Group Sales Manager - Onsite (FT)

Grand Traverse Resort•Acme, MI

1d•Onsite

About The Position

Grand Traverse Resort and Spa is seeking a Group Sales Manager for its Conference Sales team. The role is responsible for booking group business in an assigned market segment, growing existing accounts, developing new business, and achieving revenue and room-night goals. The primary segment is SMERF (social, sports, weddings, and family reunions), with portions of the military/government, education, religious, and fraternal markets. The Group Sales Manager researches market opportunities, responds to group leads of 10 or more peak rooms, negotiates rates and contracts, and manages the sales process through close. The manager builds customer relationships through calls, trade shows, familiarization trips, site inspections, and entertainment; collaborates with resort departments and off-property sales channels; and coordinates group-event turnover to conference services. The role also involves maintaining Salesforce records, preparing proposals and contracts, developing market plans, tracking sales results, and managing travel plans and expenses. This is an onsite, salaried and commissioned exempt position. Occasional evenings, weekends, and travel are required. The manager must be able to work flexible hours and take on additional responsibilities when requested. Employment is contingent on passing a background investigation and drug screen and requires adherence to company confidentiality policies.

Requirements

Bachelor’s degree (B.A.) from a four-year college or university.
2–4 years of proven, tracked sales experience.
Ability to travel via commercial airlines, use rental cars, stay in hotels, and navigate unfamiliar locations.
Exceptional sales skills, including prospecting, negotiation, and closing.
Strong business planning, analytical, and communication skills.
Proficiency with sales systems, including Salesforce, and Microsoft Office Suite, among other programs.
Positive, entrepreneurial attitude and ability to work with different personality types.
Highly organized and detail-oriented, with the ability to handle multiple priorities under deadline.
Ability to motivate others, communicate professionally, and create a pleasant working environment.
Team-oriented approach, strong interpersonal skills, and customer-focused mindset.
Ability to focus, meet deadlines, handle difficult conversations and multitasking, and make critical decisions.
Ability to work productively under pressure and adapt to changing priorities.
Ability to work flexible hours and take on additional responsibilities when asked.
Ability to pass a background investigation and drug screen as a condition of employment.
Ability to adhere to company policies regarding strict confidentiality.

Responsibilities

Proactively target and solicit group accounts in the 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.
Understand the market, including competitors’ strengths and weaknesses, economic trends, supply, and demand.
Respond promptly to incoming group leads for 10 or more peak rooms and manage contracting from negotiation through close.
Build and strengthen customer relationships through sales calls, trade shows, familiarization trips, site inspections, and entertainment.
Coordinate with off-property sales channels and internal resort departments to support sales efforts and guest experiences.
Negotiate rates and contracts within established parameters, balancing market conditions and resort needs.
Maintain accurate and timely information in Salesforce to support communication and contract execution.
Prepare proposals and contracts tailored to client needs.
Provide effective turnover to conference services for group events.
Communicate professionally and productively with internal departments.
Develop and implement market plans and action steps to achieve personal and resort revenue goals.
Achieve group revenue, room-night, and food-and-beverage goals established with the Director of Sales.
Organize prospect files and collaborate on marketing materials.
Participate in designated training and maintain current 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.
Analyze and interpret financial reports and legal documents.
Respond to inquiries and complaints professionally and tactfully.
Present information clearly to management, clients, and public groups.
Apply mathematical concepts to practical business situations.
Maintain confidentiality and adhere to company policies.