Sales Manager, Group & Events

Description

Job Summary

The Sales Manager is responsible for leading and executing revenue-generating sales strategies for Rock City Enterprises, with a primary focus on group and event sales

This role drives sales growth, promotional outreach, and market expansion while maintaining a strong commitment to delivering an exceptional guest experience. The Sales Manager ensures that all sales efforts translate into high-quality, memorable visits by collaborating closely with Guest Services and Operations teams.

Working closely with the Vice President of Marketing, this role translates demand generation efforts into measurable revenue outcomes while ensuring that guest expectations are clearly communicated, executed, and continuously improved through feedback and follow-up. This role manages two direct reports.

This role supports Rock City Enterprises’ mission:
“To enrich lives through Wonder and Connection.”

Ideal Candidate

The ideal Sales Manager is a results-driven and guest-focused leader who brings a strong understanding of sales strategy within the tourism, hospitality, or attraction industry.

This individual is equally passionate about driving revenue and delivering an outstanding guest experience, recognizing that long-term growth depends on both. They are highly collaborative and proactive in working across departments to ensure that group bookings, special requests, and passholder experiences are seamless from initial contact through post-visit follow-up.

They are skilled at building relationships, managing details, and ensuring accountability—both in achieving sales goals and delivering on the guest promise.

Essential Duties & Responsibilities

Guest Experience & Service Delivery

• Champion a guest-first approach within all sales activities, ensuring that promises made during the sales process are clearly communicated and successfully delivered. 
• Collaborate closely with Guest Services, Operations, and Hospitality teams to ensure all group accommodations, special requests, and expectations are properly documented, communicated, and executed. 
• Serve as a key liaison between sales and onsite teams to ensure alignment between sales commitments and operational delivery. 
• Proactively follow up with group clients to measure satisfaction, gather feedback, and identify opportunities to improve service delivery. 
• Utilize guest feedback and insights to refine sales strategies, enhance offerings, and improve the overall guest experience.
• Address and resolve guest concerns in partnership with internal teams to ensure a positive and consistent brand experience.

Sales Strategy & Revenue Growth

• Develop and execute comprehensive sales strategies to drive group sales.
• Establish and manage sales goals, forecasts, and performance metrics aligned with organizational revenue targets.
• Identify new market segments, partnership opportunities, and distribution channels to expand reach and drive visitation.
• Lead promotional sales initiatives tied to seasonal campaigns, events, and new offerings.

Group Sales & Partnership Development

• Build and maintain relationships with corporate groups, schools, tour operators, travel partners, and community      organizations.
• Develop customized group packages and experiences aligned with guest needs and organizational goals.
• Represent Rock City Enterprises at networking events, trade shows, and tourism events to drive awareness and bookings.
• Ensure all group bookings include clear documentation of guest needs, expectations, and service requirements, with timely communication to internal teams.

Sales & Marketing Integration

• Partner closely with Marketing to ensure alignment between lead generation, promotional campaigns, and sales conversion strategies.
• Track campaign performance and adjust outreach strategies to maximize return on investment.
• Support execution of integrated campaigns that drive both short-term sales and long-term brand engagement.

Pipeline Management & Performance Tracking

• Maintain a strong sales pipeline, ensuring consistent follow-up, conversion, and revenue growth.
• Monitor key performance indicators (KPIs), including sales conversion rates, revenue by segment, and campaign effectiveness.
• Prepare regular reports and insights to inform leadership on sales performance and opportunities.

Guest Experience & Brand Representation

• Ensure all sales efforts reflect the Rock City brand and deliver on the promise of an exceptional guest experience.
• Collaborate with Operations and Guest Services to ensure alignment between sales commitments and on-site delivery.

Collaboration & Organizational Impact

• Partner cross-functionally with Marketing, Operations, and Finance to support organizational goals.
• Contribute to ongoing process improvements, innovation in sales approaches, and continuous performance optimization.
• Perform other duties as assigned.

Requirements

Education & Experience

• Bachelor’s degree in Business, Marketing, Sales, or related field preferred.
• Minimum 5+ years of experience in sales, preferably within tourism, hospitality, or attraction-based industries.
• Proven track record of achieving sales targets and driving revenue growth.

Knowledge & Skills

• Strong understanding of sales strategy, pipeline management, and relationship development.
• Ability to translate marketing initiatives into measurable sales outcomes.
• Excellent communication, negotiation, and presentation skills.
• Data-driven mindset with experience tracking KPIs and performance metrics.
• Strong organizational and time management skills.
• Ability to thrive in a fast-paced, dynamic environment.

Licenses & Certifications

• Valid driver’s license required.

Availability & Work Requirements

• Ability to work a flexible schedule, including nights, weekends, holidays, and special events as needed.
• Ability to travel locally for outreach, events, and partnership development.

Physical Demands & Work Environment

• Regular use of hands and fingers.
• Ability to lift and/or move up to 25 pounds.
• Ability to stoop, kneel, or crouch occasionally.
• Ability to walk trails and guest areas regularly.