Summary of Position

The Senior Sales Manager – Group Markets is a market-based sales position responsible for revenue generation at The Ridges Resort through lead generation, aggressively selling the property, and meeting weekly, monthly, quarterly, and annual sales goals. This position is based in metropolitan Atlanta (or Chattanooga) to provide the resort with direct, in-market presence near the majority of our group customers, while maintaining regular and required on-property presence at the resort.

The position owns Corporate, Association, Government, and SMERF (non-wedding) market segments, including family reunions, religious groups, and other social groups. The Senior Sales Manager works in tandem with the resort’s operations leaders and is supported by a dedicated on-property Sales Coordinator who manages BEO drafting, contract administration, and group resume distribution. Excellent interpersonal skills, a results-oriented approach, a self-directed work style, disciplined CRM usage, and the ability to operate accountably from a market-based location are required.

Essential Duties and Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Along with complying with all laws, company policy, and brand standards, the following are the Essential Functions of this position:

1. Maintain the highest level of professionalism in conduct and appearance at all times, whether representing the resort in the market or on-property.
2. Carry out the property’s ‘It’s All Here’ culture in words & action.
3. Be empowered to guarantee total guest satisfaction.
4. Develop and execute strategic sales plans to achieve targeted revenue goals across Corporate, Association, Government, and SMERF (non-wedding) market segments. Identify and pursue new business opportunities within the Atlanta and broader Georgia / Southeast feeder markets.
5. Conduct active outbound prospecting in-market: cold calls, prospecting emails, in-person meetings, association events, CVB engagement, and industry networking functions in the assigned market.
6. Cultivate relationships with group clients, meeting planners, association executives, government booking contacts, and corporate decision-makers to secure new, repeat, and referral business.
7. Conduct and host site inspections at The Ridges Resort, traveling on-property as required to deliver a high-quality site visit experience. Coordinate site visit logistics in advance with the Sales Coordinator.
8. Collaborate with the reservations and front desk teams to ensure smooth booking processes and a high level of guest satisfaction.
9. Assist in leading sales efforts for all banquet and catering events, working closely with the Food & Beverage team to deliver exceptional experiences.
10. Work closely with clients to coordinate details for group events, ensuring all logistical needs are met. The Sales Coordinator is responsible for drafting BEOs, managing contract administration, and distributing group resumes. The Senior Sales Manager is responsible for providing the Coordinator with timely, accurate, and any relevant event details.
11. Provide support to the Vice President in the development and implementation of overall sales strategies. Provide input on market trends, competitive activity, and pricing observations from in-market presence.
12. Negotiate group sales contracts, ensuring favorable terms for both the resort and the client. Follow up on contract execution and payments in coordination with the Sales Coordinator.
13. Conduct market research to stay current on trends and competitor activities within the Atlanta and Southeast SMERF and group markets. Use this information to adjust sales strategies as needed.
14. Prepare and submit weekly written check-ins to the Vice President covering outbound activity, deals advanced, deals at risk, and the following week’s focus.
15. Maintain disciplined and accurate Delphi usage: all sales activities, lead dispositions, traces, follow-ups, account updates, and account history must be entered within 24 hours of occurrence.
16. Prepare regular sales reports to track progress toward goals, identify opportunities for growth, and present findings to senior management.
17. Actively participate in industry events, community organizations, professional networks, and CVB activities in the assigned market to generate leads and enhance the resort’s visibility.
18. Maintain group history, traces, follow-ups, utilizing sales office systems.
19. Complete all sales activities objectives and goals and ensure they are entered into Delphi.
20. Assimilate into the “Guest Service” culture through understanding, supporting and participating in all elements of providing our guests with superior guest service.
21. Other tasks assigned by the Vice President.

Work Location and On-Property Presence Requirements

This position is structured as a market-based role with required, scheduled on-property presence. The following expectations apply:

22. Home base of operations: metropolitan Atlanta, Georgia (or Chattanooga, TN as alternate). The Senior Sales Manager is expected to maintain a productive home office workspace in the assigned market.
23. Minimum required on-property presence: a minimum of one full day every two weeks at The Ridges Resort, scheduled in advance and coordinated with the Vice President. Frequency may be increased during peak season, for site inspections, or as business needs require.
24. Peak-season weekends: required on-property presence during peak booking and event weekends, as designated by the Vice President.
25. First 60 days of employment: on-property presence will be weighted more heavily to support onboarding, account familiarization, relationship-building with operations and F&B teams, and integration with the Sales Coordinator.
26. Site inspections: the Senior Sales Manager is expected to be on-property to host site inspections for prospective groups, with advance coordination through the Sales Coordinator.
27. Standing meetings: weekly 1:1 with the Vice President (video) and monthly pipeline review with the Vice President and operations leadership.

Competencies

28. Self-Direction & Accountability: Demonstrated ability to manage own schedule, prioritize effectively, and deliver results without direct daily supervision.
29. Sales Leadership: Proven ability to drive revenue and meet or exceed sales targets in group market segments.
30. Revenue Management: Expertise in developing and implementing pricing and inventory strategies to maximize profitability.
31. Customer Relationship Management: Strong skills in building and maintaining client relationships to drive repeat business, with the discipline to maintain those relationships from a market-based location.
32. Strategic Thinking: Ability to develop and execute comprehensive sales plans aligned with business objectives.
33. Negotiation & Communication: Exceptional negotiation and communication skills to close deals and collaborate effectively with internal and external stakeholders. Strong written communication is essential given the market-based nature of the role.
34. CRM Discipline: Proven ability to use a CRM (Delphi preferred) as a daily working tool, including consistent and timely activity logging, accurate pipeline maintenance, and disciplined follow-up tracking.
35. Analytical Skills: Proficiency in analyzing sales data, market trends, and performance metrics to make informed decisions.
36. Adaptability & Problem Solving: Ability to thrive in a fast-paced environment, adapting to changing market conditions while solving challenges creatively.
37. Technology: Proficiency in CRM systems and property management systems, revenue management software, sales analytics, video conferencing tools, and Microsoft Office Suite.

Qualifications

Supervisory Responsibility

None. A dedicated Sales Coordinator supports this position with BEO drafting, contract administration, and group resume distribution. The Sales Coordinator reports to the Vice President, not to the Senior Sales Manager. The working relationship between this position and the Sales Coordinator is collaborative; performance authority for the Coordinator sits with the Vice President.

Work Environment

This position operates in a hybrid environment: a home office in the assigned market (Atlanta or Chattanooga) for the majority of work hours, and at The Ridges Resort during required on-property presence days. On-property work occurs mostly indoors but may require outdoor activity with exposure to varying weather conditions, including sun, wind, and rain, due to the location of event venues. A dress code is required at all times when representing the resort, whether on-property, at client meetings, or at industry events.

Physical Demands

Working at a desk and being on your feet walking or standing for portions of the day is required. This position requires frequent and regular travel for client meetings, site inspections, and other sales activities, including required driving between the assigned market and The Ridges Resort. The lifting of supplies and equipment that may exceed 50 lbs could also be required. Bending down, kneeling, crouching, squatting, and pushing are other physical demands that may be required of you. Accepting this job indicates you understand these physical demands and are able to complete the essential functions of the job.

Position Type/Expected Hours of Work

This is a salaried, full time position. Due to the nature of hospitality operations, which include weekends, evenings, and holidays, the job can extend to 50-60 hours per week or more, especially during busy seasons, large events, peak weekends, or during required on-property presence days. The Senior Sales Manager is expected to manage their own schedule to deliver against performance standards, including in-market selling activity, required on-property presence, and client entertainment.

Travel

Travel is a core component of this position. The Senior Sales Manager will travel regularly between the assigned market and The Ridges Resort (minimum every two weeks), as well as for in-market client meetings, client entertainment, industry events, association meetings, CVB functions, and prospecting activity. Occasional travel is required for this position in order to meet all objectives and position requirements. Company-wide meetings occur several times a year. Available and required training may require travel. Other travel may be required to assist properties in distress or properties newly opening.

Preferred Education and Experience

The following education and experience are required for this position:

1. High School Education or Equivalent is Required.
2. Post-Secondary/Undergraduate Education is highly preferred.
3. Minimum of 2+ years of proven hospitality sales within a major brand or resort is required.
4. Experience selling into Corporate, Association, Government, or SMERF group market segments is strongly preferred.
5. Established relationships with meeting planners, CVB contacts, or association executives in the metropolitan Atlanta market are a significant plus.
6. Prior experience working in a market-based or remote sales role requiring high self-direction is preferred.
7. Delphi or comparable sales-and-catering CRM experience is preferred.

Other Duties Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed. Nothing in this job description restricts management’s right to assign or reassign duties, work hours and/or responsibilities for this job at any time.