Jackson Hole Mountain Resort

JOB DESCRIPTION

Position job Title: Director of Sales

Reports To: VP of Guest Experience

Department: Guest Experience

Classification: Full Time Year Round

FLSA Status: Exempt

GENERAL PURPOSE

Strategize, develop and execute JHMR sales initiatives with the goal of increasing revenue and yield. The goal is to drive customer acquisition and growth for all market segments including: domestic and international guests and groups through sales efforts. Within each guest segment, strategize plans to drive higher-yield visitation and revenue growth. Lead the sales team as well as collaborate across JHMR departments to implement sales initiatives and develop new business opportunities.

ESSENTIAL FUNCTIONS

• Develop strategy and guidance on new business development and incremental revenue-driving sales programs for JHMR
• Lead JHMR’s sales initiatives to both grow revenue as well as increase yield across all guest segments.
• Develop metrics and analytics for business performance for relevant initiatives and segments. 
• Collaborate on pricing strategies and promotions that align with revenue growth goals, yield and seasonality.
• Strategize and develop products based on guest segments and trends in partnership with the JHMR products, revenue management and marketing teams. 
• Collaborate with teams of JHMR profit centers, JHRL and JHRR to develop seasonal promotions and packages.
• Implement CRM system for all sales inquiries, response, and conversion.
• Formulates regular sales plans and reports
• Coordinate with the marketing, communications, and events team 
• Lead group sales to prioritize banquets, wedding/social events, corporate groups, ski club functions and others for both summer and winter.
• Oversee group sales for JHMR as it pertains to group lift ticket sales, ski/snowboard rentals, Mountain Sports School (MSS) and other on-mountain activities and services.
• Lead and grow JHMR’s international sales initiatives/missions in key markets including but not limited to Australia, Canada, UK, Germany, China, New Zealand, Mexico, Brazil, and Argentina. 
• Oversee domestic reseller sales channels, including local lodging lift ticket programs, direct sales, and domestic wholesale accounts.
• Collaborate on sales via Ikon and Mountain Collective channels
• Host familiarization (FAM) trips from domestic and international travel agents/wholesalers
• Comprehensive budget oversight and financial acumen for sales budgets
• Analysis of revenue, yield and ROI of sales initiatives 
• Manage, guide, and mentor day to day of Sales Manager and Guest Experience Sales Specialist.
• Maintain, strengthen, and coordinate community relationships focusing on sales channels.

OTHER FUNCTIONS

• Organize sales missions, represent JHMR and travel to relevant conferences and trade shows to build and maintain relationships.
• Participate in local travel industry familiarization (FAM) tours.
• Work with communications director on PR components of international and domestic sales.
• Contract with wholesalers and work with ticketing and accounting to ensure contract accurately represents operational and billing components.
• Special projects and other duties as directed by VP of Guest Experience.

-- Employees are held accountable for all duties of this job—

COMPETENCIES

KNOWLEDGE, SKILLS, & ABILITY

• Globally and culturally aware
• Ability to work in cross-functional teams
• Track record developing long term business relationships
• Strong organizational skills and attention to detail
• Strong written and oral communication skills
• Strong promotional, marketing, and sales aptitude
• Supervisory skills, with a strong ability to delegate and oversee
• Working knowledge of Microsoft Office Suite
• Working knowledge of a resort operation
• Strong people skills
• Budget management skills
• Experience building teams and business development
• A minimum of 2 years’ experience with banquets and sales
• Valid driver’s license and passport

SUPERVISORY DUTIES

Number of Direct Reports: 2-3

WORK ENVIRONMENT

This job operates primarily in a clerical office setting. This role routinely uses computer and phone. Most work is completed in an indoor environment. Occasional outdoor environment touring groups around the resort. Outdoor environment may cause exposure to extreme temperatures and varying weather. Travel is required locally, domestically and internationally.

PHYSICAL DEMANDS

• Ability to sit for long periods of time at a desk and working on a computer.
• Occasional walking, moving about on foot to tour guests around the resort 
• Ability to perform other computer work.
• Able to give and receive detailed information through oral communication at normal speaking level both in person and over the phone.
• Competently preparing contracts and billing orders. 
• Ability to ski or snowboard on intermediate terrain preferred
• Ability to lift at least 30 lbs.
• Physical ability for traveling work environment

POSITION TYPE AND EXPECTED HOURS OF WORK

This job is year-round full time and typically works during day time business hours; however, work may be required on evenings and weekends. Schedules and hours may fluctuate depending on business need.

TRAVEL 

• Approximately 15% of time is spent travelling. Travel may be local, domestic, or international. Travel may occur by car, bus, or airplane and will require overnight stays. 

REQUIRED EDUCATION AND EXPERIENCE

• High School or GED required
• Bachelor’s degree or comparable record of sales leadership experience.
• Minimum three years of sales/hospitality experience.

PREFERRED EDUCATION AND EXPERIENCE

• Bachelor’s degree in in Business, Business Administration, or related field preferred.
• 3 years experience leading sales missions and initiatives preferred
• Ski resort sales and marketing experience preferred
• Spanish/Portuguese language skills a plus

Note: This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

AAP/EEO STATEMENT

Jackson Hole Mountain Resort is an AA/EEO Employer committed to a drug free workplace.