Group Tour Sales Manager

Overview

Group Tour Sales Manager position within the Naval Academy Business Services Division (NABSD), a self-supporting and administered non-appropriated fund instrumentality (NAFI), at the United States Naval Academy. The Group Tour Sales Manager plays a pivotal role supporting the attendance goals of the Armel-Leftwich Visitor Center (ALVC) and the U.S. Naval Academy (USNA). The primary focus is to generate leads resulting in increased group tour bookings for adult and student groups;

and to ensure that the group tour marketing materials best represent the Naval Academy Tourism group experience:
Tour, Dine, Shop.

Salary: $28.00 to $32.00 hourly. Benefits include Medical, Dental, Life, and Long-Term Disability Insurance;
Health Savings Account (HSA);
Flexible Spending Account (FSA);
Automatic Retirement Enrollment, 401(k), Roth 401(k), and 401(k) Loan options; and Paid Vacation and Sick Leave Accrual.

Applications must be submitted by Noon on 27 July, 2026 to be considered for this position.

• In order to meet the basic requirement of the Group Tour Sales Manager position, NF-1101-04, you must meet one of the following:
• Three (3) years of specialized experience in a sales, hospitality, tourism, or marketing field. Specialized experience may include, but is not limited to: travel or event sales, travel or event planning and coordination, participation in major tourism trade shows and organizations, etc.; OR
• Three (3) full years of graduate level education.

The Group Tour Sales Manager position is located within the Naval Academy Business Services Division (NABSD), a self-supporting and administered non-appropriated fund instrumentality (NAFI), at the United States Naval Academy. The Group Tour Sales Manager plays a pivotal role supporting the attendance goals of the Armel-Leftwich Visitor Center (ALVC) and the U.S. Naval Academy (USNA). As the face of the USNA group tour experience, the primary focus of this position is to generate leads resulting in increased group tour bookings for adult and student groups;

and to ensure that the group tour marketing materials best represent the Naval Academy Tourism group experience:
Tour, Dine, Shop.

• Build relationships with group tour operators, make sales calls, and arrange for familiarization tours of USNA.
• Increase group sales and reach or exceed USNA attendance targets.
• Evaluate and analyze visitation from group tour operators. Identify opportunities to increase business from previous and existing clients. Contact tour operators to bring in new and increased business.
• Identify group tour operators who have not visited USNA and develop a relationship with those operators to encourage visitation.
• Establish and maintain a customer relationship management database to track touchpoints with group sale leads and customers.
• Coordinate with the Scheduling Coordinator to schedule and confirm group bookings.
• Advocate for group tour operators internally. Solicit group feedback and present suggestions and plans on how to improve the group tour experience.
• Book familiarization tours of USNA. Greet tour operators upon arrival and make sure the participants are provided guided tours of the Yard focused on the group tour experience.
• Generating group ticket sales revenue through a high volume of proactive, outbound sales outreach, including phone calls, emails, texts, etc
• Prospecting for new leads and new sales opportunities
• Maximizing group ticket sales opportunities from existing and inbound leads
• Conducting in-person and virtual sales appointments
• Assist with creation of collateral material. Write copy for group tour profile sheets, website pages, and other group tour promotional materials. Ensure that all marketing materials are persuasive, easy to understand, and within brand guidelines
• Provide group tour marketing materials to the local Destination Marketing Organizations (DMO). Serve as the group tour liaison for DMOs.
• Cultivate relationships with travel and tourism partners, with a focus on tour operators and related associations.
• Attend group tour conferences, such as conferences for the Student and Youth Travel Association and the American Bus Association. There are regional shows that should be represented as well.
• Projection formulation for annual revenue and budget annually.
• Work with Tour Guide Manager, visitors and partners to develop new product.
• Reporting & Data Analysis – Collects, organizes, and analyzes productivity and performance data to support office operations and management decision-making. Maintains and updates Point of Sale (POS) and inventory information; prepares and distributes accurate daily sales reports. Tracks discrepancies and resolutions submitted by staff members. Compiles and consolidates data for management reports, ensuring clarity and consistency in reporting.
• Supports inventory accuracy through regular product reconciliation tasks. Prepares quarterly reports on commission events, including documentation and…