Event Sales Manager | Hospitality

- Lead the event sales strategy with a clear focus on new business development, pipeline growth and revenue performance.
- Build and maintain a strong outbound prospecting program targeting corporate clients, event planners, agencies, hospitality partners and other qualified prospects.
- Develop relationships with new accounts while nurturing past guests, referrals and repeat business opportunities.
- Maintain a consistent prospecting cadence across target accounts, warm leads, dormant opportunities and referral networks.
- Identify opportunities to increase event value through packages, premium experiences, food and beverage enhancements and additional services.
- Lead pricing discussions, negotiations and contract review for key opportunities.
- Build long-term relationships that generate repeat bookings and referrals.
- Represent the venue professionally in networking, partnership and business development opportunities.
- Own the guest sales journey from initial inquiry through proposal, contract, deposit and operational handoff.
- Ensure incoming inquiries are captured, qualified and followed up with promptly.
- Establish clear standards for response times, proposals, follow-up and lead progression.
- Maintain organized sales stages and ensure every qualified opportunity has a clear next action.
- Regularly review the active pipeline to identify opportunities, risks and potential lost business.
- Develop templates and sales processes that create a polished and consistent guest experience.
- Ensure proposals and sales communication clearly communicate the value and possibilities of the venue.
- Maintain disciplined CRM practices and accurate sales records throughout the sales cycle. Revenue, Forecasting & Profitability
- Own event sales reporting and provide clear visibility into confirmed business, tentative pipeline, conversion and forecasted revenue.
- Track key performance measures including inquiries, bookings, conversion, lead sources, lost business and repeat clients.
- Monitor event profitability and identify opportunities to strengthen pricing and margins.
- Analyze sales patterns and recommend improvements to packages, pricing and sales processes.
- Maintain accurate forecasts and identify potential revenue risks early.
- Partner with Operations and Finance where required to ensure event revenue and associated costs are accurately captured.
- Use data and guest feedback to identify opportunities for future business growth. Events Team Leadership
- Lead and develop the Events team with clear expectations around sales activity, guest communication, organization and follow-through.
- Establish weekly priorities, responsibilities and accountability across the department.
- Coach team members on sales confidence, urgency, hospitality and conversion.
- Ensure proposals, event details, sales materials and internal documentation remain current and accurate.
- Maintain strong standards around site tours, guest follow-up and internal event handoffs.
- Participate in high-value site tours, client meetings and significant events when leadership presence adds value.
- Foster a collaborative environment where sales and operational teams work together effectively. Guest Experience & Event Handoff
- Create a polished and responsive guest experience throughout the sales and negotiation process.
- Ensure confirmed events are transitioned smoothly to the appropriate event and operations teams.
- Communicate event details, financial terms, guest expectations and timelines clearly.
- Maintain visibility into significant events to ensure commitments made during the sales process can be delivered successfully.
- Work collaboratively with Operations and hospitality partners to resolve issues and strengthen future execution.
- Review guest feedback and event outcomes to identify opportunities for repeat business.
- Protect the relationship beyond the event by maintaining thoughtful post-event follow-up.
- Partner with Marketing to ensure event sales materials are current, compelling and commercially effective.
- Provide input into event website content, presentations, photography, listings and promotional campaigns.
- Ensure packages, pricing and venue capabilities are communicated accurately across sales channels.
- Identify gaps in sales collateral or messaging that may be limiting conversion.
- Share sales insights that help Marketing understand what guests are looking for and what drives purchase decisions.
- Support the development of campaigns that generate qualified event leads.
- Maintain a strong library of sales tools, photography and guest-facing materials. Partnerships & Referral Networks
- Develop relationships with event planners, agencies, hotels, hospitality partners, corporate contacts and other referral sources.
- Build a network of partners capable of generating qualified event opportunities.
- Maintain productive relationships with external vendors and event service providers.
- Support the