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Manager, Group Sales

ABOUT US

True to our vision, Arts For Every Life, the Dr. Phillips Center is a place you can go to see amazing performances and also to play, participate, learn and dream. Named by Travel + Leisure magazine as "World’s Coolest New Tourist Attractions 2015" and among their “Best Places to Travel in 2015,” the two-block downtown destination includes the 2,700-seat Walt Disney Theater, 300-seat Alexis & Jim Pugh Theater, Seneff Arts Plaza, Dr. Phillips Center Florida Hospital School of Arts, the DeVos Family Room, and other event rental spaces. Future expansion includes Steinmetz Hall, a 1,700-seat acoustical theater, along with rehearsal rooms, office space and commercial development spaces. The Dr. Phillips Center brings the best international, national and local artists to its stages including Broadway, ballet, rock, orchestra, comedy, jazz, outdoor concerts, festivals, family shows and arts education programs.

The Dr. Phillips Center for the Performing Arts is a private non-profit 501(c)3 organization operating the state-of-the-art performing arts center in downtown Orlando, Florida. A public-private collaboration with the City of Orlando, Orange County, the State of Florida and generous donors, the Dr. Phillips Center mission is to be an inspirational, creative place where people love to be and where people love to work. For more information, please visit drphillipscenter.org.

POSITION SUMMARY

The Group Sales Manager will be responsible for all group sales efforts for the Dr. Phillips Center for the Performing Arts including but not limited to; performance group tickets, Behind the Scenes Tours (BTST) of the venue, corporate bundling and custom group packages. The Group Sales Manager will need to have experience working in the entertainment and tourism industries to create affective group sales strategies that ensure annual sales goals are being achieved. 

RESPONSIBILITIES

  • Achieve annual sales goals and increase year-over-year channel growth within the Group Sales Department. 
  • New client prospecting while maintaining existing client base.
  • Establish strong partnerships with domestic and international tour operators who conduct tour series to the Orlando area. 
  • Establish strong partnerships with online travel agents (OTA), receptive tour operators, wholesale, concierges, travel agents, authorized third-party ticket sellers and social/military, education/religious/fraternal organizations (S.M.E.R.F). 
  • Ability to create group/BTST packages and upsell food and beverages. 
  • Negotiate and close group and BTST agreements with approved resellers.
  • Create upsell packages for the BTST tour guides and set sales goals. Contract with corporate and incentive companies to promote corporate bundle packages.
  • Works closely with the Sales Coordinator to ensure that contracts are being fulfilled correctly and client payments are made on time per the agreement. 
  • Ensure the proper utilization of group ticket inventory to maximize revenue. 
  • Oversee hiring, training and management of the BTST tour guides and ensure sales goals are being achieved.
  • Attend conventions, trade shows and other industry functions to promote sales. 
  • Participate in the development of all sales and promotional tools (i.e. collateral, presentations, promotional items, packages, etc.).
  • Develop and implement group sales strategies.
  • Manage the group sales budget.
  • Ensure customer satisfaction.
  • Other duties as assigned.

KNOWLEDGE AND EXPERIENCE

  • Bachelor’s degree in Business, Marketing, Communications, Hospitality, or equivalent.
  • 7 years of sales experience in the Orlando tourism market, entertainment industry and local community. Experience in selling and promoting attractions, tours, or other travel/entertainment related products and/or groups is preferred. 
  • Strong understanding of E-commerce in the tourism market.
  • Strong written, communication and interpersonal skills required; strong time management skills; experience and proficiency in Microsoft Office Suite, particularly Word, Excel, PowerPoint, is required. Proficiency in Tessitura is preferred.
  • Strong contracting and negotiation skills.
  • Ability to negotiate overrides, website positioning and product marketing.
  • Strong phone skills.
  • Ability to plan, prioritize, organize and multi-task in a fast-paced environment. 
  • Strong project management skills.
  • Effective communicator who can work closely with other departments.
  • Demonstrate both an independent nature and an ability to work well with a team.
  • Candidate must be a self-starter who takes the initiative to start projects, work unsupervised, complete tasks independently, solve roadblocks and address issues before they become problems.
  • Candidate must be able to work in a continuously changing and innovating atmosphere and can adjust accordingly to market shifts and company strategies. 
  • Candidate must have strong customer service.

SPECIAL CONDITIONS OF EMPLOYMENT

  • This position requires the ability to work a variable schedule, evenings, weekends, and holidays to meet operational needs.
  • This position requires some travel to industry tradeshows, domestic and international.

The Dr. Phillips Center provides equal employment opportunities to all qualified individuals without regard to race, creed, color, religion, national origin, age, sex, sexual orientation, disability, veteran status, or any other status protected under the law.

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