DescriptionAbout Shelby Farms Park Conservancy
Shelby Farms Park Conservancy (SFPC) is the nonprofit that manages and cares for Shelby Farms Park and Shelby Farms Greenline in Memphis, TN. SFPC team members are committed to our vision of creating a celebrated 21st-century park that defines and shapes a great city and that provides inclusive, equitable, and free access for every resident of the Memphis area.
About Shelby Farms Park
At 4,500 acres, Shelby Farms Park is one of the largest urban parks in the U.S. It features miles of trails, lakes and ponds, a buffalo herd, the Woodland Discovery Playground, the FedEx Event Center, a treetop adventure course, a sprayground, and an outdoor stage. It is a treasured asset for Memphis, offering inclusive and free access to all.
Position Summary
The Indoor Venue Senior Sales Manager is responsible for driving revenue growth across Shelby Farms Park Conservancy’s indoor and semi-indoor venues, including the Event Center, Buffalo Room, and Yurt. The Indoor Sales Manager is responsible for setting and executing sales strategy and driving revenue outcomes for the indoor venue portfolio. This role leads sales execution for indoor venues, supports deal strategy and complex bookings, and is accountable for portfolio performance while maintaining an active personal sales pipeline. This role is accountable for improving venue utilization, increasing average deal value, expanding weekday and off-peak bookings, and ensuring a consistent, high-quality client experience. This position plays a critical role in advancing the Conservancy’s earned-revenue goals and works to align sales efforts with brand, capacity, and mission priorities.
Key Responsibilities
Sales Strategy & Revenue Growth
- Own and execute the sales strategy for the Event Center, Buffalo Room, and Yurt, with clear annual and quarterly revenue targets.
- Increase overall venue utilization through proactive outbound sales, account targeting, and strategic pricing.
- Develop and test packaged offerings, bundled amenities, and upsell opportunities to grow average deal size.
- Identify and pursue new market segments, repeat clients, and off-peak booking opportunities.
- Monitor pipeline health, close rates, and conversion metrics to drive continuous improvement.
Cross-Portfolio Sales & Systems Collaboration
- Collaborate with other Sales + Events managers to streamline shared sales systems, intake processes, and reporting across venue, event, retail, and recreation business lines.
- Actively identify and pursue cross-sell opportunities between indoor venues, outdoor rentals, park-produced events, and complementary amenities.
- Support the development of bundled offerings and referral pathways that improve client experience and increase total transaction value.
- Share performance insights, customer data, and sales learnings across the Sales + Events leadership team to inform pricing, packaging, and growth strategies.
Sales Portfolio Leadership & Team Support
- Manage Account Executives selling the indoor venue portfolio, providing direction on priorities, deal sequencing, and client strategy to support revenue goals.
- Support Account Executives navigate complex or high-value bookings by providing guidance on pricing strategy, deal structure, and client positioning within established sales frameworks.
- Ensure day-to-day sales execution for indoor venues aligns with defined sales processes, intake standards, and reporting expectations established by Sales + Events leadership.
- Manage the hiring, onboarding and scheduling of Indoor Venue Event Support personnel as needed to ensure events are executed consistently in a manner that reflects the highest level of customer service.
- Contribute to a collaborative, results-oriented sales environment by sharing best practices, supporting peer collaboration, and reinforcing a consistent client experience across the indoor venue portfolio.
Selling & Client Management
- Maintain an active personal sales pipeline, closing a defined portion of indoor venue business.
- Serve as a lead strategist on complex, high-value, or high-visibility bookings.
- Support negotiation, pricing decisions, and contract strategy as needed.
Intake, Coordination & Systems Oversight
- Partner with the Director of Sales + Events and shared sales support staff to ensure indoor venue inquiries are routed, tracked, and supported in alignment with established intake processes and service standards.
- Utilize TripleSeat, Fair Harbor, and related sales systems consistently to manage pipeline activity, support forecasting, and inform pricing and utilization decisions for indoor venues.
- Provide feedback and recommendations to Sales + Events leadership regarding intake workflows, system functionality, and reporting needs based on day-to-day sales activity.
- Support accurate and timely sales reporting by maintaining clean pipeline data and collaborating with shared sales support resources as needed.
Cross-Department Collaboration
- Collaborate with other Sales + Events Managers to support consistent sales workflows, intake processes, and reporting practices across venue and event portfolios.
- Identify and pursue cross-sell opportunities by coordinating with Indoor, Outdoor, and Event Sales managers to align client needs with appropriate venues, events, and amenities.
- Participate in the development and testing of bundled offerings and referral pathways led by Sales + Events leadership to improve client experience and increase total transaction value.
- Contribute portfolio-level insights, customer trends, and performance observations to Sales + Events leadership discussions to support informed pricing, packaging, and growth decisions.
Qualifications
- 5+ years of sales experience, preferably in venues, hospitality, events, or a related service-based industry
- Demonstrated success closing complex or high-value deals
- Experience coaching, leading, or managing sales staff
- Strong analytical skills with the ability to use data to inform strategy
- Excellent communication, negotiation, and relationship-building skills
- Ability to manage multiple priorities in a fast-paced environment
Preferred
- Familiarity with CRM systems and sales reporting tools
- Experience developing outbound or business development strategies
- Knowledge of event operations or venue management
- Experience with Tripleseat (and/or other venue sales and CAD software)
Working Conditions & Schedule
- Primarily office-based with on-site venue walkthroughs and client meetings
- Occasional nights, weekends, or holidays based on event schedules
- Flexible schedule required to support client needs and sales activity
Benefits
SFPC offers a comprehensive benefits package including:
•Medical, dental, vision, and life insurance
•401(k) plan with organizational match
•Paid time off, personal days, and holidays
This job description outlines typical duties and responsibilities and does not limit management’s ability to assign or reassign responsibilities as needed.
Shelby Farms Park Conservancy is an Equal Opportunity Employer. We consider all applicants without regard to race, color, religion, national origin, sex, age (40+), disability, veteran status, or any other legally protected status under applicable law.
