JOB DESCRIPTION
POSITION TITLE: Tournament Sales Manager
DEPARTMENT: Golf
STATUS: Exempt (Salary)
REPORTS TO: General Manager
Position Summary: Responsible for selling Whitney Oaks Golf Club’s available tee times to groups and tournaments while maximizing revenue opportunities for the property.
Essential Functions:
1. Actively promotes and secures tournament and group outings of 16 players or more by marketing and making sales calls to golf clubs and associations, organizations, charities, businesses, corporations, and hotel and destination management companies.
2. Manages tee sheet to increase yield and maximize golf course occupancy.
3. Prepares and sends timely “thank you” letters to appropriate contact persons and encloses tournament comment cards to be returned to the Vice President of Hotel Operations.
4. Achieves all monthly, quarterly and annual sales goals as set forth by the General Manager of Whitney Oaks Golf Club.
5. Reports, on a weekly basis, all sales, contract statuses, cancellations and actual player numbers to the General Manager.
6. Secures written contracts for tentative bookings within 30 days of verbal agreements and secures monetary deposits for said bookings no later than 90 days prior to the dates of the scheduled events.
7. Develops and contacts new leads.
8. Responds to all guest needs and requests in a timely and professional manner.
9. Tracks the result of all marketing promotions.
10. Manages and updates all sales and lead prospect information, as well as correspondence with clients, in the tournament database.
11. Up-sells various services (e.g. food and beverage, merchandise, scoring, contests, etc.).
12. Coordinates with the General Manager, Catering Sales Manager, F&B Manager and Golf Course Superintendent to ensure that all client goals and expectations are met.
13. Schedules and conducts all tournament preparation meetings with all appropriate staff members as often as necessary to ensure complete achievement of client goals and client satisfaction.
14. Solicits feedback from participants involved in tournaments and/or group events and, where problems are identified, implements changes to avoid future problems.
15. Conducts sales calls to re-book clients, after their events, in a timely manner.
16. Cross-sells Thunder Valley Casino Resort when groups cannot be accommodated at Whitney Oaks Golf Club.
17. Attends all mandatory meetings and training as arranged by the General Manager.
18. Is visible and accessible at events to ensure the staff assignment sheet is being carried out and to promote Whitney Oaks Golf Club for future bookings.
19. Achieves annual sales goals set by the General Manager.
20. Participates in golf shop operations/purchasing/inventory with other Team Members.
21. Is professional at all times in representing Whitney Oaks Golf Club.
22. Follows all policies and procedures of Whitney Oaks Golf Club.
23. Other duties as assigned.
Minimum Qualifications:
1. Ability to communicate effectively with Guests, Team Members and Management in both written and verbal form, and in a diplomatic, professional manner.
2. 3 to 5 years of experience in sales in the golf course industry, including at least 3 years in sales in a golf course of comparable quality, and at least 1 year supervisory experience.
3. Basic understanding of the operations of all golf and sales departments.
4. Skilled in accepted business presentations and formats.
5. Computer skills, including basic knowledge of Microsoft Office. Experience using EZLinks is preferred.
6. Must be detail oriented.
7. Able to work in a fast-paced environment with a high responsibility for meeting goals and deadlines.
8. Able to work well under pressure.
Physical Requirements:
1. Requires normal, corrected vision range, the ability to distinguish letters, numbers, and symbols.
2. Ability to stand and walk for approximately 20% or more of work hours each day.
3. Ability to lift a minimum of (#lbs) unassisted or with reasonable accommodation.
Work Conditions: Work is performed in indoor and outdoor environments. Work outdoors may take place in heat, cold or inclement weather. Team Member may be required to stand, walk, lift, reach, push, pull, and grasp. Heavy use of telephones and computer throughout the work shift. Frequent guest and Team Member contact.
Important Notices: This job description is not an exclusive or exhaustive list of all job functions that a Team Member in this position may be asked to perform from time to time. Duties and responsibilities can be changed, expanded, reduced or delegated by management to meet the business needs of the property. The applicant is required to sign this document in the space provided below, acknowledging receipt and comprehension of this job description. (click here for document)