National Sales Manager

Kingsmill Resort•Williamsburg, VA

3d•Onsite

About The Position

The National Sales Manager is responsible for direct group sales to a territory/market as defined by the VP Sales, Marketing & Revenue. The role is to develop a comprehensive account management and geographic penetration strategy to achieve targeted revenues associated with group rooms, meetings, food, beverage, golf and other ancillary resort revenues. The primary tactics will be to create action plans consisting of key account management, new account acquisition, outside sales calls, attending targeted sales events, site inspections and a cadence of communication and entertainment with existing clients.

Requirements

Possess knowledge of group meetings and conference markets.
Must have excellent written and verbal communication skills and the ability to utilize them effectively with guests, peers and associates.
Ability to be organized and balance multiple commitments simultaneously.
Strong customer service aptitude.
Possess understanding of budgets and fiscal responsibility.
Possess contracting skills including negotiating and closing skills.
Possess business qualification and yield management skills.
Possess understanding of group market and booking trends and competitive set.
Must be professional in appearance and willing to present to public groups.
Ability to interact with all levels of an organization.
Ability to travel within assigned territory.
Possess valid drivers’ license.
Ability to be active in various industry associations.
Ability to establish strong working relationships.
Ability to lift, push, pull a minimum of 25 lbs., stand, walk, sit, stoop, kneel reach or perform repetitive foot and hand action for up to an 8 hour period of time.
Must have strong computer skills proficient in MS Office and other department specific programs.
Possess prior experience in a service or sales environment with direct interaction with customers.

Nice To Haves

Delphi Salesforce and Opera knowledge is a plus.
Bachelor’s Degree or experience at a similar full service property in a customer service or sales role, preferred.
Experience working with corporate, association, SMERF, incentive and other market segments, preferred.
Resort sales experience is a plus.

Responsibilities

Develop and manage a comprehensive account management plan in an assigned market(s) to maximize revenues from group rooms, food, beverage, golf, spa and other ancillary revenue.
Develop group sales action plans and strategic objectives to achieve targeted revenues.
Grow the assigned territory by finding new accounts and new business potential with existing accounts.
Maintain active trace on assigned accounts with next step actions to advance business potential.
Ensure effective and timely communication with clients per phone calls, emails and proposals.
Develop strong relationships with third party meeting planning organizations.
Grow future revenue by understanding group booking pace, rate yielding, need dates, and profitability analysis using business intelligence and other information.
Maintain visibility within the assigned territory and attend membership meetings of industry, association and third-party partner events.
Conduct creative site inspections with clients, and ensure leadership is involved.
Maintain a high level of knowledge of all features and benefits of the property as well as the competition’s product, amenities and sales strategies.
Make outside sales calls, and entertain clients on site.
Plan and prepare appointments for sales trips and create pre-trip and post-trip reports in a timely manner.
Ensure financial success and profitability of the property through responsible group booking contracts and agreements, while managing risk to the property within these agreements.
Work with Catering Sales and Conference Planning, Revenue Management and Reservations teams on a to integrate group sales with operational and revenue management parameters.
Meet with VP Sales, Marketing & Revenue monthly to chart progress, adjust and adapt to market changes and shift strategies as deemed necessary.
Assist with the planning of client events, both in market and at on property and track results accordingly.
Meet and greet clients when they are on site for their program, and ask for rebooking of the program and referrals for other programs.
Provide Sales Office coverage as required.
Submit weekly reports on sales goals pace, current sales funnel status, market intelligence and forecasting.