POSITION DESCRIPTION
POSITION:
GROUP SALES MANAGER
LICENSE: Yes
DEPARTMENT:
General Administration
GRADE: 6 Commissioned
REPORTS TO:
Director of Golf/F&B Operations Manager STATUS: Exempt
POSITION SUMMARY:
Manage the sales staff in the development of new and continuing sales and direct marketing
projects.
ESSENTIAL FUNCTIONS:
1. Manage and direct the group and convention sales staff.
2. Set and monitor work schedules for the sales department.
3. Formulate short-term and long-range sales strategies for the sales department with Director of
Marketing, Director of Golf, Food & Beverage Director and Director of Hotel Operations
4. Identify primary and secondary target markets for the sales department and assign markets to
sales staff to meet maximum efficiency.
5. Evaluate current programs and direct solicitation of new business in target markets, such as
Circle Michigan, National Busing Association, National touring Association, etc.
6. Supervise the upkeep and maintenance of all sales records and databases.
7. Determine the viability of professional memberships and participation in professional
organizations for the sales department.
8. Organize travel schedule for the sales department and assign staff as needed for travel to
conferences, trade shows, and professional meetings. Recruit from other departments’ staff to
supplement trade show operations (attendees) as needed.
9. Formulate and monitor travel, salary, Horizon conference sales, and all other departmental
budgets.
10. Generate and monitor profit analysis reports and player tracking reports for all groups for the
sales department.
11. Oversee and assist in the development of community relations (ie: other properties, CVB, local
professional organizations, and local businesses).
12. Complete performance appraisals for sales department staff, and document special achievements
and trainings as they relate to the position.
13. Assist in package and rate formulation, planning, and design.
14. Generate new group and conference sales business, and maintain current client base, through:
mass mailings, cold calls, follow-up calls, site visits and inspections by client, attendance to
trade shows and professional conferences/meetings, and written correspondence.
15. Formulate, create and maintain correspondence with client through contracts, letters, flyers,
mass mailings, telephone calls, and on-site visits.
16. Exhibits a positive and involved team attitude to all and promotes positive relations through an
environment that encourages open communications, trust, and mutual respect.
17. Communicate through written and verbal correspondence with other departments daily. Plan,
coordinate, and interface conference/group activities for client and other in-house departments.
18. Work directly with the hotel and golf reservation system. Book rooms, tee times, convention
center as needed. Create & maintain A/Rs in OPERA system for billing purposes. Document
payments & deposits as they are received. Post proper transaction codes in proper accounts and
document final payment.
19. Serve as host/greeter (or assign) to arriving motor coach groups as needed. Provide additional
team support to other departments as needed or directed.
20. Develop, execute and maintain feedback mechanisms as follow-up to measure group
satisfaction.
21. Assist with the coordination and communication of group/conference requirements and needs
with other departments and their staff.
22. Supervise follow-up on venue preparation: venue signage prepared as requested, floor plan as
required, audio-visual equipment in place.
23. Work directly with the Function Coordinator and oversee the creation and distribution of
function orders.
24. Work directly with the Wild Bluff staff and management on incoming golf groups, names of
players, rooming lists/ assignments, tee times, etc.
25. Travel—attend as needed: trade shows, market places, trainings, conferences, association and
professional meetings (ie: Circle MI, MSAE, Novi Golf Shop, London, ONT Golf Show,
Sudbury, ONT etc.).
26. Ensure that the group and conference calendars are created, updated, and distributed as changes
arise.
27. Develop multiple event packages, (weddings, group dinners etc.)
28. Ability to establish relationships with alternative lodging options, and develop packages and
accounting procedures which utilize these options.
29. Work directly with the hotel and golf reservation (OPERA / GolfNow) system and the
conference center reservation (CATEREASE) system. Block group rooms, tee times,
convention center as needed. Document payments and deposits as they are received.
30. Establishes & seeks approval for golf outing, wedding, conference, etc. prices ensuring that
facilities maximize revenue while maintain COGS.
31. Must attend all mandatory trainings designated by the Human Resources Department and/or
Department Directing.
32. Perform other duties as assigned and all functions within the scope and complexity of the
position’s essential functions.
PHYSICAL REQUIREMENTS:
While performing the duties of this job, the employee is regularly required to sit with occasional
standing and walking. Occasionally the employee must bend, balance, squat, kneel, push/pull, and
crouch. The employee must be able to lift, move, and/or carry up to 25 pounds.
POSITION REQUIREMENTS:
1. Bachelor’s Degree in Business preferred.
2. A minimum of five years group and conference sales and coordination experience in the
hospitality and/or casino industry required, to include weddings, conferences, private meetings,
packaged golf groups, “corporate golf events”, seasonal / specific private parties, & golf
leagues.
3. Demonstrated sales ability necessary.
4. Excellent verbal and written communication skills needed.
5. Excellent computer skills required; must have experience using Microsoft Excel, Word, and
Power Point. Knowledge and experience with SMS Host system, (CATEREASE) and Access
preferred. Knowledge / Experience using the OPERA accounting system. Experience using
online tee time reservation systems.
6. Must have excellent past work history as demonstrated through employment references.
7. Must have strong organizational skills, outgoing personality, and be team oriented.
8. Must present a well-groomed, professional appearance and speak, understand and write in the
English language.
9. Applicant must be able and willing to travel as needed.
10. Must be willing to work flexible schedule, some weekends, evenings and/or holidays
encompassing a non-standard work week…i.e. Monday-Saturday and beyond a standard 8a-4p
or 9a-5p work day.
11. Possess or ability to obtain a Michigan Chauffer’s license.
12. Candidate must be able to legally cross international borders.
13. Must possess the skills to provide “out of the box” sales strategies and the ability to present new
and unique function ideas while effectively streamlining communication to all entities of the
resort.
14. To perform this position successfully, an individual must be able to satisfactorily perform each
function listed under the essential functions and physical demands categories of this position
description.
PREFERENCE:
Preference will be given to those of Native American descent.
CLOSING DATE:
January 8, 2016 (4:30pm)
APPLY TO:
Send Cover Letter, Resume, References and Job Bid to:
Heather Lyons; Recruiter
Bay Mills Human Resources Department
12124 W. Lakeshore Drive
Brimley, MI 49715
hrleapley@baymills.org
Subject: Group Sales Manager
See Attachment (1)
Bay Mills Resort & Casinos / Wild Bluff
Commissioned Sales
1.5% COMMISION ON ANY RE-BOOKED BUSINESS
 Business can be booked via the golf shop counter, but sales manager would be liaison
between group and Wild Bluff, including food or “special needs” and be responsible for any
contractual obligation / room coordination between the group and Wild Bluff.
 Groups re-booking year to year result in 1.5% commission regardless of an increase in
group size.
 Commission based on actual invoiced amounts (pre-tax / gratuity) for golf & associated
banquets.
 Does not include any merchandise special orders done via the Wild Bluff Golf Shop when
charged on the master invoice for any group when sold wholesale to event.
 Repeat bus business as determined by the General Manager…which may include increased
compensation based on a year-year increase in bus guests.
3% COMMISION ON AN NEW BUSINESS
 Golf & Gaming groups of 20 or more players (or 5 or more tee times) which would be
transferred to the sales department for booking and contract development.
 Golf / Gaming Banquets
 Room nights for golf groups of 20 or more players regardless of package or location of
accommodations.
 Room blocks on separate contracts from golf events
o IE. War Memorial Hospital requests separate rooming block & contract above /
beyond the contract for its golf event.
 Casino bus groups as determined by the GM
 The total invoice (LESS T/G) on WB or Horizons weddings
o SAME STRUCTURE WITH RENUNIONS, BANQUETS, RECEPTIONS, MISC PARTIES
Conferences booked at Horizons and the contracted portions of these events which include golf /
rooms / banquets
ZERO COMMISSION IN PLACE FOR THE FOLLOWING:
 BMRC internal use or Governmental use of facilities
 Comedy Club, BMRC Christmas parties, immunization clinics, etc.