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Senior Sales Manager - Hotel, Group & Events with IMG Academy in Bradenton · FL

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Overview
Want to love what you do in an environment that values learning and growth alongside other high performing individuals? If you answered yes, IMG Academy is hiring.
 
Our unique campus is dedicated to developing the next generation of leaders, champions and influencers.  We believe that each day is an opportunity to achieve dreams and inspire greatness.  As part of the IMG Family, we prepare our student-athletes to succeed, taking on life with confidence and preparedness.  Through our integration of elite academics, athletics and character development, our student-athletes are prepared to rise up to their full potential – whether that’s on the field, in the classroom or in life.
 
We are seeking curious, caring individuals who align with our core values:
  • Passionate Soul:  Love what you do
  • Open Mind:  Never stop learning and growing
  • Champions Spirit:  Strive for greatness
  • Helpful Heart:  Lift up those around you
  • Absolute Integrity:  Always do the right thing

Responsibilities


Job Title:  Senior Sales Manager - Hotel, Group, & Event Sales
FLSA Status:  Exempt
Department: Outreach
Position Summary:  Responsible for driving revenue via the team training, group sales, event sales, hotel sales, adult camp sales, & professional athlete training products. Drives and implements vision for department growth while managing best practices for inventory utilization. This includes the generation of new business, retention of existing business and developing new product and service offerings as campus and facilities grow. This individual will work primarily with the sales operation, marketing, sports and business development departments. Reports directly to the Director of Sales and works closely with the Senior Vice President of Sales & Marketing.
Position Responsibilities
 
STAFF MANAGEMENT
  • Direct oversight of group sales manager transient hotel sales team, corporate sales team, & group rooms coordinator
  • Additional oversight and support for group sales advisors & coordinators
  • Complete oversight of the sales pipeline from a daily, weekly, monthly, & annual perspective
  • Works with leadership on establishing sales targets and incentives for sales team
  • Manages lead distribution across the sales team to monitor load balancing
  • Reviews and submits Expense Reports
STAFF DEVELOPMENT
  • Builds a standardized sales process for the sales team to follow
  • Defines best practices within each step of the sales process and builds out training programs specific to each
  • Schedules weekly meetings with the individuals and/or team to identify areas of focus and opportunity
  • Monitors the sales metrics of each advisor in order to provide insights needed to be successful
  • Clearly defines targets and focuses on the staff development to achieve desired outcome needed
  • Prepares staff to perform at the highest level of the role they are in while setting them up for future growth opportunities as well
BUSINESS DEVELOPMENT
  • Generate awareness through direct phone sales, direct sales calls, tradeshows, networking groups, etc.
  • Negotiate contract specifics to achieve maximum profitability while attaining customer needs
  • Demonstrate technical selling skills and product knowledge in all areas team and program outreach and execution
  • Assist in the operational delivery of hosting groups and teams on campus
  • Drive stay to play implementation on all IMGA events
  • Assist sales team in securing multiyear contracts
  • Prospect major accounts and events 2-3 years out
  • Contribute to growth of IMG Academy corporate retreat business working in conjunction with IMG Institute
  • Grows event business in conjunction with each sport
  • Manage the relationship with the Bradenton Area CVB and Visit Sarasota County
  • Work internally with various Endeavor properties on opportunities for IMG hosted functions
REPORTING, YIELD MANAGEMENT, & INVENTORY UTILIZATION
  • Maintains detailed knowledge of sales trends, forecasts, and pipelines
  • Identifies potential risks in the revenue trends and adjust the sales plan accordingly
  • Reviews all contracts for accuracy before being submitted for final approval
  • Assists with oversight of cost negotiation with potential clients
  • Collaborate with Director of Business Operations and Hotel General Manager on pricing strategy & inventory management for all opportunities
  • Understands overall pipeline and drives utilization strategies for greatest ROI
  • Works closely with Hotel General Manager, Director of Business Operations, and Revenue Manager to establish hotel pricing strategy
STAFF RECRUITMENT
  • Builds a staff recruitment plan for each calendar year
  • Interviews 1-2 prospective candidates per week
  • Defines best practices for staff recruitment
  • Creates and drives the on-boarding process and training plan for all new hires
TEAMWORK – INTERNAL COMMUNICATION
  • Oversee internal communication between Group & Team Sales team, Outreach Director, Accounting, Sport Directors and customers by streamlining processes and working collectively to reach sales goals
  • Work interdepartmentally to ensure a smooth delivery of all groups
  • Communicate pipeline with Hotel General Manager, Director of Sales, & Sr. VP of Sales & Marketing
  •  

Qualifications


Knowledge, Skills and Ability 
  • Bachelor’s Degree in Sports Management, Business, Marketing or related field or equivalent experience
  • 3+ years of sales leadership experience
  • 5+ years of sales experience- preferably in the world of sports
  • Hotel Sales experience
  • Excellent customer service skills
  • Experience with cold calling, following up on leads and generating pipelines
  • Strong decision making, negotiation and problem solving skills
  • Proficiency with MS Office and database creation/management
  • Experience with budgets and expense oversight
  • Familiar with legal documents
  • Ability to multi task in a fast-paced organization
  • Desire to work collaboratively with colleagues
  • Excellent written and verbal communication skills
Preferred Skills
  • Master’s degree in sports management, business or marketing
  • Experience in dealing with international clientele
Physical Demands and Work Environment
  • Ability to lift, move, push and pull equipment or boxes in excess of 40lbs.
  • Should be able to handle outdoor temperatures for a reasonable period of time.
  • Must be able to move around campus which includes gym, turf, fields, etc.
  • Ability to work flexible hours to include nights, weekends and holidays is required
Background Requirements
  • Requires a background check upon offer
  • Requires a drug screen upon offer

EEO Statement


IMG Academy is an equal opportunity employer committed to a diverse and inclusive work environment.

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