Basic Function:  Selling properties to group clients to exceed room night/revenue objectives.   Acquire and maintain accounts that produce the most profitable business for the properties within assigned market segments/territories as well as work to ensure that external and internal clients are satisfied with the product and service

Work Performed:

Contact businesses/organizations in defined geographic or market areas through direct outside sales efforts for the purpose of securing business for the Resort properties to ensure that pre-determined sales expectations are met/exceededUse sales system at ‘expert level’ for concentrated market penetration, reporting on specific strategies and effectiveness, utilizing support services as needed.   Log all information in sales system and maintain accurate/current filesResearch, identify, analyze and develop new business opportunitiesUse social media and other research and prospecting tools available (internet, periodicals, etc.) to prospect intelligently and ‘map’ accountsManage current accounts/clientele to ensure continued profitabilityPlan and execute sales trips to feeder cities, trade shows and inbound property FAM tripsConduct site inspections with potential accounts and industry professionalsConduct direct solicitation and in-person sales calls on assigned/established accounts and potential new accounts, selling all property space and services in an accurate fashionContinuously grow knowledge of resorts and area infrastructures, allowing for better communication of options and benefits to potential clientsPromptly respond to all inquiries and correspondence from customers, prospects, and designated representation firmsResearch, negotiate and answer incoming group requests with the resort’s best interest in mindUse consultative selling approach to ensure all aspects of the group’s program is addressed appropriately, adapting approach in soliciting/contacting clients as needed for result-producing prospectingPrepare accurate proposals, cost estimates and contractsWork with accounting department to provide proper documentation to establish client billingDevelop new/customized promotions or packages and submitting of recommendations to the Director of Sales/Marketing for review and approvalDisseminate important client information to all applicable departments/staffStay abreast of industry trends and make recommendations of changes which would affect all aspects of company/property profitabilityConduct Resort tours and entertains qualified potential clients in accordance with the company and property policiesInvolve active participation in industry and civic organizations representing opportunities for businessProvide weekly schedule, weekly production reports, quarterly review of business plan, pre and post trip reports, expense reports, etc., as requested by Director of Sales/MarketingMaintain close operation with other departments in arranging accommodation, services, and special events for clientsParticipate in Sales/Marketing department meetingsMaintain flexible schedule including weekends, evening and early morning hours and holidays, modifying hours as needed to ensure best sales effortsOther duties as assigned

 

Supervision Exercised:  May supervise one or more administrative assistants/sales representatives 

Supervision Received:  Director of Sales & Marketing

Responsibility & Authority:  

Deal effectively with all departments and regular communication with appropriate manager/directorEnsure that group/guests have a positive experience and take necessary steps to correct deficienciesNegotiate room blocks, room rates, function space, food and beverage prices, and Resort services within approved departmental booking guidelines Confirm in writing to the client and all affected Resort departments all group requirements via group sales contract, corporate rate agreement, or catering event order

 

Minimum Requirements:

Bachelor’s degree from four-year College or university; or equivalent related work-related experience.  Minimum 2 years Group Sales Manager experience in a high-end full-service hotel/resort.  Must practice superior sales skills that result in closing of sales and ensures building and maintaining of professional business relations. Must have proven track record for anticipating and following through on leads to maximize sales. Ability to problem solve and follow through to ensure client needs/expectations are exceeded.  Must have strong organizational skills, excellent written and verbal communication skills and be able to perform and prioritize multiple tasks with ease.   Computer skills required. Ability to travel, and project a professional self-image. Must have the ability to work productively with internal sales staff and other operating departments. Ability to handle obstacles in a positive and professional manner and to effectively communicate these problems, along with suggested solutions to immediate supervisor.  Strong guest and team member relations skills. Strong ability to adapt to change. 

 

Physical Requirements:

90% Sitting

10% walking and standing

Lifting/carrying up to 20 lbs.

Hearing and manual dexterity

Distance vision 1-3 feet

Ability to work in all types of weather conditions

Ability to drive a car/golf cart