Group Tour Sales Manager
Andrew Jackson's Hermitage
Food & Lodging , Sales , Customer Service
Position Description / Responsibilities
Position Title: Group Tour Sales Manager
Reports to: VP, Marketing and Communications
Exempt Status: Exempt, Full Time – Nights and Weekends as Needed
Generate earned income through site group tour sales that will achieve annual budget goals and ensure that these client groups have an excellent experience while at The Hermitage. Assist in packaging and promoting new tour opportunities as well as marketing initiatives aimed at group sales. Work with the VP of Marketing and Communications to develop and execute marketing plans through a variety of mediums.
- Identify and pursue strategic opportunities for capturing volume admission sales from targeted constituencies, including a strong focus on tour wholesalers and tour operators.
- Cultivate, sell and close group travel planners and businesses to ensure organizational income goals are achieved.
- Coordinate daily operations of the group sales program, including following up on all leads; processing and coordinating payments; maintaining entries on the sitewide calendar; booking tickets through Tessitura ticketing system; conducting site and FAM visits; generating sales data; maintaining records in the database; and producing weekly and monthly status reports.
- Collaborate with Education and Interpretive Department in packaging sales to groups that include special education and interpretive programs of particular interest to a group.
- “Upsell” additional onsite options, such as wagon ride, education classes, lunch services, evening tours and catering options.
- Establish and maintain relationships with hotel personnel, including front desk agents, sales directors and concierges, keeping them aware of upcoming events, new offerings and group tour opportunities.
- Establish and maintain relationships with corporate meeting planners, convention planners, hotel meeting planners, social and civic meeting planners and others responsible for group tour opportunities.
- Represent The Hermitage at networking functions, i.e. Music City Concierge Association, Nashville Convention & Visitors Corporation and the Tennessee Tourism Commission, among others.
- Manage and maintain membership in trade organizations like American Bus Association, National Tour Association, Student Youth Travel Association, Southeast Tourism Society and Tennessee Motorcoach Association.
- Represent The Hermitage at annual group tour conferences and tradeshows as appropriate.
- Coordinate with Guest Services, the Ticket Office and the Interpretation team to ensure staff is informed so that all groups have a positive experience.
- Make presentations to tourism industry organizations about The Hermitage and upcoming promotions and programs.
- Prepare and manage annual department budget.
- Seek opportunities for special partnership promotions, i.e. AAA ticket sales.
- In consultation with the VP of Marketing & Communications, formulate and implement proactive Group Sales marketing campaigns, collateral needs, etc.
- Assist onsite with VIP tours for tourism industry, managing groups during tours and greeting groups on their arrival.
- Participate in the planning and execution of event programming.
- Bachelor's degree in business, sales, marketing or communications required.
- A minimum of three years of professional sales experience, preferably at a museum, historic site or similar tourist attraction.
- Demonstrated success in the development, management and execution of group sales campaigns.
- Contacts within Nashville’s tourism industry.
- Excellent computer skills.
- Experience working in Tessitura or other donor data base/CRM software is preferred.
- Excellent communication skills, both written and oral.
- Strong organizational and time management skills with exceptional attention to detail.
- Ability to work both independently without close oversight but also a team player who will productively engage with others at varying levels of seniority within and outside of the Foundation.
- Flexibility to work varied hours, including some evenings and weekends, as well as being a team player who keeps the mission of the Foundation at the forefront.
- Adaptability - Maintaining effectiveness when experiencing major changes in work tasks or the work environment; adjusting effectively to work within new work structures, processes, requirements, or cultures.
- Building Strategic Working Relationships - Developing and using collaborative relationships to facilitate the accomplishment of work goals.
- Building Trust - Interacting with others in a way that gives them confidence in one's intentions and those of the organization.
- Communicating with Impact - Expressing thoughts, feelings, and ideas in a clear,
- Drive for Results - Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goal attainment; tenaciously working to meet or exceed those goals while deriving satisfaction from the process of goal achievement and continuous improvement.
- Formal Presentation - Presenting ideas effectively (including nonverbal communication and use of visual aids) to individuals or groups when given time to prepare; delivering presentations suited to the characteristics and needs of the audience.
- Initiating Action - Taking prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive.
- Influencing Others - Using appropriate interpersonal styles and techniques to persuade others to accept a point of view, adopt a specific agenda, or take a course of action that will advance business goals; modifying one’s own behavior to accommodate motivations, situations, tasks, and individuals involved.
- Mobilizing Resources- Managing resources consistent with organizational goals; proactively negotiating and accessing resources outside one's immediate domain when necessary.
- Planning and Organizing - Establishing courses of action for self and others to ensure that work is completed efficiently.
succinct, and compelling manner in both individual and group situations; adjusting
language to capture the attention of the audience.
Physical Demands/Working Conditions
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Ability to perform moderate physical work: stooping, bending, climbing, and lifting up to 20 pounds unassisted; must be able to work in all weather conditions. This position may require working around dirt, dust and hazardous materials.
- Plans and meets deadlines.
- Weekend work as needed.
- Conveys a professional and positive image and attitude regarding The Hermitage. Demonstrates commitment to continued professional growth and development.
To apply, please send cover letter and resume to:
Ann Dee Jones, Vice President of Marketing & Communications
4580 Rachel’s Lane Nashville, TN 37076 firstname.lastname@example.org