Group Sales Manager
Visit Macon Job Description
Job Title:
Group Sales Manager
Department:
Sales and Services
Reports To:
Director of Sales
FLSA Status:
Non Exempt/Full-time
Updated:
December 2017
SUMMARY:
Promote Macon/Bibb County as a destination for conventions, meetings, tradeshows, and other defined groups by soliciting assigned sales accounts and markets. Plan, organize and direct sales activities to maximize sales and profits and generate revenue.
DUTIES AND RESPONSIBILITIES include the following:
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Seek potential clients of Macon convention, exhibition and meetings sites via prospecting, sales solicitation, participation in tradeshows, association memberships and other initiatives to fulfill goals and objectives*
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Identify, recruit, and encourage local contacts affiliated with state, regional, national, and international organizations to hold future conventions/meetings in Macon
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Achieve individual sales goals, reporting the total number of room nights generated, groups booked, estimated number of participants, sales leads generated, and sales solicitation efforts*
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Submit qualified leads to appropriate hotels in the community for proper follow-up*
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Develop, coordinate, and implement comprehensive “bid” strategies including, but not limited to: sales presentations, bid book preparation and distribution, and customized site inspections*
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Create and maintain sales files for planner prospects, and confirmed conventions and lost business for Macon, and qualified associations, educational organizations and other groups, to be used for sales and marketing purposes
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Maintain a well-informed, working knowledge of the facilities, attractions, and services, both private and public, available in the area to clients and act as liaison between these entities and the client
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Remain familiar with competing destinations, facilities or issues that impact the Visit Macon’s ability to sell and promote effectively
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Establish and maintain goodwill toward Visit Macon amongst members, assessed hotels, motels, and the Macon–Bibb County community
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Represent Visit Macon with appropriate industry groups for the purpose of generating interest in Macon as a destination or promotion attendance at events already scheduled for this area
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Hold membership and become actively involved with selected industry organizations such as MPI, GSAE, SGMP, etc. and maintain a visible presence within the industry, in order to attract groups to Macon
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Attend and/or exhibit at meeting industry tradeshows and events for designated areas/target markets*
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Conduct follow-up with all interested contacts in order to develop lead opportunities
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Assist in planning special client events sponsored by Visit Macon such as sales blitzes, meeting planner familiarization tours, and other activities as assigned
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Participate in the bi-monthly Hospitality Network Sessions with hoteliers and attractions to provide updates on upcoming groups, pressing tourism-related issues, etc
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Coordinate with the Sales & Services Coordinator to effectively delegate services needs in to ensure success of client meetings and events
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Assist with convention servicing as necessary
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Work in a cohesive manner with Visit Macon’s staff to ensure a unified, and effective promotional effort
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Perform other duties as assigned
REQUIRED SKILLS
Excellent Oral & Written Communication Skills
Highest Ethical Standards
Planning and Organizing
Strong Sales Ability
Interpersonal Skills
Time Management
Strategic Planning
Supervisory Skills
Professionalism
Presentation
Negotiation
Diplomacy
Multi-task
OTHER REQUIREMENTS
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Demonstrable and established past sales success
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Knowledge of key convention markets and related industry associations, tradeshows and meetings
SYSTEMS/COMPUTER SKILLS
Advanced user knowledge of Simpleview CRM System (or other database management programs) and Microsoft Office, sufficient for performing direct tasks and training others. To perform this job successfully, an individual should have the ability to utilize company phone system.
PHYSICAL DEMANDS
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The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Employee must be able to lift and carry 30lbs. In addition, this position requires 20% - 30% travel; including overnight stays.
EDUCATION and/or EXPERIENCE
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Bachelor’s degree (B.A.) in Hotel Administration or Business Management from four-year college or university; or four to seven years’ experience in hospitality sales or bureau sales
I have read and understand the contents of this job description.
Signature___________________________________ Date_______________
* Denotes essential job function
