National Account Manager​/Director

POSITION PURPOSE

The National Account Manager/Director is an experienced salesperson 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 out of the Indianapolis Office.

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.

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 (Indianapolis hotel sales managers and regional third-party account representatives) 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 trade shows.
• 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

• Some travel and evening entertainment required (i.e. site visits, Indy based customer events, Colts Games, familiarization tours, sales calls and customer events in target markets, industry trade shows, Visit Indy Partner Events).
• Coordinate client introduction to Destination Experience manager during the turnover process; create strong, supportive and collaborative environment with Destination Experience 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.

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 preferred
• Minimum Three to five years’ experience in a convention center, convention bureau, tradeshow promoter, or hotel preferred.
• Consideration for the Director title will be based on a combination of experience and the needs of the organization; additional years of experience alone do not ensure placement at the Director level.

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…