The International Spy Museum is a private nonprofit museum dedicated to educating the public about the world of espionage and intelligence through exhibits, educational programs, special events, and public outreach. Come join a team whose mission is to create compelling exhibitions and other learning experiences that shed light on the shadow world of espionage and intelligence, educating and challenging each of us to engage critically with the complex world around us.
The Senior Sales Manager is an integral member of the International Spy Museum Sales team and works towards meeting and/or exceeding revenue expectations while providing direction and support for the Sales Account Executive team. The candidate works with the Senior Manager of Private Events (Logistics team) and is open to new, creative ideas while living the Museum’s core values. The candidate is responsible for taking the lead on team pacing and revenue budgets, industry trends and strategic forecasts, and negotiating agreements.
Five Areas of Accountability
- Achieves/exceeds team assigned revenue targets.
- Prospects for new business, maintains and grows existing client relationships, and conceptualizes and executes marketing ideas to generate leads.
- Serves as the Sales team lead working in tandem with Logistics team lead. Cultivates and directs account executives to exceed goals.
- Consistently reports on sales revenue projections and forecasts market trends.
- Negotiates agreements and supports team with client issues and opportunities.
- Strategic Thinker – understands and digs deeper with regards to analyzing processes, developing, and applying performance metrics and data analysis to improve metrics.
- Leadership – garners respect and trust through transparency, integrity and visionary direction.
- Resilient and Persistent – respectful and consistent follow-through with the ability to cope with difficulty and to optimize performance.
- Goal-oriented Team Player – Sets team members up for success and enjoys meeting/exceeding client and Museum expectations.
- Increase special events segment revenue for a variety of prospective and existing clients through working leads, closing sales, marketing efforts, networking and other promotional offerings.
- Respond to changes in the market, working in conjunction with VP of Operations and Senior Manager of Private Events. Manage accounts through the CRM (Salesforce).
- Stay up to date on all technical, managerial, and industry-related developments.
- Work with the sales team on market segments (events, groups, and add-ons) ensuring all colleagues meet or exceed goals.
- Develop and market new promotional offerings that support individual and the team’s goals. Work with external partners to create marketing opportunities. Offerings are strategic, complement the Spy Museum mission, maximize revenue potential with reasonable costs, and utilize mostly existing resources.
- Stay up-to-date on all technical, managerial, and industry-related developments. Understands competition (strengths and weaknesses), economic trends, and creates industry partnerships. This knowledge is shared with the team and the Spy Museum through internal trainings and communication.
Analysis and Planning
- Maintain regular pacing and forecasting updates utilizing current technology that includes reporting to the team, VP of Operations and President of the Spy Museum.
- Create and implement a continuous comprehensive short-term (1 year) and long-term (3 year) marketing plan for all market segments. Plan will be segmented into short and long-term timetables and include networking events, trade industry partnerships, digital and written marketing opportunities. Monitor and provide a summary on the effectiveness of the plan.
- Manage and develop the department budget with the Senior Private Events Manager and regularly reconcile department budget regular basis. Develop and manage department forecast, in line with incentive plan.
- Work closely with the Senior Manager of Private Events to direct a positive and productive team dynamic. Team dynamics will mirror the Spy Museum core values of service excellence, creativity, team, diversity, equity, inclusion, and fun.
- Assess team segments and individual abilities to ensure everyone is working to their fullest potential, thus exceeding goals.
- Provide guidance and oversight for the sales team. Work with the VP of Operations with managerial oversight.
- Create and execute a Sales training program. Assess the staff training needs. Design and facilitate internal training programs (team and/or individual training) and recommend and facilitate external training offerings.
Administration and Collaboration
- Work with the Senior Manager of Private Events to direct all departmental policies and procedures for all market segments. Ensure a seamless event rental process as a leadership team.
- Ensure the department software systems are being utilized strategically and tactically. This includes the CRM (Salesforce) and sales point-of-sale (ACME) systems, along with other supportive software programs and services.
- Collaborate with other departments on a regular basis, communicating needs and partner opportunities, supporting colleague department goals, and utilizing colleague resources to support the sales team.
- Develop and nurture relationships between the Spy Museum, the private events community, and professional organizations that support the team and/or the Spy Museum.
Minimum Education and Experience
- Bachelor’s Degree is required.
- Five or more years’ experience within a sales position, preferably as a lead or in a supervisory position within the hospitality, event management industry or in a cultural arts organization (such as a museum, performing arts venue, etc.). Luxury/high-end event sales a plus.
- Experience/knowledge of CRM and POS systems.
- Experience with rolling out/training on a POS system.
- Proven sales track record that demonstrates candidate exceeds expectations and consistently achieves goals.
- Demonstrated customer service experience, ability to provide clear examples of out-of-box solutions to problems and extraordinary guest experiences.
- Demonstrated experience with revenue forecasting and analysis skills. Ability to review past data, provide a summary analysis and recommendation that not only drives the team sales, but provides smart business for the Museum.
- Knowledge of the event industry and best practices.
- Ability to work within a team environment; demonstrate sensitivity to, and respect for a diverse population and Museum needs.
- Demonstrated time management skills, including multi-tasking and meeting deadlines.
How to Apply
To Apply, please submit a cover letter, resume, and salary requirements to the Senior Sales Application Form.