National Account Director

Visit Indy

Chicago, IL

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JOB DETAILS

SKILLS

Campaigns, Contract Negotiation, Copying Machines, Customer Relations, Customer Support/Service, Database Administration, Develop and Maintain Customers, Documentation, Driver's License, EEO Regulations, Fax Machines, Federal Laws and Regulations, Government, Identify Issues, Lead Generation, Marketing, Microsoft Access Database, Microsoft Excel, Microsoft Office, Microsoft Outlook, Microsoft PowerPoint, Microsoft Word, Multitasking, Needs Assessment, Negotiation Skills, Office Equipment, Organizational Skills, Partner Sales, Physical Demands, Reporting Skills, Research Skills, Restaurant, Sales, Sales Cycle, Sales Management, Sales Prospecting, Sales Qualification, Sales Strategy, State Laws and Regulations, Strategic Planning, Target Marketing, Team Player, Time Management, Trade Shows, Willing to Travel, Writing Skills

LOCATION

Chicago, IL

POSTED

30+ days ago

National Account Director (Experienced Level)
As Visit Indy, it's our job to promote the city of Indianapolis. And that job has never been easier, more energizing or more rewarding than it is right now. As an unprecedented level of cooperation between business and government boosts Indianapolis to a completely new level, we're reveling in the opportunity to show our city off. That's why we are searching for an organized, self-motivated, positive, proactive individual to join the Sales team as an National Account Director. Every member of our team contributed to us being named one of the "Best Places to Work in Indiana" every year since 2016. You can be a part of our team too!

POSITION PURPOSE
The National Account Director is an experienced sales person responsible for prospecting business for the city of Indianapolis and selling potential clients on the city as a choice meeting destination. This includes establishing business contacts, cultivating and maintaining client relationships, conducting site visits, and rebooking client business for future events. All Visit Indy team members reflect the organization’s “3 Ps” culture – productive, positive, and progressive. This position will be based in Chicago.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
To be successful in this role, an individual must be able to perform in a satisfactory manner the functions listed below. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.

ESSENTIAL FUNCTIONS
Building Sales Funnel

Generate Leads to partner hotels and Indiana Convention Center.
Prospect convention and meeting business for the city of Indianapolis; follow up on leads and conduct research to ensure viability.
Plan and execute effective lead generation strategies (sales appointments, lead campaigns, presentations, trade shows, site visits, etc.); prepare and maintain effective daily/weekly schedule of priorities.
Qualify leads and establish business relationships; initiate and maintain communications to move opportunities through the sales cycle.
Partner with sales managers handling same geographic markets to cultivate leads into tangible business and to determine key accounts to target; develop strategies to target such accounts.
Update and maintain lead account information through effective account management and documentation of lead activity utilizing sales account software; maintain accurate database of contacts.

Drive Results/Close Business

Effectively showcase/present Indianapolis to key meeting planners; plan and execute successful site inspections to secure conventions, and tradeshows.
Execute exemplary client service to build strong relationships with the client by understanding their needs and recommending the appropriate features and services to enhance their experience and exceed their expectations.
Follow-up with clients and Visit Indy staff as necessary in order to effectively negotiate terms of agreement and secure their business; ensure all communications are accurate and timely.

OTHER FUNCTIONS

Significant travel and evening entertainment (i.e. site visits, Indy based customer events, Colts Games, familiarization tours, sales calls and customer events in target markets, industry tradeshows, PCMA quarterly meetings, Visit Indy Partner Events). Anticipated travel is (at a minimum) twice per month, however more travel may be required.
Coordinate client introduction to services manager during the turnover process; create strong, supportive and collaborative environment with service team; remain engaged with customer following turnover process.
Demonstrate effective and cooperative working relationship between the Visit Indy, the convention center, hotels, restaurants, attractions, and all Visit Indy partners.
Lead monthly market meetings with Visit Indy hotel partners to increase communication, collaboration and idea sharing.
Actively participate in weekly 4DX meetings and monthly sales meetings.
Performs other duties as assigned.

EDUCATION AND/OR EXPERIENCE
To perform this job successfully, an individual must have the following education and/or experience.

Bachelor’s degree in business management, sales/marketing, or a related field or the equivalent amount of work-related experience is strongly preferred.
Five to seven years’ experience in a convention center, convention bureau, tradeshow promoter, or hotel preferred.

KNOWLEDGE, SKILLS, AND ABILITIES
The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.

Stellar communication (written and verbal), negotiation, and sales skills.
Ability to ask targeted questions and anticipate/understand customer needs; display strong customer relations skills.
Ability to think strategically and creatively to effectively influence business opportunities.
Ability to effectively develop an overall understanding of the sales process, the marketplace and the competitive set.
Ability to travel overnight for site visits, client meetings, etc.
Knowledge of Microsoft Office, including Word, Excel, Access, Outlook, and PowerPoint.
Ability to focus on details, handle multiple tasks, and remain highly organized in a fast-paced environment.
Ability to interact with a variety of managers, employees, candidates, vendors, and the general public, both on a one-on-one basis and in groups.
Ability to write reports, correspondence, policies, and procedures, and other business-related communications.
Ability to think logically in order to troubleshoot and make recommendations for problems as identified.
Ability to maintain a high energy level, take initiative, and work independently.
Ability to be flexible and to handle multiple tasks simultaneously.
Ability to calculate figures and amounts such as discounts, commissions, proportions and percentages.
Ability to safely operate a motor vehicle, be insured, and be in possession of a valid driver’s license.

PHYSICAL DEMANDS
The physical demands described here are representative of those an individual must meet in order to successfully perform the essential functions of this job. We will make reasonable accommodations to enable individuals with disabilities to perform these functions.

This position requires some physical activity, such as reaching, stooping, kneeling, crouching, and crawling; it requires occasional pushing, pulling, lifting, carrying, and moving (up to 15 pounds).
Ability to sit for extended periods of time and to move intermittently throughout the workday.
Ability to move in and between various facilities and handle exposure to inclement weather.
Strong sensory skills, such as good eyesight, good hearing, and dexterity.
Good speaking and listening skills.
Ability to operate office equipment, including computers, copiers, fax machines, and phones.
Ability to interact with others, both in person and through phone, e-mail, and written correspondence.

Visit Indy is an equal opportunity employer. Accordingly, not only do we adhere to all applicable federal, state, and local laws pertaining to equal employment opportunity, but it is our firm policy to provide equal employment and advancement opportunities for all individuals regardless of race, religion, color, sex, national origin, sexual orientation, gender identity, age, disability, or any other legally protected category or characteristic. Hiring and promotion practices are performed without regard to the same.

About the Company

Visit Indy

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