Hospitality Sales and Operations Manager

Bonterra Organic Estates | Viña Concha y Toro USA • Hopland, CA

7d • $105,000 - $120,000 • Hybrid

About The Position

Viña Concha y Toro USA (VCT-USA), a premier U.S. wine marketer and importer, is seeking its inaugural Hospitality Sales and Operations Manager for Bonterra Organic Estates, its Hopland, California-based winery. The role will lead commercial hospitality offerings at McNab Ranch and other Bonterra-hosted locations, driving revenue through event development, promotion, sales, and execution. The position has primary accountability for event ticket sales, venue bookings, private events, weddings, corporate retreats, and consumer experiences, and manages the event sales pipeline from lead generation through event completion.

This role combines hospitality operations, event management, project management, guest experience leadership, and strategic relationship management. It supports revenue generation and event bookings, with a primary focus on operational excellence and exceptional event execution. The manager works with cross-functional teams to ensure events deliver strong guest experiences while meeting revenue and profitability objectives.

The position is hybrid. The ideal candidate is based in the San Francisco North Bay region—Mendocino, Sonoma, Marin, or Napa counties—and can attend meetings and events at McNab Homeplace in southern Ukiah and the corporate office in Hopland, California, as needed. The role requires significant in-market travel, approximately 10%–15% overnight travel, and evening and weekend work as event schedules require.

The role requires a valid driver’s license and insurability, California Responsible Beverage Server training, and CPR/AED and First Aid certification upon hire. Employment is contingent on successful criminal background, DMV, and drug-screen checks, and verification of U.S. citizenship or legal authorization to work is required at the time of an offer.

Requirements

• Bachelor’s degree in hospitality management, business administration, marketing, communications, event management, tourism, or a related field, and at least five years of experience in hospitality or venue sales, event management, destination marketing, or related fields; an equivalent combination of education and experience is acceptable.
• Demonstrated success achieving revenue and sales goals.
• Experience selling weddings, corporate events, hospitality experiences, or event venues.
• Experience planning and executing events of varied sizes, up to 100 guests.
• Strong networking and relationship-building skills.
• Excellent presentation, negotiation, and communication abilities.
• Ability to work evenings and weekends as required by event schedules.
• Proficiency in Microsoft 365 applications, including Word, PowerPoint, and Excel.
• Valid driver’s license, ability to be insured, and willingness to spend significant time traveling in-market.
• Ability to undertake approximately 10%–15% overnight travel and work evenings and weekends as required.
• Complete California Responsible Beverage Server (RBS) training certification upon hire.
• Complete CPR/AED and First Aid certification upon hire.

Nice To Haves

• Experience in wine, hospitality, luxury, tourism, or lifestyle brands.
• Existing relationships with Northern California event planners and corporate meeting planners.
• Experience using CRM and event management systems.
• Familiarity with Bay Area hospitality and event markets.
• Wine education or certification; WSET or CSW preferred.
• Hospitality or event sales training.
• Certified Meeting Professional (CMP), Certified Special Events Professional (CSEP), or Certified Professional in Catering and Events (CPCE) credential.

Responsibilities

• Drive sales for weddings, corporate retreats, executive meetings, private dinners, celebrations, and special events; build a prospective-client pipeline, lead venue tours and consultations, prepare proposals and pricing, negotiate contracts, secure bookings, and achieve annual revenue and booking targets.
• Drive attendance and revenue for Bonterra-branded consumer events; support the annual ticketed event calendar, execute promotional plans, manage registration and ticketing platforms, and identify attendance-building partnerships.
• Manage the hospitality sales funnel from inquiry through booking; track leads, conversion rates, bookings, and revenue; maintain CRM and prospect databases; and develop follow-up processes to improve conversion and repeat business.
• Develop relationships with wedding planners, event producers, destination management companies, corporate meeting planners, and regional hospitality and tourism organizations; conduct outreach, host tours and showcases, and position McNab Ranch as a preferred Northern California venue.
• Represent Bonterra and McNab Ranch at industry events, conferences, wedding expos, hospitality showcases, and networking events; build regional awareness and develop referral and partnership programs.
• Identify and develop corporate business opportunities for off-site meetings, executive retreats, team-building events, and client entertainment, building relationships with corporate decision-makers.
• Own booked events across weddings, consumer, trade, and internal event pillars from intake or contract through execution; coordinate with external planning leads when applicable and serve as primary coordinator for Bonterra-led consumer events.
• Coordinate event vendors and logistics, including setup and teardown as needed, vendor management, transportation, signage, guest flow, permits, rentals, on-site operations, vendor onboarding, billing, and certificates of insurance.
• Coordinate trade visits and employee events with the commercial team and internal stakeholders; communicate timelines and requirements to hospitality and facilities teams and vendors.
• Champion premium guest experiences, maintain service quality and professionalism, address client concerns, gather feedback, and identify improvements.
• Collaborate with marketing on event promotion, lead generation, social media content, event storytelling, marketing materials, sales collateral, and repeat-visit and booking campaigns using customer and event databases.
• Support annual hospitality revenue planning; monitor booking pace and event profitability; track performance metrics and sales KPIs; provide pipeline and business-development updates; and recommend improvements to revenue and venue utilization.

Benefits

• Medical, dental, vision, life, and disability coverage beginning on the first day.
• 401(k) with company match.
• Paid vacation, sick leave, and company holidays.
• Health Care and Dependent Care Flexible Spending Account benefits for eligible employees.
• One day or shift off per year for Volunteer Time Off.
• Employee-focused health, wellness, training, and safety programs.
• Scholarship opportunities for dependents.
• Transportation-related benefits.
• Quarterly incentive program tied to successful sale and completion of qualifying hospitality and event business.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager