Director of Sales

This is a hybrid role working 3 days per week on average in an office in Phoenix and 2 days from home. Applicants must be based in the Phoenix area to be considered for this role.

PRA is the market-leading business event management firm, delivering unique experiences that move hearts, minds and businesses forward. Blending Passion, Reach and Authenticity, PRA works collaboratively with clients to craft creative, multi-sensory attendee journeys to leave a lasting impression.

Primary Responsibilities

• Determine annual goals and gross profit plans by implementing marketing strategies; analyzing trends and results.
• Manage Regional Sales Managers to ensure goals are achieved.
• Develop and maintain sound employee relations at all levels to include counseling and disciplining employees; planning, monitoring, and appraising job results.
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
• Implement national sales programs by developing field sales action plans to ensure generation and growth within assigned territories.
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establish and adjust selling prices by monitoring costs, competition, and supply and demand.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
• Oversee "closing" program contracts with problematic clients, qualifying leads and developing program ideas for leads.
• Develop travel budgets and schedules for VP and/or GM's approval as well as monitoring client marketing budget.
• Represent PRA at key association and industry groups through membership to include tradeshows and local networking events to meet potential clients.
• Develop and maintain industry relationships with CVBs and hotel partners.
• Responsible for remaining current and knowledgeable of industry trends and developments.
• Contribute to team effort by accomplishing related results as needed.
• Perform other duties and responsibilities as required or requested.

Qualifications:

• Minimum 5 years' experience in sales, specifically in a Business Events Company, DMC, incentive travel, event management, convention services, hospitality, or related field.
• Bachelor's degree in Business, Management, Marketing, Hospitality, or related area.
• Must be an effective sales leader, with notable experience leading and directing sales teams.
• Destination knowledge in the areas geographically located in the surrounding areas of their assigned office(s).
• Industry relationships in these areas.
• Record of success in sales and marketing strategies, accomplishing goals aligned with organizational strategic planning, including annual goals and gross profit.
• Experience with client development.
• Ability to provide solutions and/or resources to challenges/opportunities that may arise during the development and sale of programs.
• Ability to develop and maintain strong supplier/partner relations at venue and community locations, including negotiation on behalf of clients for best locations, terms, etc.
• Ability to professionally represent PRA at client meetings, site inspections, industry and association functions, supplier/partner meetings, and staff meetings.
• Proven experience in the management of a sales force including training, motivating, and regular job appraisals.
• Strategic planning experience, including analyzing trends, establishing sales goals and profit margins.
• Expertly proficient in Excel, Word, Power Point, Outlook, and other software deemed necessary for the job.
• Must be able to read, analyze, and interpret client proposal requirements, RFPs, contracts, financial reports, and other legal documents.
• Must be able to respond to common inquiries or complaints from clients, supplier/partners, and co-workers.
• Must be able to effectively present information and respond to questions from clients, supplier partners, and hoteliers.
• Must be able to prepare sales reports, using complex calculations, for sales meetings and client presentations.
• Must be able to anticipate and deal with problems involving few concrete variables in a typical office situation.

While the primary focus of this role is within the Greater Phoenix area, occasional travel to support programs in Tucson, Sedona, and New Mexico may be required.

Benefits include Medical Insurance, Dental Insurance, Vision Insurance, 401(k) with Company Match, Short-term and Long-term Disability Insurance, Life Insurance, Employee Assistance Program, Paid Vacation Time and Paid Holidays, Paid Sick Time, Parental Leave, Pet Insurance, Flexible Spending Accounts, and others.

Whether in-person, remote, or hybrid, PRA guides organizations in bringing people together with strategic content, brand engagement and authentic destination experiences. PRA has local teams across the US covering more than 29 top destinations, and a remote execution team who can plan anywhere our clients envision an incomparable meeting or event.

Internally, we believe in not just talking about positive change, but working towards it. Our Equity, Diversity + Inclusion Council was created in 2020 to guide and educate, both our team and the industry. We are also members of ECPAT-USA to help end human trafficking, and we have a strong partnership with the American Forest Foundation through which we assist in replanting trees throughout the US.

Our Corporate and Incentive Program Planning Capabilities Include:

Creative Event Design + Production; Local Excursions; Tours; Teambuilding; Offsite Events; Dine Arounds; Digital + Hybrid Programming; Health + Safety Logistics; CSR + Giveback Initiatives; Sustainable Planning Services; Transportation Logistics; Staffing; Content Creation; Graphic Design + Branding; Gifting.

Follow PRA on social @PRABusinessEvents and visit www.pra.com for more information.