Sales Manager - Group, Tourism, and Events
General Description:
The Sales Manager – Group, Tourism and Events is responsible for driving earned revenue through the sales of private events, group experiences, and premium experiences for corporate, tourism, and other group audiences at the Philadelphia Zoo. This outward-facing role focuses on business development, targeting corporate, civic, and nonprofit organizations to host meetings, celebrations, employee outings, and special events at the Zoo. The position also supports the strategic financial growth of group sales by expanding target audiences to include adult leisure groups, religious organizations, youth groups, colleges, and other segments.
While aligned with the Zoo’s mission, this position is not part of the Development Department and does not solicit donations or sponsorships. Instead, it promotes the Zoo as a premier destination for professional gatherings and group experiences that support the goals of client organizations while contributing to attendance and revenue growth.
Essential Functions:
Group Sales, Tourism, and Events Business Development
- Develop and implement strategies to expand event revenue and increase visitation from local, regional, and national audiences.
- Generate new business through proactive outreach to companies, associations, schools, and community organizations for private events, corporate outings, and group visits.
- Develop tailored proposals and packages for clients, highlighting the Zoo’s unique venues, event spaces, and on-site experiences.
- Build and manage a robust pipeline of qualified prospects through networking, outreach, referrals, and participation in regional business and tourism events.
- Conduct site tours, presentations, and negotiations to close group and event sales.
- Work collaboratively with internal teams (Events, Catering, Marketing, Guest Engagement, and Conservation Education) to ensure seamless coordination and delivery of all contracted experiences.
Client Relationship Management
- Serve as the primary point of contact and Zoo ambassador—authentically demonstrating enthusiasm for the Zoo’s offerings to engage and excite prospective clients.
- Cultivate relationships with travel, tourism, convention, and meeting partners, with a focus on tour operators and related associations; attend local industry events and trade shows to strengthen community presence and attract new business.
- Maintain long-term relationships with repeat clients, providing excellent service, follow-up, and consistent communication.
- Track client activity, revenue, and progress using the Zoo’s CRM and reporting systems.
Sales Strategy and Performance
- Partner with leadership to develop annual sales goals aligned with the Zoo’s earned revenue objectives.
- Develop creative recommendations for strategies, partnerships, and package offerings to drive interest and bookings; identify new markets and target segments to expand reach.
- Analyze sales data, conversion rates, and market trends to refine strategies and optimize results.
- Collaborate with Marketing to create promotional materials and campaigns that support sales initiatives
Qualifications:
Required:
- Bachelor’s degree in business, marketing, hospitality, or a related field, or equivalent professional experience.
- 5+ years of proven success in B2B or group sales, preferably in hospitality, tourism, or attractions.
- Demonstrated ability to generate leads, close sales, and manage client relationships.
- Excellent interpersonal, verbal communication, presentation, and negotiation skills.
- High level of organization and attention to detail. Proficient in CRM systems (Salesforce preferred) and Microsoft Office.
- Flexibility and willingness to work in a fast-paced environment.
- Highly motivated, performance-driven, and comfortable working independently in a dynamic, field-based role.
Preferred:
- Experience in event or group sales for a cultural institution, attraction, or venue.
- Familiarity with the Philadelphia corporate and tourism marketplace.
- Knowledge of event operations and hospitality best practices.
Physical, Medical & Additional Requirements:
- No allergies to plants or animals which may interfere with the ability to work.
- Successful completion of a drug test and a tuberculosis test prior to assuming position.
- Ability to lift 15 pounds
- May require combination of sitting throughout the day and/or walking throughout the Zoo
- Successful completion of a post-offer criminal, child abuse clearance and credit record check prior to assuming position.
This job description is intended to describe the major responsibilities and requirements of this job and should not be interpreted as all inclusive. The employee/applicant may be requested to perform job-related responsibilities and tasks other than those stated in this description. The essential functions of this job description are considered necessary and should the employee or applicant be unable to perform the essential functions due to a disability as defined by the Americans with Disability Act (ADA), a reasonable accommodations for the specific disability will be made for the employee/applicant when possible.