The International Sales Manager is responsible for securing international MICE programs: meetings, incentive travel, conventions/conferences and exhibitions for Washington, DC and the greater Washington region. This position handles the full sales cycle for assigned markets which includes prospecting, sourcing, pitching and closing lead opportunities. The International Sales Manager actively participates in destination promotion which includes the creation of sales communication, collateral and presentations for the purpose of lead generation. This position works alongside the International Account Director to grow the Destination DC Ambassador Circle by engaging stakeholders and clients within strategic industry sectors.
Essential Duties and Responsibilities (include the following, but are not limited to)
Manage client relationships to ensure total account management and consistent touchpoints
Generate bookings for international MICE programs according to the priorities outlined in the sales and marketing plan, and more specifically, increase guest room night production in Washington, DC
Produce leads for Destination DC hotel members and the Walter E. Washington Convention Center
Convert leads into confirmed business by identifying key decision factors, sourcing RFPs, preparing proposals on behalf on the destination, executing customer site inspections, collaborating with hotels and service partners, and managing overall client communication throughout sales process
Provide support throughout the international association congress bid process including drafting and soliciting letters of support and/or intent, developing industry/sector overviews, and project management for the creation of the bid books and formal bid presentations alongside local hosts
Coordinate and participate in direct sales efforts including client entertainment, sales missions, trade shows and industry events with a view towards developing Washington, DC business interests
Be customer-facing which often requires international planning and international travel, sometimes independently or with leadership and members
Coordinate and oversee as assigned familiarization trips (FAMs), including the outreach to solicit sponsorship and hosting of airline, hotel, tour/attraction, restaurant, and service provider partners
Prospect lead sources by inquiry through trade publications and follow up after trade shows
Maintain advanced product knowledge of the destination including the infrastructure (airports, convention center, hotels, etc.), attractions (museums, activities, restaurants, etc.), intellectual assets (industry sectors, accolades, etc.) and overall market landscape
Maintain awareness of industry trends and competing cities through industry organizations, trade publications and professional social media such as LinkedIn
Assist with managing stakeholder relationships to grow the conference Ambassador Circle program
Create presentation decks and utilize data to demonstrate key performance metrics for the international meetings market to Events DC, members and other stakeholders
Execute all other duties as assigned by the International Account Director
Experience, Competencies & Education
Minimum two (2) years of experience in related industry field, preferably convention bureau/destination marketing organization, destination management company, hotel/venue sales and/or convention services
Preferred international events knowledge of and/or experience in association, professional congress organizer, event agency and/or corporation
Bachelor’s Degree (B.S. /B.A.) from four-year college or university in hospitality management, business, marketing or related field
Fluency in multiple languages will be considered an asset
Superior organizational, project and time management skills with strong attention to detail
Ability to prioritize tasks with minimal supervision and rely on experience and judgment to plan and accomplish goals
Excellent written and verbal communication skills including the ability to draft succinct yet persuasive solicitation, create executive summaries and deliver engaging presentations
Extensive knowledge of and enthusiasm for the destination and hotel/venues
Technical proficiency with Microsoft 365/Office Suite programs and destination management/customer relationship management software systems
Willingness to work evenings and weekends, sometimes with short notice
Ability to travel domestically and often internationally up to 25%
The position requires travel and interaction with clients, members and partners; therefore, the candidate must be fully vaccinated for COVID-19.
Destination DC, the lead destination marketing organization for the nation’s capital, is a private, non-profit membership organization of nearly 1,000 businesses committed to marketing the area as a premier global convention, tourism and special events destination with a special emphasis on the arts, cultural and historic communities.
