Manager of Event Sales & Development

Henry Ford Estate•Dearborn, MI

3d•Hybrid

About The Position

The Manager of Event Sales & Development is responsible for generating earned revenue through the strategic sales, marketing, and management of Fair Lane’s event rental spaces and photography/filming permitting program. Reporting to the Director of Marketing & Philanthropy, this role oversees the full sales lifecycle - from inquiry through execution - while strengthening client relationships, enhancing the guest experience, and supporting broader advancement goals. In partnership with the Senior Manager of Philanthropy, the position also supports membership sales efforts, helping to drive contributed revenue through prospect engagement, relationship-building, and alignment with institutional fundraising strategies. The role ensures strong CRM management and data integrity within Bloomerang, TicketSocket, and any additional required systems, including accurate data entry, pipeline tracking, reporting, and the organization of all advancement and rental records. In addition, the Manager plays a key role in maintaining institutional documentation and systems, as well as supporting cross-departmental coordination to maximize Fair Lane’s revenue potential as a premier historic venue.

Requirements

Bachelor’s degree in marketing, communications, business administration, or other applicable field; applicable experience may be substituted for this educational requirement.
At least 3–5 years of experience in event sales, venue management, hospitality sales, or business development.
Demonstrated success in meeting or exceeding revenue or sales targets.
Experience managing client relationships and closing deals.
Knowledge of event sales, venue rental operations, and/or hospitality-based revenue generation, preferably within a nonprofit, cultural, or historic property setting.
Understanding of CRM systems (Bloomerang or similar) with ability to maintain data accuracy, manage pipelines, and generate reports for decision-making.
Familiarity with sales lifecycle management, including inquiry tracking, lead nurturing, contracting, and post-event follow-up.
Knowledge of marketing and business development principles as they relate to earned revenue strategies in mission-driven organizations.
Strong organizational skills with ability to manage multiple inquiries, timelines, and client relationships simultaneously with accuracy and responsiveness.
Ability to analyze data and translate metrics into actionable insights to improve performance and operational efficiency.
Excellent written and verbal communication skills, with ability to represent the organization professionally to diverse clients and stakeholders.
Strong interpersonal and relationship-building skills with a customer-service orientation and ability to build trust with clients and partners.
Ability to work cross-functionally with marketing, philanthropy, facilities, historical resources, and leadership teams to ensure seamless event execution.
High attention to detail with ability to maintain accurate records, contracts, and institutional documentation.
Ability to problem-solve in real time, anticipate client needs, and adapt to changing event requirements or operational constraints.
Proficiency in Microsoft Office Suite and Google Workspace, with ability to quickly learn new digital tools and platforms.
Collaborative and inclusive team-oriented mindset, with a commitment to contributing to Fair Lane’s culture.

Nice To Haves

Passion for the mission and work of Fair Lane: Home of Clara and Henry Ford, with an understanding of the cultural sector and appreciation for the historical significance and contributions of Clara and Henry Ford.
Proficiency with marketing and philanthropic software platforms such as Bloomerang, Squarespace, Mailchimp, TicketSocket, and Canva.
Some familiarity with the automotive sector, specifically Ford Motor Company, a plus.

Responsibilities

Manage shared inboxes (rentals@, photography@) and respond to all inquiries promptly.
Lead the full sales cycle: Inquiry - consultation - site tour - proposal - contract - close.
Sell event rentals (wedding receptions, corporate, private events, etc.).
Sell and manage photography/filming permits.
Maintain a strong, active pipeline of prospects.
Work with Director to set and track monthly/quarterly revenue goals.
Serve as primary client contact through event completion.
Coordinate with internal teams to ensure smooth execution and strong client experience.
Partner with marketing to promote rentals and permits (web, social, vendor platforms).
Maintain and update sales materials (rate sheets, decks, FAQs, visuals).
Provide input on pricing, packaging, and positioning based on market demand.
Track lead sources and campaign performance.
Identify gaps in lead generation and recommend improvements.
Ensure listings on third-party platforms (wedding sites, venue directories) are accurate and optimized.
Identify rental/permit clients with potential for: Sponsorships, Donations, Repeat or corporate business.
Build relationships with: Event planners, Photographers, Corporate partners, Local businesses and institutions.
Support donor cultivation events hosted on-site.
Collaborate with advancement leadership on sponsorship opportunities tied to events.
Conduct light prospect research and contribute to donor pipeline development.
Track relationship and prospect activity in Bloomerang.
Additional applicable responsibilities as assigned by the department director or the President & CEO to support the work of the organization.

Benefits

100% employer-paid BCBSM medical (Simply Blue PPO Gold $2,000 deductible) and vision insurance, and Delta dental insurance, for the employee, with 50% employer-paid insurance for dependents and employee-paid plan buy-up opportunities.
100% employer-paid life, short-term disability, long-term disability, accident, and critical illness insurance, including an Employee Assistance Program (EAP) that provides numerous mental health, finance, and legal benefits.
21 days (168 hours) of Paid Time Off (PTO) earned annually; PTO is accrued biweekly at a rate of 6.46 hours.
14 paid holidays, which includes a year-end holiday break between Christmas Eve and New Year's Day.
1 day (8 hours) of paid Volunteer Time Off (VTO).
Paid parental leave with no minimum service requirement.
Paid bereavement leave.
Paid meal (30-minute) and rest (2 x 15-minute) breaks.
403(b) plan with a 3% employer contribution and 3% employer match.
Ford x-plan discount.
Professional development budget and opportunities.
On-site and free bean-to-cup coffee machine.
Donuts, bagels, and other snacks during weekly All-Staff Meetings.
In-House Perks including a free photo permit (up to $400 savings), Tribute Garden discounts ($75 savings), and Patron-Level membership without Patron gifts ($300 savings).