Assistant General Manager/General Manager
Location: Big Sky, MT
Exemption status: Exempt, salary plus PFP (Commission structure)
Reports to: Chief Operating Officer
The Assistant General Manager must live and breathe in the Big Sky area or commutable vicinity.
The Assistant General Manager/General Manager supervises all sales managers, operation managers,
and directors in their respective destination. Includes overseeing day to day operations,
assisting with the development of sales plans, assisting with the development of
proposals, creating work schedules, maintaining and developing good client
relationships, and leading the development and implementation of effective strategy to
grow and maintain RMC’s DMC market share in each of its regions.
Sales and Operations Strategy
• Develops and implements corporate strategy in conjunction with overall
corporate strategic goals
• Directs implementation of sales and operational strategies for each region.
Monitors and benchmarks progress against strategic objectives, reports back
results to RMC Executive Team.
• Assists employees within designated office to achieve goals under the RMC Pay
for Performance Incentive Plan.
• In coordination with sales and operational staff and RMC Executive Team,
analyzes and evaluates trends and outcomes in RMC sales and operations
efforts and results.
• Utilizes Salesforce and other automated tools to evaluate results, report
outcomes and recommend and implement actions to optimize results. This
includes ensuring that “good data” is populated in Salesforce and proper
Salesforce Training is given to all employees.
• Uses analytical results as a basis for informing recommendations regarding sales
and operations tactics and strategies.
• Regularly assess group potential for known clients as well as regularly defining
new key targeted group accounts for solicitation, based upon analysis of market
conditions and information gathered from client contacts and other sources.
• Directs and manages the implementation of sales and operations tactics and
strategies designed to improve overall results, based upon identified trends and
• Evaluates overall sales and operations workloads and requirements. Ensures
program assignments are appropriate as office assigns them.
• Assign business to appropriate operations staff as required by workload and
other criteria in the interests of RMC’s overall sales results.
• Work closely with existing clients and hotel partners to develop, propose, sell and
• Assist office to develop creative proposals, contracts and site inspection
collateral and tailor them to meet the needs of specific program requests and
• Lead or participate in site inspections as directed or required.
• Develop and maintain a comprehensive understanding of all products RMC
offers including pricing, descriptions, theme events and train staff as appropriate
in regards to project specific needs.
• Establish and encourage positive and lasting relationships with clients (corporate
direct, association and incentive), partner hotels, and suppliers (vendors, activity
providers, restaurants, etc.) in destination.
• Market RMC in a professional manner by participating in local opportunities
including tradeshows and corporate direct prospecting.
• Maximize total revenues by creating concepts and ideas that encourage upselling, creative planning, and service offerings.
• Proactively seek hotel feedback in order to understand and adapt to hotel
requirements and to improve client experiences and overall RMC operations
• In coordination with appropriate sales and operations managers and directors,
maintain ongoing dialog with key personnel at all hotels in region.
• Follow up on hotel leads and delegate as appropriate based upon workload,
priorities and other criteria in the interest of overall RMC sales results.
• In coordination with appropriate sales managers and directors, network with hotel
and other client partners during business hours and after hours to maintain
relationships through face to face communication, while representing RMC in an
exemplar and professional manner.
• Foster relationships with community organizations, while representing RMC in an
exemplar and professional manner.
• Maintain client relations after program ends to thank for business, learn about
future planned destinations and follow up on concerns brought up on the post trip
questionnaire, including adding notes to Salesforce to better track activity.
Internal and Administrative:
• Understanding of budgets for sales and operations activities, FAMS and Site
events as required.
• Conduct weekly/bi-weekly “one-on-one” sales and operations meetings with each
• Review and approve sales and program proposals, RFP responses, SOSs and
invoices generated by Sales and Operations managers and directors. Ensuring:
1. Pricing accuracy and completeness
2. That all program elements are complete, including but not limited to the
blocking of activities and events, securing of venues and appropriate
3. Work with managers and directors to ensure that all client changes are
promptly updated as appropriate on program invoices.
4. Review and approve client program contracts for RMC services.
5. Ensure appropriate staff collect signed contract and initial program deposit
prior to transitioning the program to Operations
6. Ensure appropriate operations staff update program proposals and schedules
of service (SOS) in a timely and accurate manner to ensure complete and
timely deposit billing to the client, based upon mutually agreed contract terms.
7. Contract changes/negotiations with clients
• Coordinate with office on status of all programs with respect to turn-over timing
and execution, in coordination with appropriate sales and operations managers
and directors. Ensure appropriate sales staff complete the following tasks related
to each program turn – over from Sales to Operations:
1. Meet and review all details with assigned staff
2. Assist with client contact and familiarization as appropriate and necessary
3. Remain available to assist with transition issues and program expectations
throughout program planning and execution.
4. Assist in conduct site tours with manager assigned to the account
5. Participate in client pre-conference meetings
6. Review all Work Schedules
7. Oversight of all program operations including being onsite when
8. Send post-program survey and follow-up email to client direct
9. Oversee Final SOS & PPF
• Oversee and approve the timely and comprehensive seasonal update of the
1. Master Proposals and corresponding docs – CD to manage – GM to
review with office and approve
2. Vendor Insurance – Admin task, Ops Manager per GM’s to oversee
3. Any other sales documents as required.
4. Server Management – assign and oversee management per office to
5. Salesforce – oversee and audit all staff data entry and management
a. Forecast Amounts
b. SA’s Created and Received
c. Internal Turnover section and uploaded turnover SOS copy
e. Controllable goal requirements
• Coordinate with Director of Training to ensure all staff in region are trained in
accordance to RMC standards.
• Annual/Bi Annual Short Term Employee Training with Director of Training.
• Conduct the following calls:
1. Weekly GM Calls
2. Office Calls
3. One-on-Ones (see outlines)
a. 1-6 months weekly
b. 6-12 months weekly or bi-weekly based on ability
c. 12 months and beyond bi-weekly unless continued need is there
• Work with Human Resources & Chief Operating Officer to recruit and hire sales
and operations staff as needed. Develop staffing models for each office based
upon fluctuation of business.
• Assist in implementation of any new or updated technology
• Review financial forecast
a. Monthly updated from CFO to GM’s
b. Quarterly meeting/review with CFO & COO
• Oversee high level of expense management
• Get projected referral fees from Finance Dept. and send to hotels prior to start of
• As assigned
This job description in no way states or implies that these are the only duties to be
performed by the employee in this position. This position will be required to follow any
other job-related instructions and to perform any other job-related duties requested by
any person authorized to give instructions or assignments.
REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES
• Destination Management experience; including event and program sales and/or
• Operations Management background preferred
• Previous background in planning and scheduling preferred
• Previous supervisory experience required; including, consistent applications of
appropriate leadership and guidance to subordinate sales staff, considering their
individual skills and abilities, office and corporate sales goals, and corporate
• Well versed with both client and vendor negotiations and development and
fostering of new and existing relationships.
• Experience with general HR practical experience preferred.
• Sharp analytical, organizational, and problem-solving skills required.
• Must be detail orientated
• Ability and desire to be able to communicate related concepts/issues to
individuals at all levels within the reporting structure.
• Effective oral and written communication skills; excellent interpersonal skills, and
problem-solving skills. This includes the ability to develop written client
proposals, contracts, and other written documents with minimal oversight and
• Email proficiency skills are required – this includes the ability to compose and
communicate effective, and professional messages to superiors, counterparts,
subordinates, clients, partners, and anyone else communications are exchanged
while representing RMC.
• Proficient computer skills, including smart phone applications – including both
hardware management and software familiarity, including Word, Excel and
PowerPoint for presentations, along with various web and cloud-based file
management, storage, and program development systems. Must be proficient
with keyboarding skills to 40-60 words per minute.
• Ability to think innovatively and offer suggestions to RMC’s Executive Team,
which would be introduced to streamline processes in place
• Excellent technical skills and high-level energy, motivation, positive attitude, and
the ability to be creative in process development and implementation
• Must have valid driver’s license
EDUCATION AND EXPERIENCE
• Bachelor’s degree from an accredited college or university in business
administration, hospitality management, or similar applicable field.
• Master’s degree preferred.
• A minimum of ten years’, or similar experience in event or hospitability sales, with
at least five years in a Destination Management environment, and at least five
years’ supervisory background preferred.
An equivalent combination of education and experience may be determined acceptable
RMC Executive Team to meet the education and experience requirements of this
position, depending on specific skill sets held.
• Positions requires physical activities but are not limited to climbing, balancing,
stooping, kneeling, crouching, crawling, reaching, standing, walking, pushing,
pulling, finger use, grasping, and hearing, and seeing.
• Must be able to exert up to twenty-five (25) pounds, in the amount of force
needed to lift, carry, push, pull, or otherwise move objects up to 25 pounds, up to
50 pounds aided.
• The employee is required, on a regular basis, to carry objects in his or her arms
or on the shoulder(s), up to 25 pounds unaided or 50 pounds aided.
• Ability to stoop, bend, and climb stairs and ladders as required to perform
assigned job function.
• Ability to view a computer screen for long periods of time.
• The job requires expressing ideas by the spoken word to communicate,
understand and clarify needs expectations and requirements, this is a clear
requirement of the effective communication component of the job function.
• Listening: The job requires the perception of speech and the nature of sounds in
the air in order to communicate understand and clarify needs, expectations, and
requirements, this is a clear requirement of the effective communication
component of the job function.
• Manual dexterity for operating computer and other office equipment.
Health, Dental and Vision, Disability Benefit options available