Sales Manager- Leisure (SMERF)

Position Title:            Sales Manager – Leisure (SMERF)
Service Group:          Marketing
Reports To:                Director of Sales
Exemption Status:    Exempt (salaried)
Position Summary
Responsible for generating and pursuing sales leads within the leisure sales markets, SMERF,  (social, military, education, religious, and fraternal) to accomplish Aquarium sales goals. Works with the Director of Sales to develop and implement an on-going, effective sales approach and plan that produces quality results.
Essential Position Functions
  • Develops and pursues qualified sales leads as determined by the sales program for the Aquarium; SMERF markets (social, military, education, religious, and fraternal).
  • Focus on sales of all Aquarium private event space in addition to other Aquarium sales related products within the SMERF markets in the Tampa Bay area.
  • Develop strong relationships with the local convention and visitors bureaus to ensure the Aquarium is represented and sold to all SMERF group business.
  • Secure agreements from sales calls in order to meet sales goals.
  • Follow action plans developed for the sales team by the Director.
  • Develop leads using quality, results-oriented telemarketing and other successful lead generating techniques including the convention and visitors bureau online leads system.
  • Identify, develop and maintain key accounts as well as foster new relationships.
  • Schedule appointments with potential leads and provides excellent customer service in returning calls and providing follow-up information as needed.
  • Conduct weekly sales calls to potential and current clients covering the entire region to include Hillsborough, Pinellas, Polk, and Pasco Counties. Sales missions may be required to other areas outside of those listed.
  • Plan and complete sales presentations for customers.
  • Prepare and present presentations to groups to support the Aquarium’s sales programs.
  • Prepare for trade shows, including mailings or planning the decorator’s package.
  • Negotiate rates per individual customer needs according to Aquarium guidelines & DOS.
  • Develop and maintain communication line with Guest Services and Operations in regard to sales generated from sales programs.
  • 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 drop-ins, project deadlines and other sales activities.
  • Submit reports that detail all current and future sales activity to Director weekly.
  • Meet all time, budget and sales goals as pre-determined by the Director and approved by FLAQ 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.
  • Analyze marketing reports and sales production and makes recommendations that make positive impacts to revenue and attendance goals.
  • Coordinate any pre-arrangements that are promised to customers with other appropriate Aquarium personnel.
  • Facilitate site tours as needed for customers.
  • Deliver extraordinary customer service to all Aquarium guests and internal customers.
  • Ability to travel to attend certain travel shows and sales calls as needed.
  • 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 or related industry
  • Spanish bilingual a plus
  • Knowledge of Microsoft Office Software
  • Knowledge of CRM and other database software a plus

  • 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