Event Sales Manager

21c Museum Hotels•Louisville, KY

About The Position

The Event Sales Manager generates catering revenue for the property by maximizing revenue potential and upselling additional events and amenities. The role builds and develops a client base through outside sales, prospecting, networking, referrals, trade shows, business events, and site tours, serving local and national markets. The manager identifies upcoming sales gaps, recommends targeted plans to fill them, and works with the Director of Sales and sales team to support profitable bookings and execution. The position manages the full sales process, from client inquiries through payment and post-event follow-up. It involves preparing sales reports, meeting revenue and booking goals, creating contracts in Daylight, maintaining account and inquiry records, and using industry-standard systems to track and manage event data. The manager also supports daytime event management and operational tasks as needed, maintains relationships with clients and internal departments, and handles financial tracking, reconciliation, and reporting related to events. The role requires strong communication, sales, negotiation, analytical, organizational, and teamwork skills, along with knowledge of hotel, catering, and event spaces. Some local travel to client sites and networking events is required, with infrequent long-distance travel. A background check is required. High school or equivalent education is required; a bachelor's degree is preferred. Applicants must have six years of event sales and management experience, including at least four years in hotel event sales or a related discipline.

Requirements

Excellent verbal and written communication skills.
Ability to perform most work independently with minimal direct supervision.
Extensive knowledge of selling strategies and ability to meet goals.
Complete knowledge of hotel, catering, and event space.
Ability to use property-adopted systems for booking, tracking, forecasting, and executing selling strategies.
Understanding of the group sales process and ability to negotiate accounts.
Ability to develop and deliver training.
Analytical approach to problem-solving and ability to analyze financial statements and market data.
Team-oriented approach, self-confidence, energy, and enthusiasm.
Ability to present ideas and information concisely and in an organized way.
Effective listening skills and ability to manage group or interpersonal conflict effectively.
Strong time management and task-prioritization skills.
Excellent negotiation skills to create win-win solutions.
Computer skills, including accounting programs, Microsoft Word, Excel, and Outlook.
Must pass a background check.
High school diploma or equivalent required.
Six years of event sales and management experience, including at least four years of hotel event sales or related-discipline experience.
Some local travel to client sites and networking events; infrequent long-range travel.

Nice To Haves

Bachelor's degree preferred.

Responsibilities

Build a client base through outside sales calls, prospecting, direct mail, networking, and referrals across local and national markets.
Conduct site tours and represent the hotel at trade shows and business events.
Identify sales gap periods 30, 60, and 90 days ahead and beyond; recommend targeted plans to fill them and coordinate their execution.
Achieve budgeted revenue and booking goals.
Prepare monthly reports requested by management, including pace reports, sales inquiries, site visits, and sales action plans.
Manage the entire sales process from client inquiry through payment and follow-up thank-you notes.
Maximize profit and optimize event space in accordance with established pricing models.
Create contracts in Daylight, collaborating with the sales team where appropriate.
Coordinate with the Director of Sales and sales team to ensure profitable bookings.
Contact clients after events to seek rebooking opportunities and feedback.
Maintain thorough knowledge of products and services and respond to client questions promptly and confidently.
Use industry-standard software to create and maintain accounts and inquiry records, document activities, create and print reports, and create contracts.
Assist with daytime event management and other event operational tasks when necessary.
Maintain positive working relationships with guests, groups, and personnel from other departments.
Track accounts receivable, reconcile banquet event orders with client bills, and help ensure accurate financial reporting.
Enter event data into industry-standard data management systems and maintain and monitor event management data.