Business Development Manager

the CIA•Napa, CA

10d•$85,000

About The Position

The Business Development Manager leads end-to-end business development, actively generating new Special Event and Food Enthusiast opportunities through targeted field prospecting and transforming inbound Food Enthusiast interest into measurable revenue. This role is focused on identifying, cultivating, and securing new local and regional business opportunities across corporate, social, culinary, and consumer-driven segments. The Business Development Manager serves as a primary ambassador for the organization, building strong external relationships, representing the brand in the marketplace, and driving sustained revenue growth. This position is accountable for the full outbound sales cycle—from prospecting and lead qualification through contract execution, follow-up, and final payment—while ensuring a seamless handoff of secured business to internal teams responsible for execution. The Business Development Manager maintains an individual sales portfolio and is measured on new business development, lead conversion, and overall revenue performance to ensure achievement of annual sales goals for California. This position also oversees the process for transferring all knowledge regarding events to the staff responsible for event execution prior to client hand-off.

Requirements

Bachelor’s Degree in Hospitality Management, Culinary or Tourism or equivalent work experience in lieu thereof.
Minimum five (5) years of experience in sales, business development, events or related customer-facing roles.
Minimum three (3) years in outbound or field-based sales or demonstrated equivalent level of success in generating new business.
Must have valid Drivers license.
Excellent written, verbal communication, and presentation skills with the ability to influence and build rapport with diverse audiences.
Must have demonstrated ability in organizational, time management, problem solving and interpersonal skills.
Strong prospecting, negotiation, and closing skills with a results-driven mindset.
Excellent event management skills.
Demonstrated ability to manage multiple priorities, leads, and accounts simultaneously.
Demonstrated ability to show a high level of service responsiveness to customers.
Strong knowledge of computers including abilities to work effectively with MS Office Suite products, i.e. Word and Excel.
Strong analytical, problem-solving and conceptual skills.
Must have a proven, consistent track record showing the ability to work with all levels within an organization.
Must display a high level of energy, initiative, self-motivation, and accountability.
Ability to work independently in the field or in a team environment and maintain collaborative relationships with all members of the team.
Broad business savvy, with a solid grasp of financial and operating goals.
Must have a track record of achieving measurable success for meeting objectives, managing costs and achieving change.
Analytical skills with the ability to interpret sales data, pipeline metrics, and forecasts.
Strong computer proficiency, including MS Office Suite and CRM platforms.
Professional presence and ability to serve as a trusted brand representative.

Nice To Haves

Experience in hospitality, food and beverage, events, or consumer experiential sales strongly preferred.
Familiarity with a variety of food, beverage and service styles and/or programs suitable for corporate, social and charitable events.
Working knowledge of Catering Software, such as Triple Seat.
Proven experience managing both outbound prospecting and inbound lead conversion.
Experience selling to corporate clients, or regional tourism and destination markets.

Responsibilities

Develops and executes an annual outbound sales strategy to achieve forecasted revenue and new business targets while delivering a high level of customer service.
Proactively identifies, prospects, and secures new Special Event and Food Enthusiast business opportunities through in-person sales calls, site visits, networking, community engagement, and regional travel.
Serves as the primary point of contact for all inbound food enthusiast leads, ensuring timely follow-up, qualification, nurturing, and conversion into confirmed business.
Works closely with Food Enthusiast Manager and the CIA Consulting team to ensure converted Food Enthusiast leads are successfully executed.
Builds and maintains strong relationships with corporate clients, culinary organizations, destination partners, community groups, and regional stakeholders.
Identifies emerging markets, new audience segments, and partnership opportunities to support long-term growth.
Participates in the development of new products, experiences, and sales initiatives targeted to external clients.
Ensures consistent communication of standard rates, packages, and promotional offerings to prospective clients.
Demonstrates accountability for achieving measurable results, including revenue growth, lead conversion, and customer acquisition.
Develops annual performance goals and works with sales team to create goals to enhance customer satisfaction and overall financial performance.
Collaborates with the sales team on the development of all Events Sales materials and regularly reviews materials to ensure the quality exemplifies the CIA’s standard of excellence.
Schedules and conducts site visits for prospective clients.
Efficiently and effectively qualifies event leads, including event date(s), space requirements, Food and Beverage and other service or support requirements.
Oversees the preparation of event proposals proactively and timely to best match client expectations, department capabilities, and established margins.
Coordinates space bookings for all events at Greystone and Copia.
Provides financial reporting, including periodic sales reports, forecasting and analysis.
Works with the Senior Director Food and Beverage-CA all financial planning matters that affect events.
Provides analysis of actual results, including recommendations for improvements and maximization of margins.
Maintains accurate and up-to-date records of all sales activity, pipeline status, and client interactions.
Participates in the development of new products and services.
Coordinates with internal public relations and marketing departments to promote events products and services by developing social media strategy, printed/electronic sales brochures, and maintenance of web presence.
Represents the organization in the field at industry events, local, regional, and national trade shows, networking functions, and community activities to expand brand awareness and sales reach while maintaining membership in key associations in the local area.
Prepares and executes plans for identifying new markets and clients for events.
Coordinates with the Executive Chef on menu planning functions and events.
Works closely with the Senior Director Food and Beverage Operations on costing of events and defining food and labor costs in order to maintain established margins.
Ensures the clear communication of standard and discount rates to all teams.
Works with the Senior Director Food and Beverage departmental financial requirements, including forecasting, budgeting, and expense management.
Works with event execution team to ensure that all events are properly staffed and supervised.
Coordinates with other key departments in marketing strategies, cross-marketing of services/products and cost reduction through combined purchases.
Coordinates with other key departments at Greystone, including safety, security, facilities, food and beverage operations, events and the demo theater to ensure a seamless guest experience at the campus.
Any and all other duties as assigned.