Sales Manager

Job Description

Job Description

The Sales Manager is responsible for generating revenue for Lighthouse Immersive Groups & Events through proactive business development, consultative selling, and strategic account management. This role balances new business acquisition with the retention and growth of existing accounts and requires a strong focus on outbound sales activity.

The Sales Manager will develop a strong local market presence, build relationships across corporate and other key market segments, and manage the sales process from prospecting through event execution. The position is split between on-property responsibilities and off-site sales activity and reports to the Director of Global Partnerships.

DUTIES AND RESPONSIBILITIES

Generate new business through proactive prospecting, including outside sales calls, cold calling, telemarketing, referrals, direct outreach, networking, and other lead-generation activities, with a minimum of three workdays per week dedicated to off-site sales activity.

Develop and execute local and outbound sales strategies focused on high-potential customer segments, industry partners, and community organizations, including the Moreno Valley Chamber of Commerce and other local and regional business and tourism organizations.

Manage the full sales cycle, including prospecting, qualifying leads, setting appointments, conducting site tours, presenting solutions, negotiating terms, closing business, and following up with clients.

Track and report daily, weekly, and monthly prospecting activity and sales performance in the company CRM.

Build and maintain strong relationships with key decision-makers in the corporate market and other priority customer segments.

Participate in relevant community and professional organizations and, when appropriate, serve on boards or committees to strengthen market visibility and business relationships.

Maintain and grow existing accounts through regular client visits, on-property meetings, and networking events that build brand awareness and encourage repeat business.

Partner with the Operations team to research, develop, and execute profitable special event opportunities.

Coordinate group and special event logistics, including event calendars, client walk-throughs, site visits, and on-property communication, serving as a primary point of contact for clients.

Prepare required sales and event reports, including revenue reports, profit and loss statements, sales recaps, forecasts, and projections.

Use sales systems and CRM tools daily while coordinating outreach plans, invoices, payments, and budget tracking.

Assist in developing new group programs, packages, and events that increase ticket sales and overall group revenue.

Develop and maintain partnerships with local businesses, schools, churches, corporations, tour operators, travel partners, and other community organizations.

Coordinate with third-party providers, including food and beverage partners, to support client and event needs.

Provide a high level of service to clients and prospects while maintaining strong working relationships with Lighthouse Immersive Marketing and Operations teams.

Represent Lighthouse Immersive at trade shows, sales missions, networking events, industry meetings, and other market-facing opportunities as needed.

Maintain flexibility to work non-traditional hours, including nights, weekends, and holidays, and perform other duties as assigned (based on a 40-hour workweek).

JOB SPECIFICATIONS/QUALIFICATIONS REQUIRED

Minimum of 5 years of related event sales experience with a consistent record of success, including responsibility for an annual sales quota of $1 million or more with a significant focus on new business development.

Demonstrated strength in pipeline development, consultative selling, presentations, negotiation, and closing business.

Proven ability to build and manage strong client relationships while maintaining a customer-focused approach.

Familiarity with key event and meeting industry associations, including MPI, PCMA, ASAE, and ILEA.

Excellent verbal, written, interpersonal, and presentation skills.

Goal-oriented, self-motivated, and comfortable working in a performance-driven sales environment.

Ability to travel throughout the local market and out of state as needed, including for trade shows, conferences, and sales missions.

Strong computer skills, including proficiency with Microsoft Excel, Word, Microsoft Office, and CRM applications.

High standards of professionalism, judgment, organization, and follow-through.

Bachelor's degree or an equivalent combination of education, related experience, and training.

Working knowledge of financial analysis, budgeting, planning, and marketing.

Ability to prioritize multiple responsibilities and perform effectively in a fast-paced environment.

Ability to recognize and respond to changing market trends, customer needs, and business conditions.

PHYSICAL REQUIREMENTS

Ability to sit for extended periods.

Ability to walk extensively throughout the venue and during off-site sales activities.

Ability to perform lifting duties as required in support of sales and event activities.

PAY AND BENEFITS

• Annual salary of $55,000, plus eligibility for a performance-based bonus tied to outbound sales results, subject to the terms of the Company’s incentive plan.
• Eligible for company-sponsored medical and dental insurance.
• Employee discounts on food, beverage, and tickets.

Lighthouse Immersive Studios is an Equal Opportunity Employer. We believe that no individual should be discriminated against based on differences such as age, disability, ethnicity, gender, gender identity or expression, religion, or sexual orientation.

Please note that duties may be added, removed, or reassigned as operational needs require.