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Sales Manager

SUMMARY

Under general direction plans, directs and coordinates all sales programs for Kirkwood Mountain Resort. Increases revenue from group, corporate, individual, tour operators and lodging partners. Cross-markets and sells all of the Resort's recreation facilities, programs and amenities, by performing the following duties.

ESSENTIAL DUTIES AND RESPONSIBILITIES, not necessarily in order of priority, include the following. Other duties may be assigned.

1. Provides excellent guest service to internal and external guests.

2. Creates, implements and monitors comprehensive sales plans to increase sales, while achieving yield and profitability targets, for the Resort's facilities and programs, working with the Director of Marketing & Sales to develop marketing and sales goals and budgets for each.

3. Accomplishes sales goals by successfully executing all aspects of the sales plan, including attainment of targeted yields. Makes sales calls and visits, keeps detailed sales record. Responsible for generating and providing sales reports, contacts and leads weekly or as necessary.

4. Participates in the process of establishing mutually agreeable sales goals on an annual basis.

5. Meet regularly with Mountain Operations staff, Marketing staff, Tickets staff & F & B staff to ensure that complete information is being generated and that all necessary contacts and follow-up calls are being made.

6. Creates and produces group sales policies, procedures and all related collateral; educates support staff (ticket sellers, front desk sellers and phone operators) in group policies and procedures; maintains interdepartmental communication for all upcoming group events and oversees all on-site activities from arrival to departure.

7. Designs and implements corporate sales plans; produces support and collateral material.

8. Develops trade sales by utilizing industry contacts and knowledge to build partnerships and formulate contracts with partners which include tour operators, ground and lodging operators, travel agents, reservation systems, schools, clubs, recreation markets, military and incentive programs.

9. Oversees off-site ski shop relations program. Creates, communicates and manages program throughout the season.

10. Solicits other avenues for facility revenue via cooperative partnerships and special events; develops new ideas to improve facility visitation; collaborates with facility staff to plan and successfully produce events.

11. Develops and maintains contacts with local and off-site ski shops, lodging suppliers, reservation agencies and local marketing entities (Visitor Convention Bureau, Chamber of Commerce, etc.); creates incentive programs to entice these groups to ski and promote Kirkwood.

12. Conducts analysis of present and potential markets for new or existing products or services. Creates and implements annual sales plan and makes necessary adjustments as market dictates.

13. Participates in development of the annual operating sales budget for assigned area of responsibility.

14. Participates in new market research and design; monitors ski industry trends; stays abreast of competitors' programs and adjusts sales programs to maximize sales potential.

15. Maintains sales database of all customer/prospects files; works with ski receptionist and ticket manager on maintaining season pass holder database.

16. Takes the lead on researching, planning and participating in local and regional trade and consumer shows.

17. Inputs and maintains daily records of group, corporate, tour operator and lodging sales providing weekly and monthly data on sales. Produces season-end recap reports on all sales functions and develops recommendations for future business.

18. Works with Marketing Manager to create collateral, fliers, contracts and other sales materials.

19. Provides back up for the Marketing Manager on various projects and covers in their absence.

20. Helps with special events on the mountain as needed.

21. Performs special projects or other duties as assigned.

SUPERVISORY RESPONSIBILITIES

Coordinates and schedules work activities of seasonal administrative and marketing support staff.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Bachelor's degree (BA) in Sales/Marketing or Business field from four-year college or university; or four years related sales experience preferred in similar industry; or equivalent combination of education and experience. A successful sales record is also required. Desktop publishing skills are desirable. Direct ski resort experience is desirable.

COMPREHENSION/COMMUNICATION SKILLS

Ability to read, analyze, and interpret technical journals, financial reports, and group contracts. Ability to respond to inquiries or complaints from customers, regulatory agencies, or members of the community. Ability to write presentations and articles for publication that conform to prescribed style and format. Ability to effectively present information to employees, management, public and/or community groups, and customers.

MATHEMATICAL SKILLS

Ability to work with mathematical concepts such as probability and statistical inference for measuring sales, analyzing revenue cost breakdowns and completing other statistical analysis. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of complex instructions in mathematical or diagram form and deal with several abstract and concrete variables.

CERTIFICATES, LICENSES, REGISTRATIONS

Valid California Drivers License or equivalent.

OTHER SKILLS OR ABILITIES

Very good public speaking, presentation, planning, organizational, negotiation, guest service and people skills; exceptional writing skills; computer skills for word processing, spreadsheets, graphics, financial accounting and worldwide web applications; ability to work early morning hours and long days including holidays and weekends during ski operating season; ability to travel; and ability to deal with changing circumstances in a positive manner. Ability to ski, telemark, or snowboard.

PHYSICAL DEMANDS 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.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts; high, precarious places; outside weather conditions; and risk of electrical shock. The noise level in the work environment is usually moderate and there are frequent interruptions.