The posting
WE’RE LOOKING FOR OUR NEXT GROUP SALES MANAGER! Grand Traverse Resort and Spa seeks a dynamic and driven Group Sales Manager to join our Conference Sales team and help elevate the success of our group business sales. As a Group Sales Manager, you will be responsible for booking group business within a designated market segment (as outlined below), growing an established base of accounts, and uncovering new opportunities to maximize revenue and room night goals. Our Group Sales Managers are passionate sales professionals with proven skills in prospecting, rate and contract negotiation, business planning, and relationship management. If you thrive in a fast-paced environment, have a track record of exceeding targets, and align with our company core values, you may be just the Group Sales Manager we are looking for. This is an onsite position. MARKET SEGMENT – SMERF
All Social, Sports, Weddings, Family reunions etc. A portion of the following markets:
Military/ Government Education Religious Fraternal
WHAT YOU’LL BE DOING: DUTIES AND RESPONSIBILITIES
Proactively target and solicit group accounts in your assigned market segment, focusing on account saturation and new business development Analyze market data and historical information to identify, qualify, and recommend prospective group accounts Understands the overall market in which they sell (i.e.: competitors’ strengths and weaknesses, economic trends, supply and demand, etc.) Respond promptly to incoming group leads (10+ rooms peak) and manage the contracting process from negotiation to close Build and strengthen relationships with existing and new customers through sales calls, trade shows, FAM trips, site inspections, and entertainment Collaborate with off-property sales channels and internal resort departments to ensure coordinated sales efforts and superior guest experiences Negotiate rates and contracts within established parameters to secure the best opportunities for the resort, balancing market conditions and hotel needs Maintain accurate and timely information in Salesforce to support effective communication and contract execution Prepare creative proposals and contracts tailored to client needs Deliver effective turnover to conference services to ensure flawless execution of group events Provide effective, professional and productive communication amongst internal departments Develop and implement clear market plans and action steps to achieve personal and resort revenue goals Achieve established group revenue, room night, and food & beverage goals as set with the Director of Sales Organize prospect files and collaborate on marketing materials to enhance travel and sales efforts Participate in designated training programs and maintain up-to-date knowledge of industry best practices Prepare and execute marketing plans, submit annual travel budgets, and manage travel arrangements and expense reports Communicate sales updates with the Sales Team, Representation Companies, and Traverse City Convention & Visitors Bureau Support and adhere to the resort’s environmental practices
WHO YOU WILL NEED TO BE: REQUIREMENTS
Bachelor’s degree (B.A.) from a four-year college or university 2-4 years of proven, tracked sales experience Demonstrated ability to travel via commercial airlines, utilize rental cars, stay in hotels, and navigate unfamiliar locations Exceptional sales skills, including prospecting, negotiation, and closing Strong business planning, analytical, and communication skills Proficient in using sales systems (Salesforce) and Microsoft Office Suite amongst other programs Positive, entrepreneurial attitude and ability to work with different personality types Highly organized, detail-oriented, and able to handle multiple priorities under deadline Able to motivate others, communicate professionally and create a pleasant working environment Team-oriented with strong interpersonal skills and a customer-focused mindset
In addition to being an experienced sales professional, a Group Sales Manager must be able to meet the following skill-based responsibilities to be a great match for this position:
Analyze and interpret financial reports and legal documents Respond to inquiries and complaints with professionalism and tact Present information clearly to management, clients, and public groups Apply mathematical concepts to practical business situations Maintain confidentiality and adhere to company policies
WHAT TO EXPECT: PHYSICAL & MENTAL DEMANDS/EXPECTATIONS
Salaried and commissioned exempt role including occasional evenings, weekends, and travel as required Regularly required to sit, use hands, reach, talk, and hear; frequently required to stand and walk; occasionally required to climb, balance, stoop, kneel, crouch, crawl, or lift up to 10 pounds Must have the ability to focus, handle deadlines, difficult conversations, multitasking, and critical decision making Maintain a positive attitude and entrepreneurial mindset, working effectively with internal and external customers Able to work productively under pressure and adapt to changing priorities
WHAT WE WILL GIVE YOU
We provide a supportive work environment that recognizes the importance of teamwork, camaraderie, and fun Competitive compensation Medical insurance Dental insurance Hospital, accident, and cancer insurance Company provided Life Insurance and AD&D Voluntary life insurance for spouse and children Short- and long-term disability Flexible spending accounts (dependent and medical care) 401(K) Paid time off Earned sick time Paid bereavement and witness/jury duty Parental leave Native American cultural leave Educational assistance/tuition reimbursement Employee appreciation and recognition program Employee onsite cafe Resort Discounts
