The Kentucky International Convention Center (KICC) is located in the heart of Downtown Louisville and hosts a full calendar of major conventions, conferences, expositions and private events. KICC reopened in late 2018 after a $207 million renovation yielding a multitude of eco-conscious designs and pre-function spaces featuring modern glass facades overlooking the cityscape. The facility boasts 200,000 square feet of Class A exhibit space and 52 adaptable meeting rooms.
Job Description: The Sales Manager sells and promotes use of the facility for events such as: meetings, trade shows, conventions, conferences and sporting and consumer events. The Sales Manager performs sales calls, attends industry events, conducts facility tours, drafts and presents proposals, negotiates terms and sustains effective client relationships to obtain business to lend to organizational revenue. The Sale Managers provides direct service assistance to clients to assess and identify preferences and dispositions, advising clients of the facility’s proficiencies and collaborating with other departments, exclusive providers and key stakeholders to initiate realization of clients’ desired event experiences.
Essential Functions (must be able to perform with or without reasonable accommodations): •Performs sales calls to initiate interest and advance organization’s and facility’s presence in the industry. •Reviews, compares and tracks industry trends, standards and best practices and competitor statistics to assist in determining price schedules and discount rates. •Reviews and assesses facility operational records and reports to project sales and profitability. •Monitors client preferences and dispositions to determine focus of specific sales efforts and advises potential and active clients of facility’s proficiencies to realize client’s event experience vision and goals. •Conducts facility tours for potential clients, addressing questions and providing information regarding facility’s specifications and proficiencies. •Collaborates with other departments, exclusive providers and key stakeholders to facilitate the delivery of applicable and considerable client proposals. •Confers with clients about facility operating and service policies and procedures to ensure client’s ease of use. •Confers with other departments to initiate realization of most effective and efficient delivery of facility services and to resolve client concerns. •Provides responsible staff assistance to the Director of Sales, inclusive of preparing reports, drafting correspondence and developing positive relationships with potential clients. •Collaborates with support staff in keeping records of correspondence, RFPs and communication. •Attends and participates in industry meetings, trade shows, conventions, conferences and events to promote facility’s event experience product. •Adheres to and exemplifies organizational core values and service expectations. •Maintains a professional, welcoming and responsive demeanor and addresses client and guest inquiries, requests and concerns graciously, discreetly and with a sense of urgency. •Performs relative duties and manages other responsibilities as assigned.
Physical and Mental Demands (must be met with or without reasonable accommodations to perform essential functions):
Frequently remains stationary at a desk or within an office workstation to operate a computer to accomplish a majority of duties and assigned tasks.
Constantly interacts face-to-face and uses a telephone and a computer to communicate via voice call, video call, text and email.
Frequently operates office devices including some or all of, but not limited to, the following: calculators, telephones, copy and fax machines and printers.
Consistently moves about office areas and multiple acres of facility space, ascending/descending steps and ramps – to showcase the facility and become familiar with assembled event layouts.
Occasionally, moves objects weighing up to 25lbs.
Consistently functions and works within a moderate-to-high pressure event-driven environment, according to stringent schedules.
Work Environment and Hours of Work:
Office setting with minimal-to-moderate noise levels as well as an event facility setting with moderate-to-high noise levels where event functions and facility maintenance are taking place.
Generally, typical weekday hours, but contingent on event scheduling, work hours may include evenings, late nights, early mornings, weekends and holidays.
Contingent on event requisites, frequently works more than 40hpw.
Possible limited exposure to various weather conditions, including some or all of, but not limited to, the following: rain, sleet, snow, hail, and extreme cold, heat and humidity.
Limited exposure to high-allergen and other atmospheric elements including some or all of, but not limited to, the following: livestock and other animals, hay, dirt, dust, and exhaust fumes.
Possible limited exposure to potentially hazard-inducing elements and applications including some or all of, but not limited to, the following: use of heavy and specialized tools, moving vehicles and mechanical equipment, electrical current, working at above ground heights using ladders, lifts or other elevating devices, and direct contact with chemicals.
Frequently travels locally and occasionally travels regionally to make sales calls and attend industry meetings, trade shows, conventions, conferences and events
Knowledge, Skills and Abilities:
Modern and complex principles, methods and best practices of sales and marketing.
Effective communication and dissemination techniques and methods.
Structure and content of the English language including the meaning and spelling of words and rules of composition and grammar.
Administrative procedures and systems such as word processing, managing files and records and designing form.
Business principles including strategic planning, resource identification, production methods and coordination of resources.
Event industry methods and best practices, including event planning and scheduling, facility management, crowd management, public safety, F&B services and AV and IT operations.
Federal, state and local laws, codes and regulations relative to events, production and public assembly.
Organizational and facility policies, procedures and strategies.
Customer and guest service principles inclusive of customer needs assessment and evaluation of customer satisfaction, industry best practices and quality standards.
Actively listening – giving full attention to what is being said, understanding points being made and asking questions for clarification.
Communicating effectively – conveying clear and concise messages verbally, including in person and by phone, and in writing, including by email.
Reading comprehension – understanding written sentences and paragraphs in work-related documents
Critical thinking – using logic and reasoning to identify alternative approaches and determine effective solutions.
Complex problem-solving – identifying and assessing situational factors to determine a workable and favorable resolution to address a matter.
Decision-making – considering the benefits and detriments of potential actions to choose the most appropriate action.
Time management – applied to prioritize and carry out a multitude of tasks in order to successfully address the needs of multiple clients within continuously stringent time constraints.
Developing creative and alternative ideas and solutions affluently.
Recognizing, managing and responding to sensitive information and urgent matters.
Preparing sales proposals, conducting meetings, convincing others to make certain decisions and negotiating certain terms.
Efficiently using Microsoft Office applications including Excel, Outlook and Word and PowerPoint.
Meeting high standards of service and maintaining effective client relationships.
Effectively functioning in moderate to high-pressure situations.
Understand spoken and written English language.
Comprehend, assess, and respond effectively to oral, written and non-verbal communication.
Apply general guidelines or directives to specific scenarios or challenges to produce sound results or solutions.
Maintain constant attention to precise details and accuracy in communicating and implementing specified standards and directives.
Conduct self in a professional and composed manner.
Allocate focus among multiple tasks and activities taking place simultaneously.
Quickly and accurately add, subtract, multiply and divide in order to offer responses regarding event elements such as facility specifications, space capacities, projections, costs per unit, profit and revenue.
Type and operate a computer and other office devices including, but not limited to, calculators, telephones, copy and fax machines and printers.
Effectively use, or quickly become familiar with, Ungerboeck event management software.
Work collectively as a team member and take initiative to complete tasks working individually.
Education and Experience:
Bachelor’s degree from an accredited college or university with major course work in, marketing, business administration, event management or a related field is required.
Minimum of three years of direct sales experience at an event, entertainment, hospitality or other major public facility.
Applicants of and employees filling this position may be required to submit to a drug screening test and background check.
Additional Salary Information: Health, optional dental and vision, retirement/pension, sick and annual leave, paid holidays and comp parking
About Kentucky Venues
Under the Kentucky Venues brand, two major convention and exposition facilities—the Kentucky Exposition Center and the Kentucky International Convention Center—serve regional, national and international clients. Governed by the Kentucky State Fair Board, Kentucky Venues also owns and produces signature events: the Kentucky State Fair, World’s Championship Horse Show, National Farm Machinery Show, Championship Tractor Pull, North American International Livestock Exposition, and the North American Championship Rodeo. From agriculture to technology, autos to entertainment, and athletics to livestock, Kentucky Venues has the facility, capacity and services to make each event a success.