Event Sales Manager MAP & Sebastiani Winery (Sonoma, CA)

Job Description

Job Description

Job Summary

The Event Sales Manager is responsible for actively selling weddings, social events, corporate meetings (with no rooms), social room blocks and catering events for MacArthur Place and Sebastiani Winery. This role develops new business, cultivates relationships with clients and industry partners, negotiates contracts, and achieves revenue goals while delivering an exceptional luxury hospitality experience. The Event Sales Manager works collaboratively with operations and event management teams to ensure a seamless transition from sales through execution while maintaining the highest level of guest service.

Sales & Revenue Generation

• Respond promptly and professionally to all inbound inquiries, referrals, and wedding planner requests.

• Solicit new and existing accounts through telephone prospecting, outside sales calls, networking, site inspections, and written communication.

• Conduct property tours and customized client consultations highlighting the unique features of both venues.

• Develop proposals, negotiate pricing and contracts, and close business while 

maximizing revenue opportunities including guestrooms, venue rental, food & beverage, bar, and ancillary services.

• Meet or exceed quarterly and annual revenue goals.

• Identify opportunities to maximize total event revenue while delivering exceptional client experiences.

Client & Industry Relationships

• Build and maintain strong relationships with wedding planners, corporate meeting planners, destination management companies, and other referral partners.

• Provide a high-touch, consultative sales experience from initial inquiry through turnover.

• Serve as a trusted advisor by understanding client needs and recommending creative event solutions.

• Deliver exceptional customer service throughout the pre-contract and pre-event phases.

Sales Administration

• Prepare proposals, contracts, correspondence, and other sales documentation accurately and timely.

• Maintain CRM and sales systems with current client information and activity.

• Manage negotiations, revisions, deposits, and contract execution.

• Ensure all booked business is properly documented and transitioned to the Events team.

• Resolve client concerns promptly to ensure satisfaction and successful event outcomes.

Internal Collaboration

• Partner with Event Managers, Culinary, Operations, Hospitality Centers, and other departments to ensure successful event execution.

• Participate in planning meetings, site visits, and property walkthroughs as needed.

• Foster positive internal relationships to ensure exceptional service before, during, and after each event.

Marketing & Business Development

• Represent MacArthur Place and Sebastiani Winery at trade shows, networking events, FAM trips, and community events.

• Assist with the development of sales collateral, promotional packages, and marketing initiatives.

• Monitor market trends and recommend strategies to increase sales and revenue.

Qualifications

• Three or more years of event, wedding, or hospitality sales experience, preferably in a luxury hotel, resort, winery, or event venue.

• Demonstrated success achieving or exceeding sales goals.

• Strong negotiation, presentation, and relationship-building skills.

• Excellent written and verbal communication skills.

• Highly organized with the ability to manage multiple priorities in a fast-paced environment.

• Proficiency with CRM systems, event management software, and Microsoft Office.

• Ability to work evenings and weekends as business demands.

Core Competencies

• Consultative Selling

• Relationship Building & Networking

• Luxury Hospitality & Customer Service

• Negotiation & Revenue Generation

• Organization & Time Management

• Cross-Functional Collaboration

• Creative Problem Solving

• Attention to Detail