Sales Manager

EDUCATION/EXPERIENCE

Bachelor's degree (B. A.) from four-year College or university; or two-four years related experience and/or training; or equivalent combination of education and experience.

SUMMARY

This position is accountable for booking group business for Turtle Creek Casino and Leelanau Sands Casino, including corporate outings, motorcoach, leisure groups, and weddings. This position will utilize their sales skills to uncover new group accounts in a variety of geographic regions, including Traverse City, Michigan, and targeted national markets . Incumbents in this position have successfully demonstrated selling skills that are at a minimum above industry average.  Incumbents should be well versed in sales presentation tactics, public speaking, rate and contract negotiating, strategy planning, telephone and Internet prospecting.

This is a sales focused position requiring 80% of their time to be spent on direct sales related duties.  The balance of responsibility will focus on development and execution of action plans to achieve revenue and group function goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Solicitation (80%):

• Targets group accounts in the assigned geographic market and/or territory with an emphasis on proactive solicitation and account saturation
• Determine and recommend prospective group accounts from the free market information, as well as purchased lead sources, analyze historical and other statistical information (market segment, account mix, goals)
• Achieve established group revenue, room nights and food & beverage revenue
• Confers with department heads to discuss and formulate plans for soliciting business.
• Works to proactively establish and grow relationships with key community organizations, including Traverse City Tourism, Chamber of Commerce, etc.
• Responds to incoming group leads of 15 rooms or greater within a timely manner (24-48 hours).
• Proactively identifies, qualifies, and solicits new opportunities for corporate, motorcoach, banquet, wedding and other group business for Turtle Creek Casino and/or Leelanau Sands Casino
• Closes and negotiates the best opportunities for the Casinos based on the market conditions and hotel needs.
• Enter accurate information into sales tracking software to ensure successful communication with Marketing department and other key leaders
• Within established parameters, quote and negotiate prices with customers, including confirming reservations, drawing up contracts, obtaining client signature to close the transaction, and presenting contracts to CEO for signature.
• Understands the overall market in which they sell (i.e.: competitors' strengths and weaknesses, economic trends, supply and demand, etc.)
• Effectively manage and develop relationships with key internal and external customers, ensuring a high degree of customer satisfaction
• Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, familiarization trips, trade shows, site inspections, etc.
• Effectively uses marketing resources and administrative/staff support
• Generates contracts and creative proposals to meet customer needs
• Provides accurate, complete, and effective turnover to conference services
• Can develop clear and effective sales plans and action steps
• Possesses effective communication skills
• Presents ideas, expectations and information in a concise, well organized manner
• Upon closing, coordinate and follow-up with other Casino departments to ensure delivery of superior guest service.
• Prepare weekly, monthly, quarterly, and annual reports as required
• Participate in designated training programs.
• Confers with department heads to discuss and formulate plans for soliciting business.

Administrative (10%):

• Prepare and execute sales plan to achieve room night and group revenue goals
• Maintain knowledge of sales budget and submit annual sales travel budget
• Plan sales trips including but not limited to setting appointments, arranging travel and accommodations, and necessary paperwork involved in pre and post travel.
• Oversee the weekly duties of the Sales Associate
• Maintain and communicate updates with the Marketing Department.
• Participate in employee outings

Supervisory Responsibilities (10%):

• Directly supervises one employee (Sales Associate) in the Marketing Department.
• Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

OTHER SKILLS AND ABILITIES

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

LANGUAGE SKILLS

Ability to read, analyze, and interpret financial report, and legal documents.  Ability to respond to common inquiries or complaints from customers or members of the business community.  Ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS

Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

DRIVING REQUIREMENTS

Must have a valid Michigan Driver's License and be insurable by the Tribe's insurance.

TYPICAL PHYSICAL DEMANDS

• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• The employee frequently is required to stand and walk
• The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl; and taste or smell. The employee must occasionally lift and/or move up to 10 pounds.  Specific vision abilities required by this job include ability to adjust focus.

TYPICAL MENTAL DEMANDS

• Having a positive attitude and entrepreneurially attitude is a must for this position
• Being able to understand and work with different personality types
• The ability to motivate others and to help create a pleasant working environment
• Stressors may include: deadlines, difficult conversations, multitasking, unexpected demands, critical decision making, etc.

WORKING CONDITIONS

• This is a salaried position and while office hours are 8:00 am 5:00 pm, it may be necessary to work outside of these hours based on client needs, travel schedule and needs of the Casinos.
• Travel is required and ability to fly commercial, stay in hotel, drive a vehicle and maneuver around unknown locations is a must.
• The noise level in the work environment is usually moderate.
• The work environment characteristics described hereare representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

COMMENTS

Native American Preference will apply.  Must be able to pass a background investigation and a drug/alcohol urinalysis as a condition of employment.  Must be able to work flexible hours and take on additional responsibilities when asked.  Must adhere to company policies regarding strict confidentiality

The above statements are intended to describe the general nature and level of work performed by people assigned to this classification.  They are not intended to be construed, as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.  Management retains the right to add or to change the duties of the position at any time.  Any qualifications to be considered as equivalents in lieu of stated minimums require prior approval of the Director of Human Resources.

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