Sales Manager - Dana Point, CA (140)

Job Details: Job Location: 140 - Dana Point, CA, Salary Range: $75000.00 - $85000.00Salary/year, About Five-Star AudioVisual Founded in 1995, Five-Star AudioVisual, Inc. is a privately owned, fully independent audiovisual company dedicated exclusively to the luxury hospitality market. We partner with premier hotels, resorts, and event venues across the United States, delivering seamless event technology experiences that elevate meetings, conferences, and live events. For more than three decades, Five-Star has remained at the forefront of the audiovisual industry through a combination of advanced technology, operational excellence, and hospitality-driven service. We serve as a true extension of our hotel partners, aligning with each property's culture, brand, and standards to create exceptional event experiences. Work Environment This position operates within a luxury hotel or resort environment where Five-Star AudioVisual serves as the exclusive audiovisual partner. The Sales Manager is responsible for driving audiovisual revenue growth through consultative selling, client relationship management, event technology recommendations, and strategic partnership development. This role works closely with meeting planners, hotel sales teams, convention services, and production leadership to create customized event solutions that enhance the client experience and maximize venue revenue. The Sales Manager serves as a trusted advisor to clients throughout the event lifecycle, from initial inquiry through final execution, ensuring each event receives the appropriate technology, production support, and hospitality-driven service. This position requires strong sales skills, communication abilities, relationship-building expertise, hospitality experience, business acumen, and a solid understanding of audiovisual event technology. What You Will Be Doing As a Sales Manager, you will be responsible for developing client relationships, generating revenue opportunities, creating event technology solutions, and supporting the successful execution of meetings and events. You will maintain a proactive sales approach while utilizing consultative and photo-based selling techniques to help clients visualize event solutions, drive revenue growth, and create exceptional event experiences. You will work closely with hotel partners, Event Managers, Production Managers, and venue leadership to ensure outstanding client satisfaction and achievement of business objectives. Essential Duties & Responsibilities Revenue Generation & Sales Leadership Achieve individual revenue, profitability, and sales performance goals. Generate new business opportunities while expanding existing client relationships. Develop and maintain a strong pipeline of event opportunities. Identify opportunities to enhance events through additional technology, production services, and creative event solutions. Apply consultative selling techniques to uncover client needs and recommend solutions. Utilize photo-based selling techniques to help clients visualize room transformations, technology enhancements, production elements, and event experiences. Leverage venue photos, event galleries, renderings, diagrams, and visual presentations to communicate event possibilities and increase client engagement. Present audiovisual and production solutions through visual storytelling that demonstrates the value and impact of Five-Star AudioVisual services. Promote Five-Star AudioVisual services and capabilities to meeting planners and event stakeholders. Support venue sales initiatives and strategic growth opportunities. Track and manage sales activities, opportunity status, forecasting information, and revenue performance. Client Relationship Management Develop strong relationships with meeting planners, producers, event stakeholders, and hotel partners. Serve as a primary point of contact throughout the sales process. Conduct client consultations to understand event objectives, audience requirements, and production needs. Build client confidence through responsiveness, professionalism, industry expertise, and solution-oriented communication. Maintain regular communication throughout the planning process. Address client concerns and requests with urgency and professionalism. Foster long-term client relationships that contribute to repeat business and revenue growth. Deliver a hospitality-driven experience that reinforces Five-Star's commitment to service excellence. Proposal Development & Solution Selling Prepare and present audiovisual proposals, estimates, and event technology recommendations. Design customized technology solutions based on client goals, venue requirements, and event objectives. Recommend appropriate audio, video, lighting, staging, streaming, scenic, and production solutions. Review event requirements and identify opportunities to improve event impact and attendee experience. Ensure proposals are accurate, complete, competitive, and profitable. Incorporate photo-based selling strategies into proposals, presentations, and client consultations. Utilize event photos, room diagrams, renderings, and past event examples to demonstrate how technology solutions enhance the attendee experience. Help clients visualize the final event experience through a consultative and visually driven sales approach. Develop customized visual presentations showcasing venue capabilities, production enhancements, and successful event applications. Communicate technical concepts in a manner that is clear and understandable to clients. Secure approvals and manage proposal revisions throughout the planning process. Event Planning & Coordination Participate in site visits, venue walkthroughs, and client planning meetings. Review Banquet Event Orders (BEOs), event specifications, and production requirements. Work closely with Event Managers and Production Managers to communicate event requirements. Ensure all client expectations and event details are documented accurately. Monitor event changes and communicate updates to stakeholders in a timely manner. Support successful event execution through proactive planning and coordination. Maintain detailed records of client communications, approvals, contracts, and event changes. Serve as a collaborative partner throughout the transition from sales to production. Hotel Partnership Development Develop productive relationships with hotel sales, catering, convention services, and operations teams. Actively participate in client site inspections and hotel sales presentations. Support hotel revenue goals through collaborative selling initiatives. Identify opportunities for additional business through hotel partner relationships. Represent Five-Star AudioVisual as a trusted event technology partner. Support venue growth initiatives, market share objectives, and customer retention efforts. Maintain a visible presence within the hotel to strengthen relationships and enhance business opportunities. Team Collaboration Collaborate closely with Sales Coordinators, Event Managers, Production Managers, and operational leadership. Support cross-functional communication throughout the event lifecycle. Share sales strategies, industry knowledge, and best practices with team members. Assist with mentoring and developing Sales Coordinators. Contribute to a positive, collaborative, and customer-focused culture. Support departmental goals and company initiatives. Professional Representation Maintain a professional appearance and demeanor at all times. Uphold company values, policies, service standards, and ethical business practices. Represent Five-Star AudioVisual positively with clients, hotel partners, vendors, and industry professionals. Deliver hospitality-driven service in every interaction. Maintain knowledge of industry trends, event technologies, competitive offerings, and hospitality best practices. Demonstrate professionalism, integrity, accountability, and strong business ethics. Qualifications: Required Minimum 3 years of sales, hospitality, audiovisual, event management, or related industry experience required. Experience within hotel, resort, convention center, event production, or hospitality environments preferred. Proven success in client relationship management and revenue generation. Strong consultative selling and business development skills. Experience utilizing photo-based selling, visual presentations, or solution-selling methodologies preferred. Ability to communicate event concepts through visual presentations, diagrams, photos, renderings, and technology demonstrations. Excellent verbal, written, presentation, and interpersonal communication skills. Ability to manage multiple clients, projects, and deadlines simultaneously. Strong organizational and time-management abilities. Strong problem-solving and decision-making skills. Ability to work collaboratively across multiple departments. Professional, client-focused attitude and appearance. Authorization to work in the United States. Technical Knowledge Sales & Business Operations Proposal development Revenue forecasting Opportunity and pipeline management Consultative selling techniques Photo-based selling methodologies Contract and pricing fundamentals Client relationship management (CRM) systems Microsoft Office Suite Hospitality & Event Knowledge Banquet Event Orders (BEOs) Hospitality and convention services operations Event planning processes Meeting room configurations Hotel sales and catering partnerships Event production workflows Customer experience best practices Audiovisual Knowledge Audio system fundamentals Projection and LED display solutions Lighting and staging applications Streaming and hybrid event technologies Presentation support solutions Event technology terminology Production planning concepts Full-Time Benefits 401(k) with matching Roth 401(k) with matching Medical, Dental, and Vision Insurance Health savings account Life insurance Paid sick time Vacation time Company paid holidays