10/93

City of San José

SALES REPRESENTATIVE (4236)
SALES REPRESENTATIVE (PT) (4237)

 CLASS PURPOSE
   Under direction, is responsible for work of moderate difficulty in sales and advance contracting for the use of City facilities and services. Performs related work as required.

TYPICAL DUTIES AND RESULTS (Any one position may not include all the duties listed, nor do the examples cover all the duties which may be performed.)

• Develops leads, provides information to prospects, and closes sales of contracts for the use of City facilities and services.

• Conducts telemarketing campaigns as directed.

• Conducts facility tours, responds to requests for information from prospects and clients.

• Makes presentations to community organizations, business associations, trade groups, and other targeted audiences; responds orally and/or in writing to inquiries from citizens, businesses, and other constituencies.

• Estimates expenses for events, including rental rates, insurance, labor costs, and incidental expenses.

• Screens client applications and other documents for satisfactory references and information required to proceed with event scheduling.

• Initiates contracts and correspondence for facility use.

• Follows up on contractual obligations such as final execution, payments due, verification of insurance requirements and account reconciliation.

• Prepares reports related to sales activity and scheduling.

• Represents the City at trade shows and industry meetings.

DISTINGUISHING CHARACTERISTICS
   This is an isolated class in the Convention and Cultural family, with responsibility for sales, scheduling, and follow-up on contracts for use of City facilities and/or services. This class differs from that of Marketing Representative I in that in incumbents of that class are performing a variety of marketing tasks to assist in the design, coordination, and execution of marketing or public relations campaigns. It differs from that of Events Coordinator, in that Events Coordinators are responsible for directing and coordinating support services to facility users during events scheduled by members of this class.

QUALIFICATIONS
   Minimum Knowledges, Skills and Abilities

• Knowledge of events planning.

• Knowledge of principles of organization and administration.

• Knowledge of writing and editing techniques for the preparation of reports.

• Knowledge of basic research and analysis methodology and techniques.

• Knowledge of computer input techniques and the uses of information processing and on-line data bases.

• Ability to make accurate estimates of costs and space utilization needs.

• Ability to calculate costs and reconcile accounts.

• Ability to relate effectively with people of all cultures.

• Ability to communicate persuasively and effectively, both orally and in writing.

Competency Knowledges, Skills and Abilities

• Knowledge of the City's practices and procedures, including purchasing, financial management and personnel administration.

• Knowledge of insurance requirements and costs.

• Knowledge of the practical limitations and capabilities of City facilities and private contractors to provide a variety of services for facility users.

• Ability to use existing computer software programs and to learn new applications as changing technology and procedures require.

• Ability to develop and maintain good working relationships with a wide variety of public and private agencies and organizations.

Education
   A Bachelor's Degree from an accredited college or university in business or public administration or closely related field.

Experience
   Two years increasingly responsible experience in the sales, promotion or coordination of events for the convention, hotel or hospitality industry.

Acceptable Substitutions
   Experience in sales, promotion, or coordination of events in the convention, hotel or hospitality industry can be substituted for the educational requirement on a year for year basis.

S01-4236.SPC