Conference Group Sales Manager

Description

Who We Are

Founded in 1926, the Colonial Williamsburg Foundation is a private, not-for-profit educational, historic, and cultural institution that owns and operates one of the largest and best-known museum complexes in the world. Our mission is “that the future may learn from the past” through preserving and restoring 18th-century Williamsburg, Virginia’s colonial capital. We engage, inform, and inspire people to learn about this historic capital, the events that occurred here, and the diverse peoples who helped shape a new nation.

Today, Colonial Williamsburg is the largest living history museum in the U.S. The Historic Area is the 301-acre restored colonial capital with 88 original buildings and 525 buildings reconstructed to how they appeared in the 18th century through extensive archaeological, architectural, and documentary research. The Historic Area is staffed by highly trained, historically dressed interpreters and expert tradespeople who bring the 18th century to life. The Foundation also owns and operates two world-class museums, the DeWitt Wallace Decorative Arts Museum, and the Abby Aldrich Rockefeller Folk Art Museum, and a renowned research library, the John D Rockefeller Jr Library.

Additionally, Colonial Williamsburg is home to five world class accommodations at the Williamsburg Inn, Williamsburg Lodge Autograph Collection, the Griffin Hotel, the Williamsburg Woodlands Hotels and Suites and the unique Colonial Houses in the Historical Area. Visitors may also indulge in food and drink at our many on site restaurants and taverns that blend a historically inspired dining experience with today’s evolved tastes. Each year over 5 million people visit Williamsburg and another 20 million engage with us digitally.

About the Position

The Colonial Williamsburg Hotels are seeking a driven and results-oriented Group Sales Manager to join our team. Solicit future conference business for Colonial Williamsburg Hotels in assigned market areas using 31+ rooms per night arriving outside 91 days + or as assigned by Director of Sales (and/or VP of Sales). Maintain and exceed definite monthly room night and room’s revenue booking goals as assigned by Director of Sales (and/or VP of Sales).

Main Duties

Responsibilities include but are not limited to:

• Contact meeting planners/decision makers by mail, telephone, fax, in person, customer fams and site inspections.
  • Maintain a comprehensive account management plan to include a list of target accounts and key accounts
  • Develop sales action plans to achieve revenue goals
  • Build positive and lasting client relationships
  • Secure annual and multi-year contracts
  • Secure new and repeat business
  • Maintain accurate and legible files in accordance with established policies and procedures.
• Generate and secure new, referred, and repeat group business, focusing on accounts within the DC region and the Northeast.
• Prepare and execute creative sales proposals and contracts that ensure financial success and profitability to the hotel while managing and minimizing risk to the hotel.
• Maintain regular communication with clients to ensure seamless execution of all events resulting in high customer satisfaction
• Negotiate space, dates and rates to obtain room night booking goals (focusing on placement of business in shoulder and off-season and other need periods with emphasis on promoting Sunday-Thursday patterns) while maximizing profitability in all areas of operation.
• Assist in developing individual marketing strategies in assigned market areas in concert with annual marketing strategies
  • Responsible for keeping spending in-line with individual Sales plan and with approval of Director of Sales
  • Strong knowledge of various market segments to include corporate, association, incentive, SMERF and other vertical markets or combination thereof.
• Market room, food and beverage (banquet and restaurant covers), golf, spa services, tennis and other forms of recreation, admission tickets, entertainment, products and when possible, solicit donations for the foundation development efforts.
  • Maximize any cross-selling opportunities with Foundation
• Achieve monthly sales goals as outlined by Director of Sales.
• Develop working knowledge of cost factors (room rates, food and beverage, museum operations) and the conference service operations.
  • Administer personnel functions to support staff.
• Must be willing to attend tradeshows and travel to various geographic areas, promoting the Colonial Williamsburg Hotels and CWF amenities. Must be willing to make
• Operate within a team concept; willingness to cover for others when needed while meeting individual performance goals.
• Must be active and participate in monthly industry associations in assigned markets and are encouraged to hold a committee or board position. Continue professional development through educational offerings made via industry trade groups (i.e.: VSAE, MPI, AENC…etc.) and in-house industry related educational training as assigned by Director of Sales.
• Knowledge of CWF mission and non-hotel offerings to guests.
• Perform any special projects and all other duties as directed by management that are consistent with the policies and procedures of Colonial Williamsburg Hotels.

This job description reflects the general responsibilities of the position and is not intended to be an exhaustive list. Duties and responsibilities may evolve over time based on operational needs.

Required Education and Experience:

Bachelor’s Degree and 2-3 years of hotel sales experience, or 5-7 years of experience in hotel sales and other hotel operations experience (ie: front desk, food and beverage, conference services, concierge, etc.) or a closely related field.

Proven track record of exceeding sales goals and generating new business. Other directly related experience will be given consideration at the discretion of Director of Sales and VP of Sales.

Must possess a valid Commonwealth of Virginia driver’s license and have an acceptable driving record based on The Colonial Williamsburg Foundation’s criteria.

• Must be able to provide a 5-year Motor Vehicle Record prior to employment

• Must be at least 21 years of age

• May not have more than 1 moving violation or at fault accident within 12 months

• May not have more than 2 moving violations or at fault accidents within 36 months

• May not have any serious motor vehicle violations including but not limited to excessive speeding, reckless driving, DUI/DWI, suspended or revoked license, etc.

Preferred Qualifications:

Prior conference sales experience at a four star or four diamond hotel/resort and in an assigned geographic location or vertical market a plus. Opera experience preferred.

Key Skills / Competencies:

• Excellent communication skills, ability to work independently without direct supervision, in-depth knowledge of conference sales skills and techniques.
• Proficient in Microsoft Office (Word, Excel, Outlook)
• Ability to work independently and with a team

Physical and Environmental Demands:

​​Stand: 25%

Walk: 25%

Sit: 50%

Use hands/fingers: 100%

Climb or balance: 5%

Stoop/kneel/crouch/crawl: 5%

Reach with hands/arms: 50%

Talk or hear: 100%

Lifting up to 10 lbs: 25%

Lifting up to 25 lbs: 25%

Lifting up to 50 lbs (with assistance): 5%

Lifting up to 100 lbs (with assistance): 1%

More than 100 lbs (with assistance): 0%

Wet/humid conditions: 20%

Work near moving mechanical parts: 5%

Fumes/airborne particles: 5%

Extreme cold: 5%

Extreme heat: 5%​

Typical Work Schedule:

Full time Standard work hours (8:30am-5:30pm M-F); travel 30% of the time and work evenings and weekends as required.

Compensation Disclaimer: The compensation listed below for this position represents the anticipated hiring range and is provided in accordance with Virginia pay transparency requirements. Actual compensation will be determined based on factors such as the selected candidate’s skills, qualifications, experience, education, certifications, internal equity, and the specific requirements of the role.

Range: $59,600 - $89,400

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.