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Manager, Group Sales

Company: Academy of Motion Picture Arts and Sciences
Location: Los Angeles
Posted on: April 9, 2021

Job Description:

The Academy Museum of Motion Pictures furthers the understanding, celebration, and preservation of cinema through inclusive and accessible exhibitions, screenings, programs, initiatives, and collections. Welcoming visitors from Los Angeles and around the world, the Museum works in active partnership with motion picture artists and specialists, scholars, staff, and diverse communities to contextualize and challenge dominant narratives around cinema, inspiring discourse, connection, joy, and discovery. The Group Sales Manager actively prospects for, solicits, and sells group visits (tour and non-tour groups) and coordinates the daily operations of the Group Sales program. You will perform a range of duties including generating and nurturing leads, selling group visits, negotiation, processing and servicing requests for groups, handling group customer inquiries, and producing status reports. The core focus of this position is the development of annual contracts, tour operator agreements, and FIT 3rd party agreements that will realize established annual revenue, ticketing, and attendance goals. You will work closely with the Director, Visitor Experience to ensure a smooth transition between the tour operator and the guests' arrival and subsequent visit at the museum. Reporting to the Vice President, Sales, Marketing and Communication you will also partner with the Manager, Event Sales to maximize revenue stream for MICE, special events and corporate membership. You Will:

  • Identify and pursue strategic opportunities for capturing volume ticket sales from targeted constituencies.
  • Solicit and monitor leads for Group Sales based on sales and attendance goals.
  • Exceed goals for new and returning group sales contracts.
  • In association with the Manager, Event Sales and Manager, Marketing and Advertising formulate and proactively implement the Group Sales marketing campaigns and tradeshows.
  • Maintain database and track Group Sales leads, inquiries, lost business, sales revenue, and provide ongoing status reports through Salesforce to museum executives.
  • Develop targeted group outreach events and programs; make personal appearances to sell group tours.
  • Coordinate and process group contracts; book orders, secure deposits, negotiate rates and payments for group ticket sales, group tours, and VIP tour reservations through Ticketure ticketing system.
  • Partner with Visitor Experience department to schedule and confirm Group Sales reservations.
  • Schedule and monitor private guides for paid groups.
  • Arrange VIP tours with approved staff and designated guides as requested by museum management.
  • Provide direction for Group Sales collateral production in concert with the Creative Director and Manager, Marketing and Advertising.
  • Follow up and provide evaluation tools with group sales customers to ensure satisfaction.
  • Establish and maintain relationships with the travel trade accounts such as global OTA's, airlines, tour operators, and FIT wholesalers within assigned markets and maximize cooperative ticket sales opportunities. Strong focus on partners on top LA feeder markets and emerging markets.
  • Achieve established contract quotas as assigned; revenue, per cap and attendance based.
  • Attend designated domestic and international travel industry tradeshows to develop strong positioning of the museum in tour packaging and sales channels.
  • Report on customer relationships, sales forecasts, and new prospects.
  • Serve as liaison with the Los Angeles Tourism & Convention Board (LATCB) sales team and the Travel & Tourism Marketing Association (TTMA). Participate in related sales activities, FAM events, programs, sales missions and tradeshows to achieve the sales targets.
  • Co-manage with Manager, Event Sales and Manager, Marketing and Advertising, various sales and marketing partnerships with city, state, and international partners including LATCB, GO West, ABA, IPW, Visit California, and partners in key international markets.
  • Work with tour operators and Manager, Marketing and Advertising to ensure fulfillment of marketing deliverables from tour operators on behalf of the museum.
  • Manage assigned revenue and expense budgets for fiscal year. Position Requirements You Have:
    • Bachelor's degree required: Business, communications, arts administration, museum studies or related preferred.
    • 3+ or more years of group sales experience with a non-profit arts organization.
    • 2+ years' experience in development and management of group sales campaigns.
    • Experience with ticketing system databases.
    • Proven ability of identifying leads and closing sales with superb presentation skills.
    • Ability to interface with wide range of constituent groups. Experience working with domestic and international partners.
    • Budget forecasting and development with general understanding of accounting principles used to track revenue and expenses.
    • Basic computer and database skills.
    • Strong math aptitude and ability to attend to detail in transactions.
    • Ability to move or lift up to 25 pounds.
    • Ease in walking/standing for up to 2 hours for gallery tours and events.
    • Bilingual/multilingual is a plus.Our Benefits:
      • Comprehensive medical, dental and vision
      • PTO and Sick Time
      • 401(k) Full-Time/Part-Time Full-Time Position Manager, Group Sales Exempt/Non-Exempt Exempt Open Date 2/26/2021 Location Los Angeles About the Organization The Academy is the world's preeminent movie related organization, comprised of 9,000+ accomplished individuals working in cinema. We recognize and uphold excellence in the motion picture arts and sciences, inspire imagination, and connect the world through the medium of motion pictures.











        EOE Statement The Academy is committed to equal opportunity in employment and to creating and valuing diversity in its workforce. Maintaining a diverse workforce is important to the Academy. The Academy enforces a strict policy that prohibits discrimination in hiring, training, compensation, promotion, transfer, or termination, whether on the basis of race, color, national origin, religion, sex, disability, age, veteran status, sexual orientation or genetic information. This includes a workplace that is free of all forms of harassment. Also, to help foster diversity, the Academy uses programs that ensure fairness of opportunity, pay, and growth to all applicants and employees. Every employee of the Academy is required to follow this policy and to preserve the Academy's commitment to diversity. This position is currently accepting applications. Exhibition Lighting Technician, Temporary in Los Angeles , CA
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Keywords: Academy of Motion Picture Arts and Sciences, Los Angeles , Manager, Group Sales, Executive , Los Angeles, California

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