings and emerging technology supporting meetings

and events.
Disclaimer:
The duties and responsibilities described are not a comprehensive list and may change, or additional tasks within
scope of work may be assigned at any time with or without notice, as necessitated by business demands.
Sales Manager
EMEA region
Updated: 12/03/2021
Job Qualifications

• BS/BA or 1+ years of Encore or equivalent experience required
• 1 year technology sales or hospitality experience preferred
• Prior sales experience in audiovisual is a plus
• Knowledge of hospitality industry and sales processes preferred
• Technical aptitude and computer proficiency required
• Strong written and verbal communication skills

Competencies (by Core Values)

• Hospitality
• Responsiveness
• Professionalism
• Decision Quality
• Business Insight
• Collaborates
• Builds Networks
• Plans and Aligns
• Instils Trust
• Demonstrates Self-Awareness