Account Executive

What We Offer You

• A competitive salary based on experience.
• Incentive eligibility based on program size and profitability.
• Health insurance coverage including medical, vision, and dental.
• Discretionary PTO for vacation and personal time, paid holidays, and paid sick leave accrued based on hours worked.
• 401(k) with employer match.
• Company-paid short term and long term disability insurance coverage.
• Company-paid $50,000 basic life insurance.
• Voluntary life insurance.
• Paid DMCP and/or CMP certification.
• Paid industry memberships.

Essential Duties and Responsibilities

General Responsibilities

• Serve as the primary relationship lead for assigned clients and hotel partners.
• Actively prospect and develop new opportunities within designated market territories as currently structured.
• Oversee the development of pricing strategies; ensure alignment with margin targets and financial goals.
• Provide exceptional customer service through the creative development and fulfillment of program content.
• Represent Cohera DMC at national industry events, local industry events, tradeshows and conferences, as required by Supervisor and General Manager.
• Promote destination and company capabilities via sales trips and formal presentations to incentive and corporate clients and hotels, as required by your supervisor and General Manager.
• Develop and nurture consistent relationships with key hotels/hoteliers including but not limited to hotel sales drops, site visits, and hotel outings in collaboration with Business Development (when applicable).
• Organize Familiarization (fam) tours for clients and prospective clients, and directly oversee all local sales-related special projects, including, but not limited to: local client events, hotelier appreciation events, sponsorship and promotional commitments, and planning/execution of sales events with various hotel partners both locally and nationally.
• Establish and maintain positive working relationships with hoteliers, vendors, CVB, industry consortiums, local clients, and third parties.
• Actively participate in regularly scheduled sales strategy meetings with General Manager or Senior/Director of Sales and Business Development (if applicable). Use of extensive expertise of current and upcoming industry trends and maintaining knowledge of assigned markets and hotel partners via compiling and analyzing data to find trends.
• Develop sales strategies and meet or exceed minimum margin expectations and quotas through program development in accordance with personal sales goals.
• Work as a team with Design and Development Managers, Account Coordinators, Business Development and Strategic Team (if applicable) through production of proposals and maintain oversight over the program details, client relationship, pricing and deadlines throughout the sales process ensuring that deadlines are met both internally and with the clients.
• Conduct site inspections with client working with the Design and Development Manager, Account Coordinator, Strategic Team (if applicable), and Business Development (if applicable) in setting up appointments and creating a timeline. Review the site book to ensure accuracy.
• Understand the site inspection policy and communicate billing procedures to Design and Development and Event Management.
• Maintain Salesforce database with current and future client contact information and needs.
• Record all client communication in Salesforce.
• Proactively reach out to ensure client satisfaction/retention while continuously searching and closing new business.
• Participate in turn-over meeting with Event Manager and Design, Development Manager, Strategic Team (if applicable). Providing key insight into the client, company and program.
• Provide continuous service to customers from program inception through completion, attending pre-convention meetings and maintaining visible presence throughout program operations.

Marketing

• Work with Marketing on sales materials, social media and website content.
• Maintain a presence on social media and other sales outreach platforms.
• Send post program follow upon program completion and follow up on any potential future business needs and/or referrals to other Cohera offices, with a focus on building long-term relationships with all accounts.
• Stay up-to-date and on the pulse of events, new venues, and new experiences in local destinations becoming the go-to destination expert for our clients and hotel partners.
• Work closely with the Design and Development team to ensure that new options are developed into tariff.

Quality of Work Responsibilities

• Each employee at Cohera is expected to carry out all Quality of Work Responsibilities: to work as a productive team member, take initiative, act creatively, operate flexibly, and do everything with honesty, integrity, and with a focus on client satisfaction.
• Work well in a fast-paced team environment, be willing to help others, work overtime when required, and deliver quality service to our clients.
• Act in a self-starting way, make good independent decisions, and take steps to complete work within time parameters.
• Generate new and innovative ways to improve Cohera products and services.
• Recognize essential elements of a challenge and develop creative solutions.
• Respond quickly to changing circumstances, anticipate new developments where possible, be receptive to new ideas/methods.
• Act in a forthright way.
• Give and accept feedback constructively.
• Recognize and consider the client’s expectations and needs, be willing to “do what it takes” to fulfill those expectations.
• Any other duties as assigned.

Competencies/Specific Experience or Training Preferred 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

• Four or more years total work experience with a minimum of three years in event or hospitality sales (preferably within a DMC or hotel environment).

Knowledge, Skills and Abilities

• Working knowledge of event logistics, proposal writing, contract basics, and destination selling.
• Excellent verbal and written communications skills.
• Strong attention to detail and follow-through.
• Ability to build rapport and communicate effectively with clients.
• Expertise in time management and prioritization across multiple programs and clients.
• Expert knowledge of the local destination offerings such as restaurants, clubs, festivals, tours, and venues.
• Ability to work as part of a team and independently on projects that require initiative.

Equipment and Applications

• Advanced skills in Microsoft Office Suite; adaptable to CRM and other software (e.g., Salesforce).
• Computer, phone, copiers, smart phones, tablets and other standard office equipment.

Job Conditions

The specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus. The noise level in the work environment is usually low. The physical demands described below are representative of those that must be met by an associate to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the associate is:

• Frequently required to perform administrative and professional work using writing tools and electronic media.
• Required to be ambulatory to move around freely between buildings and between levels within buildings.
• Occasionally lift and/or move up to 30 pounds.
• Occasionally exposed to fumes or airborne particles and toxic or caustic chemicals associated with office work.

Disclaimer

This job has recurring work situations involving moderate degrees of discretion. The need for accuracy and effective utilization of accepted policies and procedures is high. Errors in judgment and execution will waste time and resources, adversely impacting unit performance.  Employees operate independently but work is verified by supervision. This job description outlines the primary duties and responsibilities of the role as it currently exists. It is not intended to be a complete list of all tasks that may be assigned. From time to time, you may be asked to take on additional duties to support business needs and participation in such tasks will be discussed and agreed upon as appropriate.

Acknowledgements

Cohera is an Equal Opportunity-Affirmative Action Employer / Disability / Veteran.