The American Bar Association (ABA) was founded on a commitment to advance the rule of law in the United States and beyond by providing practical resources for legal professionals, conducting law school accreditation, developing model ethics codes and more. Today, the ABA remains a member-based organization that works to ensure access to justice for all, a fair legal process, and respect for the rule of law at home and across the globe.

The ABA is committed to service and refining the standards that guide the legal profession. ABA staff are provided multiple types of continuing education and career development opportunities. Your work will help eliminate bias, enhance diversity, and advance the rule of law throughout the US and around the world.

The ABA recognizes the value staff contribute to our success through a generous benefits package that protects their health and their financial security. The ABA's wide array of benefit offerings include 401(k), medical, dental, vision, flexible spending accounts, health spending accounts, supplemental life and disability insurance, prepaid legal programs, and a complimentary membership to the American Bar Association, which offers additional benefits.

Flexible/hybrid work arrangements may be available for residents of CA, DC, IL, IN, IA, MD, MI, MN, TX, VA, and WI. Residency requirements may apply. ABA employees are eligible to apply for the Public Service Loan Forgiveness Program (PSLF).

Job Summary/General Purpose of Job

• Responsible for cultivating relationships with current clients and developing potential clients in the legal industry and other law related associations to identify their meetings/retreats and trial business potential. Develops and identifies leads/prospects and conducts site research and contract negotiations in order to generate commissions revenue annually. Utilizes consolidated buying strategies to maximize the benefits for clients, and acts as an expert resource in vendor negotiations, the contracting process, and final procurement.

Essential Job Functions and Responsibilities (listed in order of importance and/or time spent)

• Identify appropriate individual(s)/resources within the client organization for initial contacts and capabilities presentations to uncover meetings/retreats/trial blocks to generate new business.
• Provide current and potential clients with an enticing array of services based upon the firm's specific needs and provide business substantiation and economic analyses associated with the service offering.
• Maximize the value of strategic supplier business relationships through defined process management and provide knowledgeable assistance to clients from the initial contact and description of capabilities to sourcing phase and RFP creation, through contract negotiation.
• Collaborate with others within the ABA to identify potential clients and/or specialty offerings that expand the business.
• Effectively manage resource allocations to provide compelling reasons for prospects to convert to contractual partners.
• Foster existing client relationships to optimize customer service and to retain existing business.
• Create detailed reports outlining availability and proposals from each hotel researched and recommend the most acceptable location. Identify promotions, multi-year volume discounts, and recommend new hotels/resorts.
• Educate clients on industry trends, meeting destinations, and hotel products to ensure that the goals and budgets of the client's meeting are met.
• Works with service providers, and is accountable for resolving service, quality, and contract disputes.
• Maintains contacts with hotel salespeople, convention and visitor bureau representatives and hotel national sales offices to remain current on hotel properties that will best serve the needs of the clients.
• Makes recommendations and participates in meeting planning or sales training seminars.
• Sends Request for Proposals (RFPs) to national sales organizations and convention and visitors bureaus.
• Performs other related duties as required.

Required Education, Qualifications, Experience

• Possession of a bachelor's degree from an accredited college or university and at least 5 years of meeting planning experience for an organization that routinely hosts conventions and/or meetings; OR, Possession of a high school diploma/GED and at least 8 years of meeting planning experience for an organization that routinely hosts conventions and/or meetings or possession of a Bachelor's degree in business administration or in travel/hospitality/tourism.
• At least five years' experience selling hospitality products and services to corporate or not-for-profit organizations.
• At least three years' experience in group travel either planning or selling for corporate or not-for-profit organizations.
• At least three years' sales experience which must have included being actively involved in face-to-face customer/prospect meetings and negotiations, developing, and delivering value proposition of programs, overcoming objections, and fostering long-term relationships with the ABA.
• At least three years' of negotiating experience with hotel, catering, venue and meetings/events vendors including pricing, performance guarantees, terms and conditions.
• At least three years' experience with on-site venue management before, during and after events to ensure efficient operation, attendee satisfaction, contract compliance, physical security/safety, and an environment conducive to gaining the goals of the event and enhancing the image of the sponsoring organization.
• Previous experience leveraging his/her understanding of industry trends, hotel operations and site destinations.

Preferred Education, Qualifications, Experience

• At least three years' experience with specific lodging/hotel sales to corporate or not-for-profit organizations.
• Previous group travel/lodging sales experience targeting law firms.

Physical Requirements

• Typical office work environment. Frequent on-site meetings at current and potential customers' locations, meetings, conferences, and other sales venues.

Extent of Travel Required in the Job

• As a normal course of business, this job will typically require travel of up to 25% of the time.

• ABA Chicago, 321 North Clark, Chicago, Illinois, United States of America