Group Sales Manager - Onsite (FT)

Grand Traverse Resort and Spa•Acme, MI

2d•Onsite

About The Position

Grand Traverse Resort and Spa is seeking a Group Sales Manager for its Conference Sales team. The role books group business within an assigned market segment, grows established accounts, and develops new opportunities to meet revenue and room-night goals. The position is onsite and focuses on the SMERF market—social, sports, weddings, and family reunions—as well as a portion of the military/government, education, religious, and fraternal markets. The Group Sales Manager prospects and develops accounts, responds to group leads of 10 or more peak rooms, negotiates rates and contracts, and coordinates with resort departments and off-property sales channels. The manager develops market plans, maintains information in Salesforce, prepares proposals and contracts, and turns booked business over to conference services. The role also includes travel, occasional evenings and weekends, and supporting the resort’s environmental practices. This is a salaried and commissioned exempt role. Candidates must have a bachelor’s degree and 2–4 years of proven, tracked sales experience. The role requires travel capability, strong sales and business-planning skills, proficiency with Salesforce and Microsoft Office, and the ability to manage competing priorities and communicate professionally. A background investigation and drug screen are conditions of employment.

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 prospecting, negotiation, and closing skills.
Strong business planning, analytical, and communication skills.
Proficiency with Salesforce, Microsoft Office Suite, and 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 deadlines.
Ability to motivate others, communicate professionally, and create a pleasant working environment.
Team-oriented, with strong interpersonal skills and a customer-focused mindset.
Ability to analyze and interpret financial reports and legal documents.
Ability to respond to inquiries and complaints professionally and tactfully.
Ability to present information clearly to management, clients, and public groups.
Ability to apply mathematical concepts to practical business situations.
Ability to maintain confidentiality and adhere to company policies.
Ability to pass a background investigation and drug screen.

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, and supply and demand.
Respond promptly to incoming group leads of 10 or more peak rooms and manage contracting from negotiation to close.
Build and strengthen customer relationships through sales calls, trade shows, FAM trips, site inspections, and entertainment.
Collaborate with off-property sales channels and internal resort departments to coordinate 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.
Turn booked business over to conference services for event execution.
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.
Maintain confidentiality and adhere to company policies.
Work flexible hours and take on additional responsibilities when asked.