Group Sales Manager (Non-Remote) (FT)

SUMMARY  This position is accountable for booking group business (working within a portion of our Michigan Association Market) on an established base of accounts.  Said position will utilize their sales skills to also uncover new accounts in the established geographic region and/or market segment that will further enhance their booking & revenue generating opportunities. Incumbents in this position have successfully demonstrated selling skills that are at a minimum above industry average.  Incumbents should be well versed in prospecting, rate and contract negotiating, our comp set, business planning and telephone sales.   This is a sales focused position requiring 90% of their time to be spent on direct sales related duties.  The balance of responsibility will focus on development and execution of action plans to achieve revenue and room night goals.  ESSENTIAL DUTIES AND RESPONSIBILITIES Sales Solicitation (90%): Targets group accounts in the assigned geographic market and/or market segment with an emphasis on proactive solicitation and account saturation Determine and recommend prospective group accounts from the free market information, as well as purchased lead sources, analyze historical and other statistical information (market segment, account mix, goals) Confers with department heads to discuss and formulate plans for soliciting business. Works collaboratively with off-property sales channels (CVB, Rep. Firms, etc.) to ensure sales efforts are coordinated, complimentary and not duplicated Responds to incoming group leads of 10 rooms or greater peak within a timely manner (24-48 hours). Proactively identifies, qualifies, and solicits new business to achieve personal and resort revenue goals.   Closes and negotiates the best opportunities for the Resort based on the market conditions and hotel needs.  Enter accurate information into Delphi/ Salesforce to ensure successful communication with Resort departments and timeliness in the contracting process. Within established parameters, quote and negotiate prices with customer representatives confirming reservations and drawing up contracts, sign for Resort and obtain client signature to close the transaction. Understands the overall market in which they sell (i.e.: competitors’ strengths and weaknesses, economic trends, supply and demand, etc.) Effectively manage and develop relationships with key internal and external customers, ensuring a high degree of customer satisfaction Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, trade shows, site inspections, etc. Effectively uses sales resources and administrative/staff support Generates contracts and creative proposals to meet customer needs Provides accurate, complete, and effective turnover to conference services Can develop clear and effective market plans and action steps Possesses effective communication skills Presents ideas, expectations and information in a concise, well organized manner Upon closing, coordinate and follow-up with other Resort departments to ensure delivery of superior guest service. Participate in designated training programs. Achieve established group revenue, room nights and food & beverage revenue as outlined and agreed upon with the Director of Sales. Organizes prospect files by listing information, such as names of officials and plans for conventions, to be used for promotional purposes. Confers with department heads to discuss and formulate plans for soliciting business and needed marketing materials to enhance travel & sales efforts.   Administrative (10%): Prepare and execute Marketing Plan to achieve room night and revenue goals Maintain knowledge of budget and forecast process, submit annual travel budget. Plan sales trips including but not limited to setting appointments, arranging travel and accommodations, and necessary paperwork involved in pre and post travel along with expense reports. Maintain and communicate updates with the Sales Team, Representation Companies and Traverse City Convention & Visitors Bureau. Must understand and abide by environmental practices of the Resort.   EDUCATION/EXPERIENCE – REQUIREMENTS: Bachelor's degree (B. A.) from four-year College or university; 2-4 years of proven & tracked sales experience Ability to travel via commercial airlines, utilize rental cars, stay in hotels & navigate unknown locations.  Travel is required.   OTHER SKILLS AND ABILITIES QUALIFICATIONS  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   LANGUAGE SKILLS Ability to read, analyze, and interpret financial report, and legal documents.  Ability to respond to common inquiries or complaints from customers or members of the business community.  Ability to effectively present information to top management, public groups, and/or boards of directors.   MATHEMATICAL SKILLS Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.   SUPERVISORY RESPONSIBILITIES (If applicable) Directly supervises one employee (Sales Assistant) in the Conference Sales Department through working with the Office Manager.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.   TYPICAL PHYSICAL DEMANDS While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently is required to stand and walk The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl; and taste or smell.  The employee must occasionally lift and/or move up to 10 pounds.  Specific vision abilities required by this job include ability to adjust focus.   TYPICAL MENTAL DEMANDS Having a positive attitude and entrepreneurially attitude is a must for this position  Being able to understand and work with different personality types The ability to motivate others  and to help create a pleasant working environment Stressors may include: deadlines, difficult conversations, multitasking, unexpected demands, critical decision making, etc.   WORKING CONDITIONS This is a salaried position and while office hours are 9:00 am – 5:00 pm, it may be necessary to work outside of these hours based on client needs, travel schedule and needs of the Resort. Travel is required and ability to fly commercial, stay in hotel, drive a vehicle and maneuver around unknown locations is a must. The noise level in the work environment is usually moderate. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   COMMENTS Native American Preference will apply.  Must be able to pass a background investigation and an oral drug test as a condition of employment.  Must be able to work flexible hours and take on additional responsibilities when asked.  Must adhere to company policies regarding strict confidentiality.