Event Sales Manager

Job Title: Event Sales Manager

Department: Catering & Events

Location: Riverbanks Zoo & Botanical Garden, Onsite

Reports to: General Manager, Assistant General Manager, (Sr.) Director of Event Sales, or Sr. Manager of Event Sales

Revenue Responsibility: $200,000+              

JOB SUMMARY

The Event Sales Manager is responsible for driving sales and revenue growth by promoting and selling the venue, catering services, and other add-on experiences. This role requires advanced knowledge of sales strategies, building strong client relationships, and ensuring the successful execution of events.  This position requires a dynamic individual with communication, negotiation, and organizational skills, dedicated to delivering exceptional client experiences.

QUALIFICATIONS

Job Requirements 

• Strong interpersonal and communication skills across all levels of an organization. 
• Advanced leadership skills with an understanding of the importance of team building/development, while fostering partnerships.  
• Exceptional problem solving/decision making skills combined with the ability to be organized. 
• Demonstrates financial management, analytical, and planning skills.  
• Demonstrates the ability to remain flexible in a fast-paced environment. 
• Computer knowledge and skill level for basic office functions.  
• Physical ability to stand for extended periods and to move and handle boxes (35lbs) as necessary to operation, which entails lifting, and perform all functions as set forth above. 
• Ability to work varied hours/days, including nights, weekends and holidays, as needed.

Previous Experience 

• Minimum 4 years catering and/or event sales, operations and/or event planning management in off-site catering, hotel or cultural attraction catering venue preferred. 
  • A minimum of 4 years of experience is required for this position; however, candidates with 6 or more years of experience will be given stronger consideration.
• Working knowledge of Tripleseat is a plus. 
• All education backgrounds eligible, must be 18 or older. 

KEY RESPONSIBILITIES

Sales and Client Acquisition

• Develop and implement strategies to sell the venue and catering services to new and returning clients.
  • Analyze market to determine new and untapped revenue stream opportunities.
  • Prospect and secure new business through cold calling, networking, and client outreach.
• Conduct site tours and menu tastings to showcase event capabilities.
• Solicit, negotiate, and secure signed agreements for events through a defined sales process.
• Plan and upsell functions with clients, including space requirements, times, equipment, menus, themes, and decorations.
• Respond to client requests promptly and ensure client satisfaction.

Client Relationship Management

• Serve as primary point of contact for clients throughout the sales and planning process. 
• Proactively and transparently communicate with clients throughout the sales and detailing process. 
• Prepare and manage venue and catering contracts, Banquet Event Orders (BEOs), diagrams, and other necessary documents.
• Develop and maintain strong relationship with venue departments and understanding of their policies and procedures
• Maintain strong, positive relationships with clients to encourage repeat business.
• Conduct post-event follow-ups to engage clients and foster continued development.
• Work closely with clients to understand their needs and provide tailored solutions.

Vendor and Resource Management

• Maintain communication with vendors, including pricing knowledge and negotiation.
• Uphold an active list of resources for client and internal operational use.
• Ensure all vendors comply with venue guidelines and event requirements.

Event Coordination

• Develop detailed event plans, including timelines and floorplans.
• Walk event spaces before events to ensure everything is in working order and address any issues promptly.
• Manage last-minute changes and adjustments with a solution-focused approach.
• Communicate and collaborate effectively with the Catering Operations, Culinary Team, and other departments involved in events, developing and implementing new strategies and procedures where necessary to ensure events are executed flawlessly. 

Operational Excellence

• Ensure all client contracts, BEOs (Banquet Event Orders), and event details are accurately documented.
• Ensure compliance with local, state, and federal laws.
• Maintain a clean, safe, and organized work environment.
• Maintain accurate records of event details and outcomes.
• Uphold and demonstrate a complete understanding of company policies and procedures.

Attendance at event start to ensure seamless execution of client’s vision and smooth transfer of authority to the operations team when appropriate. 

Financial Management

• Collect and process payments, including deposits, in accordance with company policies and contractual payment schedules.
• Develop, meet, and exceed monthly and annual sales budgets and plans.
• Analyze sales and inventory to maximize opportunities.
• Review all invoices, bills, and accounting-related documents for accuracy and communicate necessary changes to Accounts Receivable.
• Thorough understanding of menu and event offering cost structure to meet profitability guidelines

Reporting and Analysis

• Report weekly and monthly sales through Tripleseat to appropriate stakeholders.  
• Analyze sales trends and client feedback to identify opportunities for improvement.
• Use data to adjust sales strategies and increase conversion rate.

Social Responsibility

• Promote an inclusive and supportive approach within the unit.

• Leads by example through Sustainability/Conservation efforts; displays knowledge of efforts in business application. 
• Engages with SSA/Unit in driving community effort through engagement activities and focus on opportunities of giving back.

Team Management – Where Applicable

• Hire, recruit, and integrate new team members.
• Supervise assigned personnel, evaluate performance, and provide coaching and development.
• Develop and implement training programs to motivate and mentor employees.
• Focuses on removing barriers and empowering growth and opportunity for team members at all levels.
• Conduct regular team meetings to align goals and strategies.
• Set individual sales targets and track progress.
• Ensure compliance with company policies and procedures.

Goals & Sales Contributions

• In locations where there is only one seller, the individual will be bonused based on unit sales only.
• In locations where there are multiple sellers, this individual will be bonused based on unit sales and a pre-determined individual sales goal. 
  • In such cases, the employee may be required to occupy a player-coach role.

Other Responsibilities

• Perform other tasks as deemed necessary.

This is by no means an exhaustive list of all responsibilities, skills, duties, requirements, efforts or working conditions associated with this job description. SSA Group reserves the right to revise the job description or to require that other or different tasks are performed when circumstances change (i.e. emergencies, changes in personnel, workload, rush jobs or technological developments)

Don't meet every requirement? At SSA we are dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

Compensation and Benefits

• Full-Time, Exempt. 
• $75 monthly cell phone stipend. 
• Bonus eligible based on company guidelines. 
• Flex Time Off: no accruals; employees are encouraged to schedule time off as needed within business scope. 
• Medical, Dental, Vision, Life Insurance and other voluntary benefits for you and your family; employee premiums applicable. 
• Participation in a 401(k) program with a 15% company match (must be 21 years or older, eligible after one year of employment with 1,000 hours worked, available to enroll during Open Enrollment Periods). 
• Short-Term Disability and Long-Term Disability, employer sponsored; scaled-salary pay following submission and approval of leave. 
• Parental Leave: Birthing Parent Plan covers up to (6-8) weeks fully paid leave, based on the birthing event. 
• SSA Paid Benefit: Up to 120 hours of Paid Leave for qualifying reasons, including Parental Bonding and your family’s serious medical conditions. 
• Up to 5 days Paid Bereavement Leave. 
• On-Demand Pay Program: Get access to a portion of earned wages before payday. 
• Meal Plan & Employee Discounts where applicable. 
• Paid sick leave is provided in accordance with applicable state and local laws. Accrual rates, caps, and usage rules vary by location. 

Locations include: Arizona, California, Chicago, Pittsburgh, Connecticut, Illinois, Massachusetts, Michigan, Minnesota, Missouri, New Mexico, New York, Rhode Island, Washington, D.C.. Colorado: Employees accrue 1 hour of paid sick leave for every 30 hours worked, up to 48 hours per year, under the Healthy Families and Workplaces Act (HFWA). Maryland: Employees accrue at least 1 hour of paid sick and safe leave for every 30 hours worked, up to 40 hours per 0year, as required under the Maryland Healthy Working Families Act. Washington: Employees accrue 1 hour of paid sick leave for every 40 hours worked, in accordance with the Seattle Paid Sick and Safe Time.