Regional Sales & Event Manager

Regional Sales & Event Services Manager

Join the Group Sales Team at Turning Stone Enterprises and play a key role in driving unforgettable events and experiences across our Regional Casino properties. As a Regional Sales & Event Services Manager, you'll build strong client relationships, create innovative event solutions, and generate revenue through meetings, conferences, social events, and resort experiences. This exciting role is perfect for a motivated sales professional who thrives in a fast-paced hospitality environment, enjoys collaborating across teams, and is passionate about delivering exceptional guest experiences from first contact through event execution.

What does a Regional Sales & Event Services Manager do?

• Identifies, qualifies and solicits new business to achieve individual, team and regional property revenue goals.
• Handles all sales accounts interested in hosting an event at one of our regional properties.
• Targets accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Establishes and executes sales strategy based on key analytics such as pace reporting and sales funnels.
• Skillfully identifies and responds to leads and maximizes conversion from all lead sources.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and maintaining memberships with key sales organizations.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Partners with internal stakeholders and vendors to develop creative ideas and proposals for potential bookings, including our regional casinos and enterprises.
• Manages room inventory and event space via Delphi FDC Management System.
• Works proactively with clients to plan all facets of their events, clearly identifying client goals and vision, and bringing it to fruition. Communicating any modifications or updates throughout the planning process in a timely and professional manner to ensure maximum client satisfaction and ease.
• Handles accounts with 101+ overnight rooms on peak and/or 151+ guests in attendance.
• Drives new business by targeting 20-30% growth annually.
• Strategically develops existing accounts by uncovering larger, more profitable meetings and events being hosted at competitors and shifting them to the regional casinos.
• Understands the overall market – competitors' strengths and weaknesses, economic trends, supply and demand etc., and knows how to sell against them proactively.
• Leverages the full scope of the Regional Casino amenities and offerings to creatively close sales accounts.
• Monitor group room blocks and pick up, working closely with Revenue Optimization and Accommodations teams.
• Ability to work with outside vendors to ensure client satisfaction for all events/groups.
• Develops relationships within community to strengthen and expand customer base for sales opportunities by consistent involvement in networking, professional development organizations, etc.
• Works with the Associate Director of Sales on projects like upsells, fresh team building and menu concepts, marketing, competitors shops, etc.
• Acts as a mentor to Sales Managers. Regularly meets with individuals to review targets and provide guidance, as needed, to ensure employees are on target to meet goals.
• Supports the continued growth and development of team; provides training to new members of the team and learning and development opportunities to existing team.
• Works closely with the sales team and stakeholders to ensure a guest satisfaction score of 90% or higher is achieved across all categories. Provides solid recommendations to the VP for Regional Casinos and Director of Sales on areas needed for improvement and a plan of action to do so.
• Adept in report analysis, annual business planning and budgets, as well as goal setting.

Who We Are:

We are Turning Stone Enterprises, a dynamic organization with a diverse range of business operations. Among our prominent offerings is the Turning Stone Resort Casino, which has received the prestigious Best of New York Gaming Resort award for an impressive six consecutive years. Complementing this flagship property, we operate satellite casinos like YBR Casino & Sports Book, Point Place Casino, and The Lake House at Sylvan Beach. Beyond gaming and hospitality, our portfolio also includes convenience stores, three 18 hole PGA-level golf courses, and other unique ventures.

Work Experience:

• Bachelor's Degree Must in Business, Hospitality Management, Marketing, or related field highly preferred.
• Excellent interpersonal, verbal, written communication and presentation skills are required.
• Successful candidates also have a strong understanding of dynamic pricing, hotel revenue yield management.
• Organization is a key attribute along with the ability to meet deadlines and handle difficult negotiation situations.
• Must be available to work a flexible schedule; including weekends and holidays and travel for trade shows, conventions and other client networking meetings.
• Knowledge and experience using various office software programs: Microsoft Office, Delphi.
• Direct Sales experience preferred.
• Ability to stand/walk for long periods of time and lift up to 21 - 30 pounds.

What we value:

• Positivity – Team members who are passionate to learn, energetic to hit the ground running and willing to grow in a professional, team-oriented environment with a focus on guest service.
• Growth Opportunities – We offer a successful journey, including hands-on training and support to advance your career.
• Empowerment – We believe in our team members. With learning opportunities, career growth potential and recognition of outstanding performance, we encourage our team to take pride in their work.

Benefits:

• Paid weekly
• Variety of schedules
• Paid time off
• Tuition assistance
• Career-building professional development
• Discounts from dining to fuel to concerts
• Team Member appreciation events
• Quality healthcare and dental benefits
• A robust 401k retirement plan
• Dealer School
• Finance Scholarship Program

Why You Will Appreciate Us:

At Turning Stone Enterprises, we prioritize the well-being and professional growth of our team members by offering an extensive array of benefits. From comprehensive medical, dental, and vision plans to a 401(k) and life insurance, we ensure your health and financial security. Our work-life balance support includes paid time off, paid holidays, and team member assistance programs. We're also committed to wellness, with various programs and an upcoming 5,000-square-foot onsite medical center.

With over 4,500 team members across Central New York, we focus on delivering exceptional experiences for both our guests and staff. Our resources include training programs, complimentary shuttles, and career development initiatives, helping you reach your professional goals. Whether you're starting your career or advancing it, join us for a rewarding journey of growth and success at Turning Stone Enterprises. We look forward to welcoming you to our team!