A cover letter is required for consideration for this position and should be attached as the first page of your resume. The cover letter should address your specific interest in the position and outline skills and experience that directly relate to this position.
Department Summary:
Conference and Event Services at The University of Michigan is accepting applications and nominations for the position of Sales Manager. Conference & Event Services provides expertise in conference and event management to U-M and external groups. The department is responsible for coordinating over 17,000 events annually, over 230 summer conference groups, over 100,000 summer bed nights and dozens of conferences (in-person, virtual and hybrid). Overall department sales typically exceed $13 million. As a member of the team, you will support a department that recruits conferences and events, including summer programs and annual conferences, in multiple facilities across the U-M campus. Conference & Event Services is committed to promoting a diverse, equitable, and inclusive work environment.
Position Summary:
NOTE: Start date for this position is anticipated on or after 7/1/2026!
Reporting to the Associate Director for Sales, actively seeking to grow a portfolio of summer programs and conference and event clients for Conferences & Events to increase revenue. The position will collaborate with Conference Managers and oversee their own sales clients and pipeline. The Sales Manager will also assist with the marketing efforts for the department
Position Responsibilities (primary responsibilities and duties expected in this position totaling 100% allocation):
Sales (60%)
- Manage a portfolio of accounts to achieve retention of business and promote referrals for lead development; conduct research and mining of potential new clients on a weekly basis.
- Solicit a portfolio of clients internally and externally through existing accounts, cold calling, referral and other means to increase the number of possible sales/leads.
- Prepare Requests for Proposals & Quotes utilizing existing inventory and initiating with procurement when needed. You will provide customer service one-client-at-a-time. Customer satisfaction and retention are paramount.
- Cultivate industry relationships on campus, in local markets and nationally when possible.
- Achieve the agreed-upon sales targets and outcomes annually.
- Be knowledgeable of best practices, professional and promotional trends in the industry. Research and understand competitive conferences and summer programs regionally to keep Conference & Event Services (CES) in the competitive marketplace for external business
- In partnership with the sales team, develop programs that will generate profitable margins within various key market segments.
- Initiate contact with University faculty, staff, officers, and their affiliated professional organizations to identify opportunities for sales growth.
- Engage in yield management strategies to maximize the use of University resources.
- Lead or participate in site tours, site selections, sales meetings, outside sales functions, sales visits, community involvement groups, and various functions for potential clients.
- Respond to inquiries from prospective and returning clients regarding the use of facilities and services; draft bid proposals, create reservations, send confirmations, and identify sources of campus support to enhance the University's expressed interest in hosting programs and seminars.
- Attend annual local or regional trade shows to identify new business opportunities and expand the University's recognition as a premier conference venue.
- Document sales tracking, including captured and lost business within CRM and associated software; develop weekly and monthly sales reports.
- Assist in the development of new inventory (sales) and pricing strategies.
- Book venue spaces as needed in Event Management Software
- Your sales areas of expertise will be: Summer Programs; Conferences & Registrations; Intern Housing and serve as the primary point of contact for Posterboard Sales.
Marketing (25%)
- Contribute to the development of and administer long-term goals and strategic marketing planning for Conferences & Events.
- Continually update information on the Conference and Event Services Website.
- Participate in planning and execution of social media.
- Assist with the content generation of the quarterly CES newsletter
- Serve as a member of the Facts & Snacks planning team
- Serve as a member of the Wedding Marketing team
- Sit in as a member of the Student Life Marketing Communication monthly meetings
Administrative (10%)
- Prepare contracts (Letters of Agreement) for conference services, summer programs, facility use and catering.
- Create bid proposals and budgets and prepare contracts for new business; process executable contracts.
- Authorize payments for materials, services, and other conference-related expenses.
- Create client profile in Client Relationship Management (CRM) database and applicable software, develop planning file per established guidelines; conduct turnover meetings with operations.
Other (5%)
- Work with a cross-functional team on an everyday basis to ensure the successful coordination and execution of conferences, events and programming.
- Suggest new ideas and ways to improve and enhance operations and sales to increase revenue and maximize profits and anticipate changes in market trends and implement initiatives to capitalize on these.
- Promptly return of emails and phone calls from all stakeholders, clients, and vendors.
- Perform event management duties as necessary.
- Assist in and perform other duties as assigned or as may be related to Conferences & Events.
- As a member of Conferences & Events and the Division of Student Life, you may serve on various committees and work teams as requested.
- Attend and participate in staff training and professional development opportunities.
- Bachelor's degree and a minimum of 3 years of event management or sales experience in a corporate hospitality or university environment; or an equivalent combination of education and experience.
- Proficiency with Microsoft applications, including Google Suite, Word, Excel, and PowerPoint.
- Experience with building strong customer relationships
- Valid driver's license.
- Bachelor's degree in hospitality, sales, business, or marketing specialty
- Experience in or a strong familiarity with higher education is highly desirable
- CMP (Certified Meeting Planner)
- Familiarity with event management software and CRM software
Position Responsibilities Criteria (leadership and behavioral qualities expected in this position):
- Excellent interpersonal, organizational, planning, communication, and problem-solving skills, with an emphasis on commitment to customer service.
- Ability to work under pressure and handle multiple tasks requiring a high degree of attention to detail with strong problem-solving skills, service recovery, and problem resolution abilities and experience.
- Ability to work autonomously within a team of skilled professionals.
- Team player who has a relationship-style of selling, who can contribute to the business development results and
