Senior Group Sales Manager

SUMMARY
The Group Sales Manager is primarily responsible for the development and implementation of sales strategies, programs and activities designed to increase group social, corporate and wedding segment sales to maximize revenues and promote a positive image of the facility. Responsibilities include the development and implementation of various strategies including direct and/or telephone sales, direct marketing communications, advertising, special event promotions and community & municipal relations, etc.

ESSENTIAL DUTIES AND RESPONSIBILITIES
Sales

• Effectively sell group events including, golf, social and corporate events, at a level to meet or exceed budgeted requirements for lodging, food/beverage revenue and site rental.
• Be responsible for and implement a sufficient and appropriate outbound sales activity plan to reach revenue targets as directed by the Director of Sales including, but not limited to, telephone solicitation, specific promotional campaigns or initiatives, special promotions and events. Activity will be defined by both property specific and corporate objectives and be related to current property vision as well as future development plans and initiatives.
• Work closely with all members of the Sales and Marketing Department and other associated departments to increase and manage wedding, group social and corporate sales bookings and to clearly communicate, coordinate, and integrate sales activity and apply best-in-class practices to all efforts.
• Develop strong relationships with Meeting Planners, Corporate Clients, Industry Professionals and other constituents to influence buying decisions.
• Create and maintain a current database for sales calls, direct mailings and follow-up in CRM system. Maintain group files and ensure that signed contracts, payments, rooming lists, correspondence and all detailed information is contained within the file.
• Maintain up-to-date information on group rates and packages with competitive set.
• Provide prompt, courteous and efficient handling of all group requests and potential group leads, changes, cancellations, and other guest services information.
• Maintain knowledge of current and projected industry developments through continuous attention to industry periodicals and participation in relevant trade organizations.
• Maintain knowledge of all resort services/features and hours of operation and comply with all hotel and departmental policies and procedures.
• Execute special projects with minimal supervision and meet set deadlines.
• Schedule site inspections and, if possible, meet with any walk-in prospective clients to show and describe facility, rooms and services.
• Ability to uncover new prospects and understand the need to build a strong sales pipeline in order to develop new business and new revenue.
• Develop and implement sales plans to strategically prospect and target larger accounts, identify more contacts within the account and secure more business opportunities.
• Ability to communicate and close business by creating customized proposals that meet the needs of the customer and demonstrate the value delivered by Juniper Preserve.
• Strategic thinking ability to best the competition and avoid selling based solely on price.
• Prepare weekly sales recap report.
• Perform other duties as requested by Director of Sales.

General

• Attend staff meetings conducted by the Director of Sales
• Regular and reliable attendance.
• Incorporate safe work practices in job performance.
• Contribute to annual budget planning.
• Maintain a professional standard at Juniper Preserve including, but not limited to, grooming and appearance, interaction with members, associates, guests of the resort, verbal discussions and written correspondence. Does not discuss work related issues with members and guests.
• Maintain a positive attitude and the flexibility to take on new and different tasks as assigned by the Director of Marketing.

QUALIFICATIONS

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Required

• 3 years applicable and progressive sales, event planning and management experience; preferably in the hospitality industry and focused toward wedding, social and corporate group markets.
• Positive attitude, professional manner and appearance in all situations.
• BA or BS degree preferred.
• Ability to prospect for new business, creating new leads and awareness of Juniper Preserve.
• Ability to portray Juniper Preserve as a unique destination resort.
• Ability to make oral presentations to both large and small groups.
• Demonstrated experience and capability in the areas of budget development, fiscal management, strategic planning, staff management and sales.
• Demonstrated quality written, verbal, and interpersonal communication skills.
• Ability to analyze and solve problems; efficiently handle multiple duties under pressure with minimal supervision; work flexible hours as required including nights/weekends/holidays.
• Positive attitude, professional manner and appearance in all situations.
• Demonstrated quality written, verbal, and interpersonal communication skills.
• Effective questioning and discovery skills and ability to listen with empathy to uncover customer needs.

SKILLS

• Must be able to read and understand written and oral instructions. Must be able to comprehend topics of a conceptual nature.
• Ability to add, subtract, multiply and divide in all units of measure using whole numbers, common fractions and decimals.
• Ability to compute rate, ratio and percent and to draw and interpret graphs. Ability to work with mathematical concepts such as probability, predictability and deductions.
• Ability to define problems, collect data, establish facts and draw conclusions.

EDUCATION AND/OR EXPERIENCE
Bachelor’s Degree with an emphasis in Marketing, Business, Communications or equivalent and a minimum of three (3) years demonstrable and progressive experience related to Essential Functions of position. Previous experience at a high-end luxury golf community or resort is a positive.