Hospitality Sales and Operations Manager

Bonterra Organic Estates • Hopland, CA

7d • Hybrid

About The Position

Bonterra Organic Estates, part of Viña Concha y Toro USA, is seeking an inaugural Hospitality Sales and Operations Manager to build and grow its commercial hospitality offerings. The role drives revenue through the development, promotion, sale, and execution of events at McNab Ranch and other Bonterra-hosted locations. Its commercial scope includes ticketed consumer events, venue bookings, private events, weddings, corporate retreats, and other guest experiences. The manager leads prospecting and client relationships, represents McNab Ranch at industry events, and manages the sales pipeline from lead generation through event completion. The role combines hospitality operations, event management, project management, guest experience leadership, and strategic relationship management, with a primary focus on operational excellence and event execution.

This is a hybrid role intended for someone based in the San Francisco North Bay region—Mendocino, Sonoma, Marin, or Napa counties—with availability to attend meetings and events at McNab Homeplace in southern Ukiah and the corporate office in Hopland, California. It requires significant in-market travel, approximately 10%–15% overnight travel, and evening and weekend work as event schedules require.

The position owns booked events across weddings, consumer, trade, and internal event pillars; coordinates with clients, external planners, vendors, and internal teams; and ensures events meet Bonterra’s guest-experience and brand standards. It also supports revenue planning, performance tracking, event marketing, lead generation, and continuous improvement. The position requires California Responsible Beverage Server training and CPR/AED and First Aid certifications upon hire, as well as successful completion of a criminal background check, DMV check, and drug screen. Verification of citizenship or legal authorization to work in the United States is required at the time of an employment 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 a related field; an equivalent combination of education and experience is accepted.
• 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 and ability to be insured; willingness to spend significant time traveling in-market.
• Willingness to travel overnight approximately 10%–15%.
• Completion of California Responsible Beverage Server (RBS) training certification upon hire.
• Completion of CPR/AED and First Aid certification upon hire.
• Successful completion of criminal background, DMV, and drug-screen checks.
• Verification of citizenship or legal right to work in the United States at the time of an employment offer.
• Ability to lift and carry up to 20 lbs. frequently and up to 50 lbs. occasionally; push and pull up to 50 lbs. frequently and up to 100 lbs. occasionally; frequently sit and reach outward; and work continuously at a computer with constant hand and finger dexterity.
• Ability to stand, walk, reach upward, climb, squat or kneel, and bend occasionally; work in all weather conditions, including hot and cold temperatures, mud, dust, soft soil, and uneven terrain; and meet physical requirements related to domestic and international air and ground travel.
• Ability to use general footwear and, occasionally, personal protective equipment such as hearing protection and safety glasses.

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, with 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) certification.

Responsibilities

• Drive sales for weddings, corporate retreats, executive meetings, private dinners, celebrations, and other special events; develop prospects, lead venue tours and consultations, prepare proposals and pricing, negotiate contracts, secure bookings, and achieve revenue and booking targets.
• Develop attendance and revenue for Bonterra-branded consumer events, support the annual ticketed event calendar, promote events, manage registration and ticketing platforms, and identify attendance-boosting partnerships.
• Own and maintain the hospitality sales funnel from inquiry through booking; track leads, conversion rates, bookings, revenue, and sales KPIs; maintain CRM and prospect databases; and improve follow-up and repeat-business processes.
• Build relationships with wedding planners, event producers, destination management companies, corporate meeting planners, and regional hospitality and tourism organizations; conduct outreach, host tours and showcase events, and develop referrals and partnerships.
• Represent Bonterra and McNab Ranch at industry events, conferences, wedding expos, hospitality showcases, and networking events to raise awareness among event professionals and regional markets.
• Identify corporate opportunities for off-site meetings, executive retreats, team-building events, and client entertainment; build relationships with corporate event decision-makers, HR, executive assistants, and meeting planners.
• Own booked events from intake or contract through execution, coordinate with external planning leads where applicable, and serve as primary coordinator for Bonterra-led consumer events, including vendor management and logistics.
• Assist with event setup and teardown as needed; coordinate trade visits and employee events with the commercial team and internal stakeholders; and communicate timelines and requirements to hospitality, facilities, and vendor teams.
• Deliver exceptional guest experiences, uphold service quality and brand standards, address client concerns, gather feedback, and identify improvements.
• Manage event logistics, including setup, transportation, signage, guest flow, permits, rentals, and on-site operations.
• Help develop a preferred vendor network and coordinate with internal stakeholders, vendors, caterers, production teams, and service partners, including vendor onboarding, billing, and certificates of insurance.
• Collaborate with marketing on event promotion and lead generation; assist with social content, event storytelling, marketing materials, and sales collateral; and use customer and event databases to encourage repeat visits and bookings.
• Support annual hospitality revenue planning, monitor booking pace and profitability, report pipeline and business-development updates, and recommend ways to improve 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/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 the successful sale and completion of qualifying hospitality and event business.

What This Job Offers

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