Group and Tourism Sales Manager

Position Title:            Group and Tourism Sales Manager
Service Group:          Marketing
Reports To:                Director of Sales
Exemption Status:    Exempt (salaried)

 
Position Summary
 
Responsible for generating and pursuing sales leads within group and tour and travel sales to accomplish Aquarium sales goals. Works with the Director of Sales to develop and implement an on-going, effective sales approach that produces quality results.

 
Essential Position Functions
- Develops and pursues qualified sales leads as determined by the sales program for the Aquarium; group sales and tour and travel sales.
- Identify, develop, manage and grow key group sales accounts.
- Identify, develop, manage and grow key tourism sales accounts including tour operators, receptive tour operators, airlines, OTA’s, hotels and other businesses that can increase Aquarium sales.
Manage and grow a local hotel sales program.
- Evaluate net rates per individual customer needs according to Aquarium guidelines and with the direction and approval of the Director of Sales.
- Analyze marketing reports and sales production and make recommendations to the Director of Sales that make positive impacts to revenue and attendance goals.
- Conduct weekly sales calls to potential and current clients covering the entire region to include Hillsborough, Pinellas, Polk, Pasco and Orange Counties. Sales missions may be required to other areas inside or outside the state.
- Ability to travel to attend certain travel shows and sales calls as needed.
- Prepare for travel trade shows, including mailings or planning the decorator’s package and support the Director of Sales when traveling to these shows.
- Develop strong relationships with the Tampa and other convention and visitors bureaus, tour and travel groups and other industry organizations to ensure the Aquarium is represented.
- Follow action plans developed for the sales team by the Director.
- Prepare and make presentations to groups to support the Aquarium’s sales programs.
- Provide excellent customer service in returning calls and providing follow-up information as needed.
- Develop and maintains communication line with Guest Services and Operations in regard to sales generated from sales programs and ensure excellent customer service is delivered.
- Submit reports that detail all current and future sales activity to Director of Sales weekly.
- Meet all time, budget and sales goals as pre-determined by the Director and approved by Aquarium management.
- Update and submit revenue budgets and tracking sheets monthly and/or as requested.
- Assist in the planning and preparation of the sales and marketing plan.
- Assist with private and fundraising events coordination and corporate philanthropy opportunities as needed.
- Support the sales team as the need arises in any areas, including project deadlines and other sales activities.
- Facilitate site tours, FAM tours, presentations and trainings for customers and clients.
- Deliver extraordinary customer service to all Aquarium guests as well as external and internal customers.
-  Ability to use Altru POS system and ReServe Interactive Event software a plus.
- Spanish or other languages such as Portuguese or German a plus.
- Understand and align with the Aquarium’s purpose, vision, mission, and values.
- Other duties as assigned by Director of Sales.

 
Education Requirements and Technical Skills
- College degree
- Three years minimum sales experience in hospitality industry
- Spanish bilingual a plus
- Knowledge of Microsoft Office Software
- Knowledge of CRM and other database software a plus
 

Competencies
- Customer Service Orientation — Listening and understanding the customer (both internal and external) and anticipating and evaluating the customer’s needs; making the customer’s satisfaction a high priority in all areas of responsibility.
- Teamwork — supporting, facilitating, and participating in activities that promote team effectiveness; demonstrating sensitivity for the feelings and needs of team members and supporting team goals.
- Planning and Organizing — Establishing a course of action with specific long-range goals for the Aquarium; setting priorities among competing requirements and allocating resources in the most efficient and effective way; developing contingency plans that anticipate changes in the work environment.
- Judgment — Deciding on and committing to an action on the examination of the facts at hand; finding creative solutions to situations and opportunities that arise; taking strategic risks when necessary.
- Concern for Detail — Pays attention to every portion of any task, down to the smallest item
- Communication (oral and written) — Effectively expressing ideas verbally and non-verbally and actively listening to individuals and groups; preparing and focusing presentations to the characteristics and needs of the audience; expressing ideas clearly and concisely in written form, through memoranda, letters, reports, and other documents.
- Information Gathering and Monitoring — Effectively collects relevant data using questioning or research techniques to monitor and manage projects and people


Typical Physical Requirements
- Sitting (2 to 8 hours per day)
- Standing (8 hours per day)
- Walking (3 hours per day)
- Bending/Stooping — Occasionally
- Squatting — Occasionally
- Climbing stairs — Occasionally
- Reaching above shoulders — Occasionally
- Kneeling — Occasionally
- Pushing/Pulling — Occasionally
- Carrying (up to 40 lbs.) — Occasionally
- Lifting (up to 40 lbs.) — Occasionally
- Exposure to marked changes in temperature and humidity
- Driving automotive equipment
- Exposure to dust, fumes and gases
- Typing on a computer keyboard
- Excellent vision for proofing and detail work
- Coping with demands (stresses that are associated with the job and/or the work environment so that acceptable levels of performance and overall contribution are maintained
- More than normal talking
- More than normal talking on telephone
- Ability to travel (car) locally and/or nationally
- Ability to travel (air) as needed
- Flexibility in working weekends and evenings
- Flexibility in working holidays