Job Description

The Senior Sales Manager is a seasoned sales position that requires a highly motivated, strategic, and customer-focused approach with expertise in the meetings, conventions, hospitality, or event industry. This role requires an individual who is assertive, creative, organized, detail-oriented, and capable of managing a broad range of responsibilities with limited supervision.

This position is responsible for cultivating and maintaining customer relationships, negotiating Center space and rates, and executing contracts for the Walter E. Washington Convention Center. The Senior Sales Manager plays a critical role in driving revenue while ensuring that all business secured is both financially and operationally successful.

The ideal candidate possesses a strong understanding of customer relationship management, business development, and convention center operations. Success in this role requires the ability to leverage operational expertise to develop strategic sales solutions, foster long-term client partnerships, and ensure a seamless transition from the sales process through event execution.

Additionally, this position partners with assigned representatives from Destination DC, the official sales and marketing agency for Washington, DC, to secure business across designated market segments, including:

• National Accounts (Citywide conventions, 2,500 or more peak room nights)
• In-house conventions and large-scale events
• Sports and specialty events

This role requires close collaboration with divisional staff and cross-functional partners across the Convention Center to ensure alignment between sales strategy and operational execution. This position reports directly to the Senior Director of Sales.

Responsibilities

• Responsible for the successful execution of the sales process to maximize space utilization and revenue generation for the Walter E. Washington Convention Center
• Develop and implement strategic sales plans that align customer needs with the operational capabilities of the Convention Center
• Identify, solicit, and qualify new business opportunities through various channels including Destination DC, direct sales efforts, and industry engagement
• Maintain accurate booking calendars, event details, and client records to protect bookings from scheduling conflicts and support reliable forecasting in Momentus
• Produce detailed proposals for events, incorporating timelines, policies and procedures, suppliers, legal obligations, staffing, and budgets
• Ensure the operational feasibility and economic benefit of all sales opportunities by evaluating potential revenue, costs, and service impacts
• Leverage knowledge of facility operations and event logistics to develop practical, client-focused solutions that support successful event outcomes
• Negotiate contracts between the Center and customers; work closely with the Contracts Administrator and Legal Department to ensure timely execution of agreements
• Maintain accurate records, budgets, and forecasts for all assigned accounts and update information regularly
• Negotiate with and manage service partners including internal and external providers such as catering, audiovisual, and production vendors
• Arrange and conduct facility tours and site inspections, incorporating both sales positioning and operational awareness
• Maintain effective working relationships with Events DC departments including Facilities, Event Management, Meeting Services, Housekeeping, Catering, Technology Services, and Telecommunications
• Serve as a key point of coordination between Sales and Convention/Event Management to support a seamless transition from booking through event execution
• Cultivate and maintain strategic relationships with Destination DC and industry partners
• Implement sales activities including booking appointments, presentations, outside sales efforts, and guided site inspections
• Exercise sound independent judgment under the direction of the Vice President of Sales
• Represent the Center professionally at Events DC and Destination DC events, industry tradeshows, and networking functions
• Lead, plan, and participate in industry meetings, joint sales calls, and promotional events
• Assist the Senior Director of Sales and Vice President of Sales with special projects as required
• Carry out managerial responsibilities in accordance with Events DC policies and applicable laws and regulations
• Perform other customer-related duties as assigned

Qualifications

MINIMUM QUALIFICATIONS

• Bachelor's degree in Sales, Marketing, Business Administration, Hospitality, or a closely related field; or an equivalent combination of education and relevant professional experience.
• Five (5) years of progressive sales experience or equivalent convention/event management experience within the meetings, conventions, hospitality, or event industry. Demonstrated success in customer relationship management, strategic problem-solving, event execution, business development, and driving revenue growth.
• Demonstrated understanding of event operations, logistics, and service delivery to effectively support the sales process and ensure successful event execution.

PREFERRED QUALIFICATIONS

• Seven (7) years of progressive sales experience within the meetings, conventions, hospitality, or event industry.
• Experience within a convention center, large-scale venue, hotel, or comparable event-driven environment.