Regional Sales Manager (D.C. market) at Experience Columbus

Reports to: Chief Sales Officer  

Status: Full Time (40+ hours) 

FSLA: Exempt 

Location: Washington D.C. area or Columbus. 

Travel: Must be able to participate (travel to) in market-based events or industry events 2 to 3 times a month and if remote must make frequent visits to Columbus. 

 Experience Columbus Overview 

Experience Columbus is the destination marketing organization for the city of Columbus, which is the 14th largest city in the United States and one of the fastest growing cities in the Midwest. Our team is comprised of passionate, smart staff members who are proud to amplify the Columbus community and the amazing people, developments and businesses in our city. Just like the community we serve, Experience Columbus team members are open-minded, hard-working, and welcoming. Beyond our forward-thinking professional development and flexible policies, we’re proud to be a progressive, vibrant, and uplifting workplace. 

Every day, the team strives to live out each of the organization’s core values: Value the Voices, Take It On, Live Your Passion, Create Moments and Think Forward. We incorporate these into daily responsibilities and meetings, and they’re crucial to our organization’s interactions with partners and community members — we honor our past and are always looking to the future. 

Job Overview: 

The Regional Sales Manager, DC will be responsible for achieving the annual room night goals established by building and maintaining the national association and corporate markets located in their designated market, for groups 500-1499 peak room nights in DC, VA and MD. This position requires a person with strong sales skills, comfort in building deep & meaningful business relationships, and the ability to understand and implement strategy. 

Job Duties and Responsibilities:  

• Handle the entire sales process for your market, which includes rapport building, qualifying, presentations, conducting sales calls, negotiating, overcoming obstacles, and closing. 

• Coordinate all aspects of the bid process, including bid books, maximizing resources, and incorporating market specific facts.  

• Develop and execute creative, memorable, and relevant site visits based on an organization’s goals and our competition. 

• Manage previously booked accounts with the same level of care and responsibility as if they were your own. 

• Grow new and existing business by using targeted direct sales strategies focused on your specific market segment. 

• Secure qualified customers and assist with the development of and participate in Familiarization Programs (FAMs). 

• Establish and maintain solid working relationships with convention center and hotel representatives, and Experience Columbus team members. 

• Become an expert on Columbus to anticipate what convention clients need to know about the product (i.e. hotel inventory and the Greater Columbus Convention Center capacities).  

• Become an expert on Columbus to anticipate what attendees need to know about Columbus neighborhoods, nightlife, restaurants, and arts & culture.  

• Become an expert on Columbus’ key competitor destinations to effectively highlight how Columbus compares when speaking with clients and attendees. 

• Create and coordinate unique customer events that are designed to attract clients in an effort to promote Columbus. 

• Stay current on industry trends and best practices. 

• Manage and thoroughly maintain all assigned accounts in the Customer Relationship Database (CRM)  Simpleview.  

• Work collaboratively with our marketing department to create initiatives geared towards specific markets to generate interest in Columbus as a destination. 

• Lead turnover meetings for definite bookings with our Destination Services department. 

• Other 

• If remote, frequent visits to Columbus for site visits, meetings, training and team activities are required.  

• Maintain a current membership to ASAE, PCMA, MPI, etc. and serve in a leadership capacity on committees within key industry organizations. 

• The territory as outlined above, as well as the peak night parameters, are both subject to change at the discretion of the Chief Sales Officer. 

• While this position does not have any direct staff supervisory responsibilities; it will share the support of a Convention Sales Coordinator and is expected to communicate and oversee their relevant work activities.  

Job Specific Competencies 

• Three or more years of experience, listed below, through education, work experience or a combination of both is a plus:  

• Hospitality, tourism and/or event management. 

• Working with a Destination Marketing Organization (DMO) or hotel. 

• Working with the D.C. regional market.  

• Demonstrated experience in the entire sales process, which includes rapport building, qualifying, presentations, conducting sales calls, negotiating, overcoming obstacles, and closing.  

• Demonstrated success in achieving or exceeding sales quota. 

• Demonstrates proactiveness by making recommendations to ensure your market’s success.  

• Excellent organizational skills, detail oriented and the ability to meet deadlines.  

• Can incorporate creativity throughout the sales process to give Columbus a competitive edge.   

• Can prioritize and handle multiple projects simultaneously in a fast-paced environment. 

• Can define problems, collect data, establish facts, and draw valid conclusions.  

• Demonstrates strong interpersonal skills, maturity, good judgment and capable of communicating in a professional manner with a diverse range of individuals; maintain professional presence.  

• Highly motivated self-starter.  

• Reliable, dependable, flexible, and responsive 

• Willingness to work outside of normal work schedule as needed/directed.  

Experience Columbus Competencies  

• Demonstrates strong written and verbal communications skills.  

• Demonstrates flexibility and openness to new ideas, and different perspectives.  

• Demonstrates the ability to work independently but also can be a collaborative team member.  

• Demonstrates a strong commitment to fostering a culture of innovation and collaboration. 

• Demonstrates a strong commitment to Diversity, Equity, Inclusion and Accessibility.    

• Proficient in Microsoft Suite 365, Outlook, PowerPoint and Word, and related software. 

• Ability to work flexible hours, including evenings, weekends, and holidays.  

• Familiar with and advocate for the Columbus region. 

• Demonstrates a commitment to our company values: Value the Voices, Think Forward, Take it On, Create Moments and Live your Passion.  

• The organization requires all employees to obtain and maintain the Experience Columbus Insider (ECI) accreditation.  

Physical Demands 

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  

• Viewing computer monitors  

• Frequent talking and/or listening  

• Regular Sitting   

• General “office load,” i.e.. laptop   

The duties of this position may change from time to time. Experience Columbus reserves the right to add or delete duties and responsibilities at the discretion of Experience Columbus or its managers. This job description is intended to describe the general level of work being performed. It is not intended to be all-inclusive.   

Equal Opportunity Employer: 

Experience Columbus and the Greater Columbus Sports Commission provide equal employment opportunities to all employees and applicants for employment. We embrace diversity and are committed to creating an inclusive environment for all employees. 

Qualified applicants will be considered for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 

Experience Columbus is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities. If you are a qualified individual with a disability, or a disabled veteran, you have the right to request a reasonable accommodation if you are unable or limited in your ability to use or access the Experience Columbus Careers website because of your disability. We will make a determination on your request for reasonable accommodations on a case-by-case basis. If you need accommodation or assistance in using the Experience Columbus Careers website, please call 614-221-6623.