Convention sales can substantially increase business in casino hotels during slow periods at the facilities. In order to keep rooms filled, casino hotels often market their facilities to conventions, conferences, and other groups. Many hotels have constructed their own private convention facilities. Some areas hosting gaming also have centrally located major convention centers. As a result, casino hotels have become important convention destinations. The Convention or Group Sales Manager is responsible for seeking out groups looking for locations to hold their meetings. The hotel often sells rooms at a reduced price to these groups because they are buying blocks of rooms. In addition to selling rooms, the Sales Manager offers groups food and beverage service for meetings and banquets, meeting rooms, ballrooms, and convention facilities.
He or she must also look for new business by contacting representatives of government, business, or social groups to solicit convention or conference business for the casino hotel. The individual is responsible for analyzing the requirements of the group. He or she will then develop a proposal outlining the services and quoting prices the casino hotel can offer. The Sales Manager is responsible for developing marketing packages, telemarketing, and direct mail promotions to attract new group business. The individual may work with others in advertising, marketing, and public relations on these projects. The individual works closely with other departments to make sure groups that are booked receive proper service. Once a group is booked, the Sales Manager alerts the convention services manager about the contract to assure that groups’ needs are taken care of and that they are satisfied with their visit. The Group or Convention Sales Manager may be required to go on the road on occasion to make contact with groups, to meet important clients, and to attend trade shows and sales meetings. The Sales Manager makes calls to prospective clients or has sales packages sent to potential clients. The individual works with hotel sales representatives in closing deals. Other duties of a Casino Hotel Convention or Group Sales Manager may include:
People in some casinos may earn bonuses or commissions on business brought into the hotel or business over and above that which has been forecast. Factors affecting earnings include the geographic location, size, and prestige of the specific casino or casino hotel, as well as the experience, responsibilities, and professional reputation of the individual.
Employment prospects for talented Group Sales Managers are good. Casino hotels, like others in the hospitality industry, are always on the lookout for people who can produce.
Countless casino hotels and new mega resorts are being built. Other good opportunities can be found in Reno, Laughlin, Lake Tahoe, Atlantic City, Biloxi, Baton Rouge, New Orleans, and Detroit. Other regions hosting Indian gaming and land-based or riverboat gaming facilities offer additional job possibilities. Group/Convention Sales Managers may advance their careers by locating similar positions in larger, more prestigious casino hotels. Some individuals may be promoted to the position of director of sales if the facility has such a job. Depending on the career aspirations and training of the individual, he or she may also move into the marketing department. A bachelor’s degree is usually required or preferred by most casino hotels for Group or Convention Sales Managers. In some settings, work experience may be accepted in lieu of formal education. Good choices for majors include marketing, sales, public relations, communications, or hotel management and administration.
Group/Convention Sales Managers need experience in hotel sales, group or convention sales, or tours and travel. Some people also have held similar positions with hotels not involved in the gaming industry prior to being employed at a casino hotel. Sales Managers should be personable, pleasantly aggressive people with sales ability. Communication skills are necessary. Individuals should be organized and detail-oriented. The ability to negotiate is mandatory. Those interested in learning more about careers as Group/Convention Sales Managers may obtain additional information from the American Hotel and Lodging Association (AH&LA).
1. Casinos often promote from within. If you have sales ability, start as a sales representative and work your way up the career ladder.
2. Send, fax, or visit the human resources departments of casino hotels to inquire about job openings. You might also consider sending or faxing a résumé and a short cover letter.
3. Jobs may be advertised in the classified sections of newspapers in areas hosting gaming. Look under classifications such as “Casino/Gaming Opportunities,” “Convention Sales Manager,” “Group Sales Manager,” “Hotel Sales,” or “Casinos/ Casino Hotels.”
4. Openings are often advertised on the Internet. They may be located via the home pages of casino hotels. They may also be found by doing a search of “Casino,” “Casino Hotel,” or “Gaming Job Opportunities.”
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1. The Casino Manager holds an important position in the casino
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