JOB SUMMARY
At Dollywood Parks & Resorts, we create memories worth repeating. We want folks who love having a great time, and love to make our guests do the same. Dollywood’s Hosts are more than just employees, Hosts are a part of our extended family. Come be a part of all the fun we are having!
Representing the Resort Hotels at Dollywood Parks & Resorts, this senior level position provides a unique opportunity for the right individual to coach and lead the group sales efforts for our two resorts that encompass 601 rooms and over 32,000 square feet of meeting space. The position is responsible for all revenue streams attributable to overnight group hospitality sales to include guest rooms, banquet, catering, and other revenues attributable to the group activity. In order to be successful this role must develop group revenue strategies for two resorts in accordance with their respective budgets representing customers across various group market segments. Of primary importance in this role is the ability to lead a team of sales professionals to achieve their respective goals and fully contribute to the overall revenue metrics of each resort. The group guest profile is different for each resort and in order to achieve success in this role one must drive results while adhering to our Leading with Love culture. This role will have a sales revenue goal and manage the goals of each individual on the group sales team. A leader with a proven track record of being a master strategist in the group sales area will find this role very rewarding.
Key relationships for this role are with the General Managers of the resorts, Area Director of Revenue Management, Regional Director of Sales, Area Director of Hospitality Marketing, VP of Hospitality, Park Presidents, and other respective area Vice Presidents for the Dollywood Parks & Resorts.
SUMMARY OF MAJOR DUTIES & RESPONSIBILITIES
- Lead and direct the development and implementation of strategic sales and marketing plans and initiatives to include, but not limited to, interacting with clients and the media, directing solicitation efforts, securing business, operating information management systems, preparing and presenting statistical and performance reports and managing all financial aspects of the operation.
- Partners with the Director of Revenue Management (DORM) and finance to develop the group room night and Food and Beverage (F&B) revenue budget.
- Partner with the DORM to include, but not limited to, determining sales pricing strategies, developing rates, establishing group thresholds, determining space utilization policy, deploying competitive data strategies, conducting demand analysis and managing market mix.
- Partners with the DORM to ensure all group contracts adhere to established Rev Max strategies, booking polices and reviewed for final contract approval.
- Prepares annual business plan and executes the plans as outlined, critically examining and adjusting as deemed necessary by current market conditions.
- Organize and/or attend scheduled sales department, executive committee, and related meetings.
- Ability to access, understand and accurately input information using Delphi.fdc.
- Direct and manage all group and catering/banquet sales activities to maximize revenue for the hotel.
- Develop rates, group sales and catering deployment strategies through review of competitive data, demand analysis and mix management.
- Professionally represent the hotels in community and industry organizations and events.
- Comply with attendance rules and be available to work on a regular basis.
- Train and recommend performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriate.
MANAGEMENT RESERVES THE RIGHT TO CHANGE AND/OR ADD TO THESE DUTIES AT ANY TIME.
Required Skills
PERSONALITY/ATTITUDE REQUIREMENTS
- Able to project Dollywood’s image by being genuinely friendly and caring and by taking pride in their work.
- Must be self-motivated and disciplined.
- Must be able to prioritize and complete work assignments on a timely basis.
- Must maintain strict confidentiality and judgment regarding privileged information.
- Must display and live out our Lead with Love principles by being: patient, kind, trusting, unselfish, truthful, forgiving, and dedicated.
- Must be willing to constantly improve.
- Must have professional appearance with good personal hygiene.
- Must promote and support a “team” work environment by cooperating and helping co-workers.
- Must adapt to changes easily.
- Must tolerate a fast-paced, hectic environment.
- Must show appreciation to others.
- Must be sensitive to the needs of our Guests and feel empowered to take action to meet their needs within company guidelines.
- Detail oriented and maintain a high level of accuracy.
- Strong organizational skills.
- Must have excellent analytical skills.
- Must possess strong verbal and written communication skills.
- Must have cognitive aptitude for complex conceptual and strategic thinking.
- Attend and participate in weekly overall hotel Rev Max meeting and bi-weekly Group Rev Max meetings.
- Daily management of group room nights in relation to meeting and event space utilization to ensure maximization of space.
- Conduct daily prospecting review to ensure the most profitable groups are utilizing the meeting and event space and meet established F&B minimums.
- Meet with Sales Managers individually on a weekly basis to review revenue goals vs. actuals, activities entered into Delphi vs. goal, prospecting review and 30/60/90 action plan to ensure all sales tactics and strategies are being implemented.
- Ensure training programs are conducted regularly and Dollywood standards of performance are met. Give guidance and counsel staff toward improvement.
- Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly forecast, lead management system, group booking pace report, star reports and sales meeting minutes.
- Develops and oversees the sales administration expense budget and ensures the team adheres to budget and purchasing guidelines. Attends the monthly P&L review.
- Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets.
- Develop and conduct persuasive verbal sales presentations to prospective clients.
- Manages group market segments for the property.
- Accountable for prospecting goals and closing on assigned accounts/territory to positively impact resort revenues.
- Responsible for the direct booking and re-booking of group rooms for various clients. Maximize profitability and revenue of the resort by upselling in order to achieve sales goals.
- Achieve aggressive weekly sales activity regimen and quota.
- Develops strategies to meet or exceed personal booking goals. Adjusts strategies as necessary.
- Review sales contracts as well as other key details e.g. room blocks, rooming lists, cut-off dates, deposit and payment schedules, banquet guarantees, attrition clauses and special concessions and confirm with clients. Required familiarity with certificates of insurance (COI) and hospitality contract language.
- Ensure timely response to all RFP’s and other leads/inquiries. Prepare proposals and/or contracts advising prospective customers of hotel room and/or meeting space availability and quoting rates.
- Create and distribute group resumes, lead pre-and post-convention meetings (as applicable) and communicate any changes to appropriate departments and people in a timely manner.
- Engage in site visits, off-site sales calls, trade shows and telephone solicitation.
- Partners with accounting on direct bill procedures and approvals. Ensure accuracy of final bill and coordinate final bill reviews with client.
- Professionally represent Dollywood’s Resorts by participating in client and industry events.
- Develops positive working relationships with key decision makers, meeting planners and third parties for new and existing groups and acquires new groups by anticipating needs and acting promptly to answer questions and resolve issues.
- Has a thorough understanding of the resort facilities, the meeting space configuration and space limitations.
- Maintains current knowledge of competitors and competitive markets outside the area and is educated on how to sell against them.
- Compiles and enters group forecast, creates group segmentation strategy, conducts weekly and monthly STR review and leads sales department initiatives as needed.
ESSENTIAL FUNCTIONS NECESSARY TO PERFORM JOB DUTIES
- Able to display and live out our Lead with Love principles by being: patient, kind, trusting, unselfish, truthful, forgiving, and dedicated.
- Able to smile and make eye contact to make a friendly impression when greeting guests, vendors and other employees.
- Must have manual dexterity necessary to complete all job duties.
- Able to maintain good personal hygiene.
- Able to get along with other employees to work out problems and resolve conflicts.
- Able to comprehend instructions and retain information.
- Able to maintain dependable work attendance and flexibility with assigned work schedules including any required overtime, evenings, weekends and holidays.
- Able to tolerate a fast-paced, hectic environment.
- Able to be flexible to handle frequent changes in priorities.
- Able to prioritize tasks and complete assignments on time.
- Able to operate different types of motorized vehicles, including but not limited to: automobiles, vans, golf carts, and other all-terrain vehicles as well as ability to enter and exit vehicle multiple times daily.
- Able to sit, stand and walk; climb and descend indoor and outdoor stairs.
- Able to move, bend, stoop, kneel, reach, twist.
- Able to lift up to 40 pounds.
- Above average memory retention and recall.
- Able to add, subtract, multiply and divide.
- Able to obtain a TN driver’s license and auto insurance.
Required Experience
- Advanced knowledge of principles and practices of Sales & Marketing in the hospitality industry.
- 4-year college degree preferred
- Minimum of 10 years in the hospitality industry
- Minimum of 5 years as Director of Group Sales, preferably in a multi-property environment.
- Work background must reflect a successful track record of accomplishment and growth in hospitality sales.
- Must be proficient in Microsoft Word, Outlook, Excel and Power Point.
- Working, hands-on knowledge of PMS and POS Systems is preferred, particularly Opera (PMS), Delphi, Salesforce or other group sales management systems.
- Must successfully pass background and drug tests.
THE DOLLYWOOD COMPANY IS AN EQUAL OPPORTUNITY EMPLOYER. APPLICANTS WILL RECEIVE CONSIDERATION FOR EMPLOYMENT WITHOUT REGARD TO RACE, COLOR, RELIGION, SEX, NATIONAL ORIGIN, SEXUAL ORIENTATION, GENDER IDENTITY, DISABILITY OR PROTECTED VETERAN STATUS. THE DOLLYWOOD COMPANY DRIVES A WELCOMING CULTURE WHERE IDEAS AND DECISIONS FROM ALL PEOPLE SUPPORT OUR EFFORTS TO BE RELEVANT IN AN EVER-CHANGING WORLD.