Group Sales Manager

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We are committed to invest in our people to develop a happy and prosperous future. We support you every step of the way in your career journey and offer benefits and unique learning and development opportunities that include:

Competitive Wages • Medical, Dental, Vision Insurance • Life Insurance • 401K Program • Paid Holidays and Vacation • Outstanding Recognition and Awards Program • Effective Training Programs • Tuition Reimbursement • Complimentary Parking and Meals in Dedicated Employee Restaurant • Preferred Pricing on Food and Beverage, Spa Treatments and Retail Purchases • Management Programs to Progress on Your Career Journey • Health and Wellness Fairs

JOB OVERVIEW:

The Sales Manager is expected to be extremely hands-on in making sales efforts, including on-site meetings, generating sales leads, assistance in sales prospecting, attending networking events, securing marketing features and more.

REPORTS TO: VP of Sales & Marketing

KEY RELATIONSHIPS:

Internal: Front Office team, Sales and Marketing team, Catering team, all Resort Managers, and Executive Offices.

External: Resort guests/visitors, Travel and Tour Company representatives, Journalists, Leading Hotels of the World, Meeting Planners, Corporate Planners, PR companies, Influencers and Partner Contacts.

QUALIFICATIONS

Essential:

• Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management.
• Fluency in English. Strong written, verbal and non-verbal communication.
• Familiarity with yield management and forecasting.
• Excellent knowledge of company's products, and selling skills.
•  Excellent time management, communications, decision making, human relations, presentation and organization skills.
• Ability to:

• perform job functions with attention to detail, speed and accuracy.
• prioritize and organize.
• be a clear thinker, remaining calm and resolving problems using good judgment.
• follow directions thoroughly.
• understand guest’s service needs.
• work cohesively with co-workers as part of a team.
• work with minimal supervision.
• maintain confidentiality of guest/resident information and pertinent resort data.
• ascertain departmental training needs and provide such training.

Desirable:

• Fluency in a second language.
• Experience with MS PowerPoint, SalesForce, Daylight, Sales and Marketing Management software.

PHYSICAL ABILITIES

Essential:

1. 1. Satisfactorily communicate with guests, management and co-workers to their understanding.
2. 2. General office environment. Travel is required.
3. 3. Hotel sales office experience, on property preferred.

ESSENTIAL JOB FUNCTIONS

• Ensure knowledge of US territory (Focus on Northeast, Los Angeles, Mid-West, Texas, and Florida) & market production for all segments of business. Develop plans to maintain business as well as increase business from markets with the highest potential of incline in room revenue.
• Ensure reservations are well briefed on any promotional offers and key accounts. Help train reservations consultants and sales and marketing coordinator on how to respond to requests and maximize tape chart opportunity.
• Assist with the development of editorial features from US territory. Meet with media during sales calls as well as on property visits as needed.
• Report market trends to include changing market conditions, trends on competition, sales activity.
• Secure marketing placement in partner communication pieces sent to partners and also direct consumers in designated territory.
• Provide report pulled from Salesforce every Friday sent to DOSM, GM and CEO (1) list all booking opportunities both confirmed with listed revenue as well as lost business (2) sales activities – sales calls/ number of agents seen and booking potentials, marketing opportunities, prospecting actions etc.
• Ensure trip schedules are sent to DOSM prior to departure
• After each trip provide a report (can be listed in Friday report) for each account visited, any trends/ market information obtained on the trip, and all follow up actions.
• Ensure trip expenses are in line with funds in marketing plan. Submit expense report immediately following trip.
• Maintain all contact, account, activities and booking information in SalesForce.
• Work directly with key partners such as American Express, Virtuoso, Signature, Travel Leaders Elite, Andrew Harpers to develop and maintain relationships with the goal of increasing market share for Acqualina from designated sales territories.
• Solicit group business by expanding group account base.
• Act as lead project manager for Elite Meetings, CVent, Helms Briscoe, Destinations Link Hospitality, MPI and any other group focused meetings and group partnerships.
• Identify and develop new potential group and leisure accounts.
• Function as effective liaison between clients and resort personnel.
• Create and execute plans and actions for the group market segment.
• Contact all past Acqualina Groups and re-qualify for future business.
• Conduct Web based trainings when needed for partner and non partner accounts.

• Maintain list of TOP 100 Accounts and update on quarterly basis. Implement ACP – Account Coverage Program for designated territory.

1. Oversee conference service requests from groups booked.
2. Prepare and distribute Booking Recaps and Group Resumes for group bookings.

1. Organize and accompany familiarization trips and resort site inspections for clients as needed and entertain major clients of the resort.
2. Work closely with LHW to ensure Acqualina is considered for all sales and marketing opportunities etc.
3. Call upon Virtuoso and Signature agencies as well as other partner to nurture relationships.
4. Provide feedback and market information to DOSM on changing market conditions, including trends on the competition, as a result of sales activity and interaction with competitive hotel staff.
5. Work closely with DOSM on group inquiries providing rates and during negotiations to ensure the group is a good fit for the hotel over need dates.
6. Provide lead updates during weekly sales meetings and ensure GRC is always updated with pick up, cut off dates, booked dates, room nights and rates. Also ensure GRC reflects budget for and variance for each month reported.
7. Create and execute regular communications as required to promote any tactical offers including group e-blasts to garner business over need dates.
8. Complete monthly and quarterly group production reports as well as recap of calls and market trends and intelligence obtained. Monthly and quarterly reports should be done by the 5 th of each month for the previous month and quarter.
9. Participate in PST – Prime Selling Time to reach 20 prospecting calls per week.
10. Assist with the preparation of marketing plan components to include comp set analysis, SWAT, territory details.
11. Work closely with Operations Department and Director of Catering to deliver optimum service.