Buyer - Incentive Events

Note: This is an onsite opportunity. Interested candidates must be local to one of our below offices:

• West Des Moines, IA
• Atlanta, GA

POSITION DESCRIPTION

• Expertise in sourcing complex and large-scale meetings, such as conventions, expos, tradeshows, and board meetings.
• Source and contract events that frequently involve exhibitor participation and sponsorship components.
• Experience with large-scale event production

• Proficient in negotiating based on provided compliance guidelines 
• Understanding of advisory board regional meetings, drug/product launches and POA’s.
• Ensure compliance with industry regulations (e.g., HCP reporting)

• Understanding of global destinations and ability to educate on emerging locations and hotels.
• Ability to build and manage international contracting and multi-currency budgets.
• Solid understanding of incentive event strategy and participant experience design, with an emphasis on fostering engagement and supporting ROI.

ACCOUNTABILITIES & PERFORMANCE EXPECTATIONS

• Collaborate with the Account Executive (AE), members of the Strategy team, and your operations counterpart to present destination and hotel options that best align with the group's program history, elements, and participant survey feedback.

• Develop strong client relationships that demonstrate a clear understanding of the customer’s expectations and objectives for the program.  

• Collaborate with clients to ensure program objectives are addressed. Accountable for maintaining proactive, positive, open lines of communication with clients to ensure understanding of expectations and client satisfaction. 

• Manage account/client relationships during presale stages of the program.

• Facilitate conversations directly with clients on event requirements.

• Collaborate with all Event Solutions team members to develop program inclusions such as air, event technology, communications and amenities.

• Act as subject matter expert as it relates to both global and domestic destinations, hotels, and events. Conceptualize, research, design, and negotiate creative and client-appropriate destination recommendations and programs for existing clients.

• Design and develop client presentations including financial investment documents, cost analysis, negotiated savings, rationale for events, etc.

• Lead sales presentations related to product expertise (either in person or virtual) performing in a sales capacity with the AE.

• Facilitate conversations directly with clients on hotel decision process.

• Review quotes; negotiate prices, concessions and all program elements with our suppliers.

• Demonstrate ongoing negotiations and value to clients. Track and report cost savings on a program-by-program basis, and an annual basis for business reviews.

• Secure best terms of payments with suppliers. Facilitate initial supplier payments.

• Negotiate and quality check contracts with third-party suppliers. 

• Build effective partnerships with suppliers.

• Negotiate the terms of client contracts (SOWs) and closing sales.

• Maintain a strong focus on achieving contribution margin goals by consistently prioritizing margin considerations throughout negotiations with key suppliers and customers.

• Perform tasks efficiently to maintain appropriate labor utilization goals.

• Actively participate in supplier partner presentations. Attend supplier meetings focused for the purpose of gaining further hotel and destination expertise and establishing supplier relationships.

• Continuously expand your understanding of geographic locations, hotels, and various venues by regularly collaborating and communicating with Events team and supplier partners.

• Work collaboratively with internal teams and customers to identify opportunities for greater efficiency and improved service delivery. Share ideas and recommendations with leadership to streamline processes and drive positive change.

• Alert AEs to cross-selling opportunities with assigned clients. Become knowledgeable about other Solution Types at ITA Group and listen when clients speak of their business concerns.

• Travel as directed on client site inspections, client presentations, client meetings, etc.

• Build and maintain important client relationships by facilitating VIP requests for assigned accounts.

• Maintain account information for assigned accounts in salesforce.com at time of sale and/or when any presale changes occur.

• Re-engage in program if cancellation occurs. Lead discussions with hotel, cruise line and additional suppliers if needed to negotiate penalties and rebook business.

• Professionally participate in industry events and potential training. Participate in familiarization trips and client-related travel when requested. Act as an ambassador, represent ITA Group in a professional manner and strive to gain destination knowledge and create relationships with suppliers.

• Demonstrate the highest degree of follow-through on projects, attention to detail and quality control for our clients, as outlined in departmental procedures.

• Establish and promote business relationships through professional and ethical standards, consistently displaying a positive attitude.

POSITION REQUIREMENTS

• Bachelor’s degree in business or related field.

• Three (3) years of related work experience in a negotiator role or similar position within the hospitality/incentive industry is required.

• Proficient in Microsoft Office, including Excel, Word, and PowerPoint, with additional expertise in leveraging technology platforms such as Salesforce and Cvent. 

• Demonstrates a strong understanding of AI-driven tools for data analysis, reporting, and process optimization to enhance efficiency and decision-making.

• Excellent negotiation skills in regards to program design and contracting.

• Vast knowledge of legal terms and conditions as it relates to 3rd party contracts such as hotel, DMC, A/V, etc.

• Ability to build rapport and collaborate with all the Event Solutions team members, internal sales team and internal and external customers.

• Demonstrates exceptional time management, strategic thinking, and problem-solving abilities, with keen attention to detail. Effectively manages and organizes multiple complex projects simultaneously, ensuring tasks are completed efficiently and to a high standard.

• Excels at building relationships and building buy in.A minimum of three (3) years of managing client relationships is required.

• Proven track record of displaying a sense of urgency, sense of ownership and a sense of accountability.

• Proficiency in business communication including written and verbal skills. Technical writing and client presentation experience is required, along with the ability to interact with all levels of management and respond to questions regarding assigned projects and ITAGroup’s core competencies.

• Performs superiorly in problem solving and decision-making skills with an emphasis in solution development.

• Ability to learn quickly, be resourceful and conduct daily tasks independently.

• Experience in working with cross-functional teams. Excellent interpersonal skills with the ability to take and facilitate direction within a team environment.

• Ability to travel (as needed), as requested by internal team members to lead presentation and sales efforts.

• Ability to listen, understand and respond to external and internal customers’ needs in a timely manner; customer service experience in a service-related industry preferred.

• Ability to work the time necessary to complete projects and/or meet deadlines.